| I nearly panicked recently! Well, maybe a slight | | | | emphasis is on the giving. Referrals are the |
| exaggeration but here was a situation I had not | | | | currency and actively seeking help and support |
| been in for some time. The freezer had broken | | | | for fellow members becomes second nature |
| down and the dilemma I faced was - a speedy | | | | after a time. It's simple - it works. |
| solution was necessary BUT I did not know | | | | Now, BNI is not for everyone and I can |
| anybody who repairs freezers. For the first time | | | | understand some of the reasons. The procedures |
| in some years I nearly reached for the Yellow | | | | are quite rigid and attendance and time keeping |
| Pages - a pristine copy that never sees the light | | | | are essential. How many times have I heard new |
| of day - but sense prevailed and I consulted my | | | | members say it is like being back at school. The |
| wife. She rang her friend who works in a local | | | | vast majority though accept and understand why |
| hospital. They have an internal communication | | | | this disciplined approach works. |
| system for the employees to ask questions or | | | | A newer breed of virtual networking is emerging |
| post messages and within 30 minutes we had the | | | | on the Internet and although there are quite a |
| choice of three prospective service engineers and | | | | few large networks, Ecademy is emerging as one |
| one name had been suggested by three separate | | | | of the best business to business websites. It is |
| people. The choice was simple and - yes Mr | | | | even more important that the right attitude and |
| Freezerman turned up and was superb! | | | | approach is adopted if you want to achieve |
| The point is that we prefer to buy from traders | | | | anything for your business through using |
| who have been recommended and preferably | | | | Ecademy. |
| from people we know and trust. Business | | | | Ecademy members are encouraged to put 50 |
| networking is all about trying to address this | | | | keywords describing themselves, write a profile |
| situation by ensuring that business owners meet | | | | and to submit a photo. The mistake many make |
| each other frequently and build relationships and | | | | when they first join is to use their keywords and |
| trust first, long before any deals are struck. | | | | profile simply as an advert for their business. The |
| Networking is fast becoming the primary way of | | | | successful networkers have interesting profiles |
| sourcing new business, but and this is a big BUT - | | | | about themselves, their interests, travels, family |
| you have to go about networking with the right | | | | and amusing anecdotes. Are they missing out by |
| attitude or it will not work for you. | | | | not pushing their business interests? Not a bit of it |
| I have been a member of BNI (Business | | | | as there is a link to their website - what is the |
| Networking International) for nearly three years | | | | point of another sales pitch. People buy from |
| and know first hand that it can work for you as I | | | | people they like and trust and the social side of |
| have had many thousands of pounds worth of | | | | the Ecademy is the important additional ingredient |
| business as a direct result of being a member. | | | | on offer. |
| And yet I did not get one meaningful referral for | | | | Within Ecademy there are hundreds of special |
| the first few months and was about to give it up | | | | interest clubs and regionally based groups that |
| as a bad job. I have also seen many new | | | | give the opportunity for physical meetings to be |
| members give up in the early days saying it | | | | arranged. It is incredible to be able to go to a |
| wasn't for them. The thing is that we were all | | | | meeting with people that you already know a |
| making the same fundamental mistake - we were | | | | great deal about before you actually meet them. |
| too concerned with what was in it for us - and | | | | It all leads to a much more honest and open |
| not thinking how can we help our fellow members. | | | | relationship from the off. |
| The strapline of BNI is 'givers gain' and the | | | | I can't see how the Yellow Pages can survive in |
| moment I adopted that as my focus everything | | | | the long run. Give me referred, trusted traders |
| changed. If I give business to you will want to | | | | any day. Networking rules - and works. |
| give me business to me is the message, but the | | | | |