Choosing Your Best Dance Partners

KEY #4: NetWORKing=WORK

The fourth key factor in getting and staying motivated is networking with other small businesses. Of course, that is something we all believe in or we wouldn't be members of the BNI Point to Success chapter, would we? One of the most difficult aspects of being an entrepreneur or small business owner is the isolation. Mutual support can be very empowering and motivating. We each seek to make connections in our communities and neighborhoods, whether they are physical or online. And we all know that even if our business interests are unrelated we somehow find a way to stand on common ground and work together for the benefit of us all.

When we come together weekly we do so not only to bring each other referrals, but to help each other solve problems, share ideas of how to be successful and experience the connectivity that makes our little community so special. We have elected not to be wallflowers, but to get out there and tango with all those who would help us build our business.

Often it seems that the burdens of being a small business owner can be overwhelming, but by coming together and sharing our expertise and ideas we can be a stronger community than if we remained secluded in our own little business world.

Dr. Ivan Misner is a frequent contributor to Entrepreneur.com. He wrote a column titled, "What is Business Networking, Anyway?"

He tells us that, "Business networking is leveraging your business and personal connections to bring you a regular supply of new business." That sounds deceptively simple. In practice, it is a lot of work.

You have to be proactive to get the most out of the process but the returns can be great. It is not about going to an event, shaking hands with everyone there, gathering business cards that then become nothing more than recycling bin fodder.

So what is the secret to networking like a pro? The answer: Creating and building relationships.

Think about it...how many people do you know in your spheres of influence? And how many of these people really know and understand what it is that you do? How many of these people you know actually send you prospects? And how many of those turn into actual business?

Our resident expert is Dave Harvath of D & D Auto. Dave understands the value of relationships and seeks to make his customers his friends. I asked Dave to share with us his expert perspective on his success in networking.

Dave Harvath says that of those that pass through his door and drive into his shop, 10% are customers and 90% are friends. Dave makes it his duty to get to know those who take the time to come into his business. Dave doesn't just service their vehicles and take their money. He wants to know all about them and make an investment in their lives. He becomes their friend. He treats them with respect. He cares not only for their vehicles but for their lives as well. That makes him a trusted business man and someone that has established a thriving repeat business.

Dave tells us that he really does qualify all those referral slips that he passes. He will not refer a customer to one of his BNI partners. He only refers friends. He knows what they need, knows that they are a precious client of his and then will refer them to one of us, the referral partners that he believes in. In short, because he has taken the time to establish a trusted relationship with them, he can assure us of the quality of the referral. That is what relationship networking is all about. And Dave Harvath really lives that in his business.

Networking must be strategic and focused if you want to see growth from it in your business. While not everyone you meet can move your business forward, you never know where the next great referral can come from. Everything you do in your business should be founded on the idea that you intend to grow your business.

Networking is proactive. "The core of networking is doing something specific each week that is focused on networking for business growth," Dr. Misner says. I challenge you to think each week about one something specific that you can do and go and do it. Then come back and tell us how it went so we can learn from you, too. Because sharing our success is a part of growing our relationships with each other as well.

Working Words of Wisdom

"Opportunity dances with those who are ready on the dance floor."

~H. Jackson Brown Jr.

Now, get out there...and dance!