Sometimes it’s important to go back to basics and think a bit more deeply about networking and what opportunities this creates for us at BNI – why we’re here.
What is Networking?
It’s more than a way of gaining information and resources only when we’re in need. Networking, when done masterfully, is a way for us to mitigate risks, heighten our successes, and expand our perspective of the world.
It supports uniting people in imaginative and unexpected ways that bring exponential returns to each person. Networking operates on the Law of Reciprocity – when you help somebody, the usual response is, “Thanks, now how can I help you?” So, pay it forward!
Why Network?
Networking represents our richest resource, what is often these days referred to as our “social capital.” If our network is well-built and well-developed, we can derive information, ideas, leads, opportunities, financial capital, power, emotional support, goodwill, trust, and cooperation.
As strange as it may seem to some, many people become frightened by the thought of meeting someone new and introducing their plans or concepts. Others see it is an opportunity to have a platform, but those who truly understand the importance of networking understand that simply building relationships should be the purpose when networking.
How to Network?
Networking is a life skill. It represents a different way of being in the world. We are all expert at listening out for referrals for ourselves – for buying signals that alert us to a potential need for something that we can provide. The first step in developing your sales team – as we like to think of our BNI Networking groups, is to educate your members on what you do – how to identify a need for your services – and what to say.
However the key step is to make a change in your mind-set. Instead of being on the hunt for referrals for ourselves – the key is to be looking for opportunities for others. You become a gatekeeper – a go to person – who do you know who can help me with ….?. It is a great way of being in the world.
Three points to remember
- Change your attitude – don’t see networking as something that has to be done or an outcome that has to be achieved; see it as an opportunity to meet, learn about people and strengthen relationships.
- Invest in social capital – don’t just think about what you can get from a networking event, think about what you can give.
- Watch other successful business people – learn by emulating others; when you’re networking, study how highly successful philanthropic people are operating.
