BNI: TRY BEFORE YOU BUY!

With new chapters opening soon in various parts of Sydney, you are most welcome to visit any BNI chapter before making a decision to join a structured networking group.
Now in its 25th year, BNI does not believe that potential members should be pressured into joining a networking organisation.  They need time to "try before they buy."
Most categories are open in our new chapters, so if you have friends who want to grow their business during 2010, please pass this URL on to them - www.bnisydneyinnerwest.com.au 

“Fishing for Business” during International Networking Week

To mark International Networking Week for 2010, BNI Sydney Inner West has arranged a breakfast presentation on “Fishing for Business.”

The presentation, to be held at Dolcissimo Ristorante in Haberfield (Sydney) on Friday 5th February at 7:15am, will demonstrate how to build businesses by applying fishing techniques to networking activities.

Using the right bait to hook more clients whilst tackling your database are just a few of the subjects to be covered in this innovative presentation

BNI’s Sydney Inner West Executive Director, Tony Benner, said "The goal of International Networking Week is to recognise and celebrate the role that networking plays in the development and success of businesses around the world."

"Between 1-5 February, business people in Australia, USA, Canada, Europe, India, SE Asia and dozens of other countries will be invited to luncheons and/or breakfasts to hear speakers discuss the benefits of networking in today’s business environment.”

He said the focus of these events will be to bring together representatives of government, businesses and the community to network with each other, to understand the concept of good networking and to listen to talks by key networking specialists from across the world. These speakers will offer advice and information on how businesses can grow and succeed through good networking practices.

“The purpose of International Networking Week is to raise the profile of networking in the wider community, recognising it as an essential tool for success in today’s business climate.”


For further information or comment, please contact Tony Benner,
Executive Director, BNI Sydney Inner West, Tel. +612 9279 0261 or 0407 366 140.
http://events.constantcontact.com/register/event?oeidk=a07e2o23zthaf36d2a0&oseq=

BNI is a business and professional referral organisation whose primary purpose is to exchange qualified business referrals and develop word of mouth marketing techniques.

It has become the world’s largest business referral organisation of its kind.

In Australia, there are over 4700 members in 200 chapters.

www.bnisydneyinnerwest.com.au

Networking Tips from James Cameron’s AVATAR

By Richard Poi, Area Director, BNI Sydney Inner West, AUSTRALIA

Good reviews and favourable comments are continuously being received about James Cameron’s latest blockbuster film, “AVATAR”.

Amidst all the action and the superb special effects wizardry, AVATAR has a subtle message.  It is a message that we can all relate to: relationships, communities, understanding and building strong networking links.

There are several lessons we can learn from Jake Sully’s interaction with the Na’vi people and apply them to our behaviour in our networking environment or when crossing environments that are socially or culturally different from ours.

Like Jake, it is quite often that we get thrown into situations where we have to find our way – especially with people in different social and business circumstances.  We need to learn and communicate, and in doing so, build our relationships to earn credibility and trust.  By establishing a firm status, then we gain acceptance as a worthy long term business partner.  Jake did this by learning the Na’vi language and their indigenous activities like archery and riding the amazing Banshees where teamwork is the utmost ingredient to success.  In our world, we sometimes indulge in our prospect’s recreational interest by playing golf to build rapport culminating in a business deal.

In AVATAR, much emphasis is placed on “linking” and communicating, e.g. Na’vi using the tip of their pigtails to connect with the flora and fauna of the forest and telepathy in some special instances.  In most cases, there are elements of mindfulness and respect to living beings in an eco system on the moon Pandora. 

We do the same when we network.  We are always mindful of what the other person’s expectations of us are and how we should react so as to gain mutual acceptance.  Jake’s “communicating” with the Banshees, the Mother Goddess Eywa, and the Sacred Tree of Voices are notable examples.  In our one-to-one meetings, we engage in a two-way communication by attentive listening and sharing.  We may not have telepathic powers but we can study body language and close business deals at the right time.  We may not have the Na’vi pigtails to tap on responses but BNI tells me regularly: you have two ears and a mouth, so use them proportionately.

Relationships built on a strong foundation create extensions to outer tiers of relationships, like growing vines, spreading and reaching out to form a massive network that serves to achieve a common cause.  Feel that surge of excitement as we cheer and jeer as Jake rallies support from neighbouring clans to fight the Sky People!  When we network, we need to find that commonality of interest from which grows a lasting strategic alliance to realise our networking and business goals. To be successful, we must collaborate.

Isn’t AVATAR a great movie, as it inspires us to network more intelligently and strategically when we next hit the arena?

BNI: Back to the Future

Another great posting from Dr Ivan Misner, Founder of BNI:

"Networking is the kind of social and professional interaction that came naturally to businesspeople throughout most of this nation’s history, especially in smaller communities. But as villages grew into towns, towns into cities and cities into megalopolises, the sense of community and the close, personal business relationships that went with it gradually disappeared. The rise of large retail chains and multinational corporations, along with the demise of small businesses under the stiff price competition from these giants, further weakened the natural networking that existed.
The disappearance of community-based networking has left a vacuum that is now being filled by strong-contact networks. Business networking organizations such as BNI create a virtual main street for business professionals–an environment and a system for passing referrals that is the 21st-century equivalent of the traditional model for doing business.
As Eric Lesser, in his book Knowledge and Social Capital, notes, “Without a shared understanding of common terms, activities and outcomes, it becomes very difficult to reap the benefits associated with building social capital.” The power of business networking organizations is that they provide these common terms, activities and outcomes in a system that is designed specifically to accomplish this goal.
When you join and attend meetings in a business networking group, you build social capital in a number of ways. You gain the trust and friendship of fellow members; you provide valuable referrals; you contribute knowledge and skills to the effort; you become more knowledgeable and improve your social and business skills. Not least, you get out of your cave–the self-imposed isolation that many business people fall prey to.
Like financial capital, social capital is not only earned and accumulated, it can be spent. The international networking organization BNI has Givers Gain as its guiding principle: The good you do comes back to you over the long term and often in indirect ways. You accumulate social capital by providing help, advice, information, referrals and other benefits to your fellow networkers, with no thought of a quid pro quo. By gaining the trust of others, gratitude for value provided and a solid reputation for integrity and expertise, you become a person whom others wish to help whenever an opportunity to do so presents itself.
A colleague of mine worked for several years with a financial advisor who was a very passionate networker. In fact, he founded a chapter of an international networking organization and became very active as the president of the chapter. He gave more referrals than anyone else in the chapter; however, he got very few referrals back in return.
He came to my colleague a little frustrated about this. My colleague told him it takes time to build trust, especially in the financial services industry. He recommended several books on the subject and suggested that the advisor attend some training programs my colleague was offering. The financial advisor’s reply was a complete surprise. He said, “Train me to train the programs.”
My colleague said, “Aren’t you concerned that you’re already giving a lot more that you’re getting?”
He said, “Yes, but I know that trust takes time, and giving people valuable training at my expense will build trust.”

He became my colleague’s lead trainer and assistant director in Winston-Salem, N. C., and continued to give even more of his time and energy than he ever had before–even though he had been very active in his previous leadership role. His network rewarded him in an amazing way. Over the next 24 months, he received referrals worth $36 million–proving once more that givers always gain in the end."

BNI International Members Event & BNI Australia Conference

The 2010 BNI International Members Event in Kuala Lumpur, dubbed “KL10,” will take place at the luxurious Mandarin Oriental hotel on July 1st and 2nd, 2010.
The event will be packed with excitement and not only will BNI’s CEO, Norm Dominguez, be a special guest but the event will also include the entire 2010 BNI Australia Conference!
You will hear dynamic speakers such as Frank De Raffele (USA), Iain Whyte (UK), Niiraj Shah (India), and John Williamson (South Africa) and you will be able to learn from the best of the best in a relaxed, convivial atmosphere.
Book before January 31st to get the Early Bird Discount and receive admission to two full days (lunch included) of KL10 and a ticket to the Celebration Gala, complete with an eight-course dinner and live entertainment, all for $219 (USD)!
With the opportunity to network with over 500 members and Directors from across the world and build powerful new global business alliances, this is one event you don’t want to miss!

Networking at Holiday Parties

A most useful article from Dr Ivan Misner, Founder of BNI

The holiday party is a great time to meet people but . . . you should have a plan!

Everybody goes to parties, and the holiday season is full of them. It’s also a business slowdown season for many of us who are not in retail. The holiday parties are NOT just a place for free food and drinks.

Holiday parties and other social mixers bring new opportunities to network, even more than the rest of the year. The holidays are times when we are more likely to see people in a social setting, and this setting definitely lends itself to building relationships.fun-themed-party-ideas

Most people think of networking only in traditional networking venues, such as the chamber, strong-contact referral groups like BNI, and other business-oriented gatherings. But that’s not using the power of networking to its fullest.

It can be the best time to introduce yourself or have a friendly conversation with one of your superiors. Making an impact on someone important can be a real career booster; it could open the door for new job opportunities, promotions and/or new business.

In order to make the most of “holiday party networking,” here are a few things to keep in mind:

* Be prepared! If you’re going to hobnob, try to know whom you are talking to, what their job and role in the company are and what they’ve done this year for the organization. Use this info as a way to start a conversation. If you know some of the people who will be in attendance, do a Google search on them. Do some homework.
* Ask questions. Some suggestions: How did you start the business? How did you take the business international? How did you start franchising? What were some of the challenges with . . . ? Have you read any good books lately? (My favorite is: How can I help you?)
* Have a “teaser” topic ready. Approaching the end of the year, every business wants to increase profits and performance in the New Year. Have an idea ready that describes how you can improve your sector in the coming year. (Word to the wise: Don’t give away the goose; set up a meeting to discuss the details.)
* Use this introduction as a segue for a future meeting. As mentioned above, you don’t want to “end” the conversation at the party. The end game here is to open the door for follow-up. You want to be able to connect with the person after the party, one-to-one.
* Don’t have more than a couple drinks. It’s a party, but it’s not YOUR party. You don’t want to be stinking of liquor when you approach the people you want to connect with. Impressions count. Make the right one.
* Be confident of your value. Introducing yourself to an executive can be an intimidating experience, so give yourself an informed pep talk. Before the event, make a list of the things you’ve done over the past year and understand how what you do may integrate into discussions. Once you’ve got this down, there’s no reason you shouldn’t feel good about yourself. Consider how what you’ve done can integrate with the executive’s interests.
* Honor the event. Make sure when networking at a holiday party–or any non-traditional networking event–that networking is supplementary to the reason people are there, so don’t treat it like a chamber mixer. Be sincere.

Don’t act as if you’re in the boardroom giving a presentation; keep it natural and leave them intrigued. The real emphasis must be on “finesse” at a company holiday party. Yes, it is a great networking opportunity–but if you overtly “sell,” you may turn people off! After all, it is a holiday.

You can network anywhere, including events where it might not at first occur to you to try it–and, paradoxically, it’s at these non-traditional networking settings where you’ll often get the most bang for your buck.

International Networking Week Launches in February

International Networking Week, an initiative of BNI, will be celebrated during the week commencing 1st February, 2010.

In Sydney, BNI’s Sydney Inner West Executive Director, Tony Benner, said "The goal of International Networking Week is to recognise and celebrate the role that networking plays in the development and success of businesses around the world."

"In February of 2010, business people in Australia, USA, Canada, Europe, India, SE Asia and dozens of other countries will be invited to luncheons and/or breakfasts to hear speakers discuss the benefits of networking in today’s business environment.”

He said the focus of these events will be to bring together representatives of government, businesses and the community to network with each other, to understand the concept of good networking and to listen to talks by key networking specialists from across the world. These speakers will offer advice and information on how businesses can grow and succeed through good networking practices.

“Invitations to attend are open to the wider business community, members of other networking organisations, students, press representatives and interested parties from all levels of government and business.”

“The purpose of International Networking Week is to raise the profile of networking in the wider community, recognising it as an essential tool for success in today’s business climate.”


For further information or comment, please contact Tony Benner,
Executive Director, BNI Sydney Inner West, Tel. +612 9279 0261 or 0407 366 140.