HOUSTON BUSINESS REVIEW

Words to Build a Network and a Life: Master Business Networkers Go the “Extra Mile”
By Ken Marsh

Ken Marsh, the Houston Business Show Contributor for Business Networking, provides weekly information on how to build your business. We are excited to have the assistance of Mr. Marsh, an authority on this subject and author of the book Fearless Networking , as a part of our team.

“Although we often give goods, favors and appreciation or attention in order to receive something in return, the universe reminds us that whatever we most need is what we most need to give.”
- Anonymous

Three (3) primary tools of fearless networkers used in building relationships that generate business for themselves and their network are: 1. Ask the right penetrating questions, at the right time. 2. Listen for needs, issues, concerns and opportunities. 3. Tie the products and services of your network to the needs, issues, concerns and opportunities mentioned. The good news is that these same tools can be used to help build long-term, confidante relationships! Following is a list of tactics fearless networkers use to help build long-term profitable relationships by going the “Extra Mile”:

1. While the referral, who is now a client of your network associate, is happily involved in using the product or service of your network associate schedule a meeting to determine how you may further contribute or help.
2. Host a monthly or quarterly executive breakfast and invite the client to come and meet your clients and members of your network to learn about each other’s businesses and explore how referrals may be shared.
3. During the meeting make sure you allow time for the attendees who are currently doing business with each other to give testimonials of the benefits they are obtaining as a result of their business relationships.
4. For introductions, use the “60 Seconds Introduction Form” found on page 55 of the Fearless Networking book. Give attendees 3 minutes to fill out form at the same time.
5. Use the “Dance Information Sheet” found on page 96 of the Fearless Networking book, to learn how to market each other’s products and services. Give the attendees three (3) minutes to complete the “Dance Information Sheet.” Then conduct a “speed networking” session to allow each attendee five (5) minutes to share key marketing information with another attendee to help in referral sharing process. After 5 minutes move to next person.
6. Regularly send articles to the referral client or your client that relates to the business needs, issues and concerns mentioned in your initial meeting. A great source of articles is in the business section of the ISP newsletter or the Internet search link.
7. Establish a consultant-type relationship with your client or referral client and actively pursue the next engagement during each consultation visit. Use the A.L.T.E.R. tract and the P.L.I.E.R.S. tract found on pages 40 and 73 respectively to pre-qualify the client for your or your network’s products and services.
8. Refer the service of your network associates in fresh areas your client or referral client hasn’t been exposed to.
9. Create alliances with other consultants and allow them to jump-start new projects toward the end of current engagements you have with existing clients.
10. Once a referral client becomes your personal client, ask to be invited to in-company strategy sessions to provide an outsider’s perspective and, if need be, give referrals to help with current needs, issues, concerns and opportunities discussed in the strategy sessions. Be willing to sign a Non-Disclosure Agreement, if requested to do so.