recommendations from trusted sources much more than they do from mere advertisements. The best
thing is, the costs associated with running a successful business networking campaign are usually a
fraction of what a traditional advertising campaign can run!
replace with time and effort. Simply saying to yourself that you are going to “network” does not
guarantee immediate success. You not only need to plan and execute a schedule of networking events
and activities that will put you in front of people, you will also need to begin to build your credibility.
in your pricing; make sure the work you are hired to do is provided with the highest standards in
quality; and certainly never over-promise and under-deliver.
credibility-enhancing materials. You should always have these at your disposal to make the most of
every networking opportunity.
be used as collateral materials in developing your desired image. Please not the following points, and
then you’re ready to compile the key components of the toolkit of a successful campaign!
are focused on enhancing your networking activities in a face-to-face environment.
the first point of contact with a potential client, or even with someone who can refer you clients. Each
item will address a specific area of information that you have to share about your business, and while
some can be used to build credibility at earlier stages of networking, you will want to save the more
detailed items at a further point in the networking process with a particular client or referral source.
The first half of the list includes items that you will most likely want or need at the early stages, while
the second half you should have ready as the relationship deepens.
a hard copy to fax and an electronic copy to email – in case you meet someone while
networking who wants to quickly pass along your information to a prospective client she
to learn about yours – is to make the initial meeting as organized as possible. A sheet with
questions that you can each ask each other can ensure you don’t forget to find out the most
important information about each other’s businesses, the information that could lead to a
referral the quickest!
or services you provide. You can keep hard copies in a binder, or you can post them to
your website. If you have a LinkedIn profile, you can ask the clients in your networkto “recommend” you.
your social media profiles. Photos of your office or business operation and products help to
legitimize your business and gain credibility.
busy running their business and neglect their collateral materials.
trademarks, service marks, patterns, designs you’ve used, posters, banners, and display
materials used at trade shows.
have mutual acquaintances or business associates. It may also lead to an introduction to
someone in one of your organizations to whom you have been hoping to be introduced.
as an expert in your field – and people like to know they are working with experts.
– are immediately informed of news about your company. In addition to submitting these
announcements to news outlets, you can also hand these out at meetings, or you can post
them on your website and on your social media accounts.
mission statement or service pledge; or even a written history of your company.
Keeping this information top-of-mind will come in very handy if you are at a networking
event and have the opportunity to talk to a prospective client in depth.
target your conversation and, subsequently, your products and services more directly to your prospects you want to turn into clients.
frequently used documents. This equipment greatly aids any company’s business networking
campaign and ability to respond quickly when necessary.
BNI, the world’s largest business networking organization. His newest book, Networking Like a Pro, can be viewed at www.IvanMisner.com. Dr.
Misner is also the Sr. Partner for the Referral Institute, an international referral training company.