In the previous post I discussed the basic structure of free networking groups. As mentioned, we aren't to pay dues or fees for the networking. This being said, we have to suffer through some fellow networkers who just don't know the prospects we want to meet, or they are just not very good at the whole networking process.
I am a member of networking group that is sponsored by a wholesale club. I consider it "free" because even though I am a member of the club, this is one of the perks, and apparently it's not offered at all of their locations. We meet once a month and the wholesale club furnishes us with coffee, fruit, sweets and some door prizes. They have a small investment in the process but it gets a lot of business for them.
We usually take turns going to the front and giving a quick "elevator speech" or commercial to the crowd. On a slow month we may only have 20 people show up and sometimes we have over 50. At the end of the meeting there are door prizes supplied by the wholesale club, like sets of pens or a flower arrangement, as well as prizes that the networkers may bring. For instance, I think everyone who shows up regularly has won a copy of my book at this point.
When attending a free event like this, the key is to stay consistent. There is a core of about 15-20 members who show up at least ten times (out of twelve) each year. The rest may come a few times never to be seen again. And there are always those who show up once, feel like they wasted their time and disappear.
Because I have been attending this group on a consistent basis since it was formed in 2009 I have formed some great relationships, professionally and personally. Not only are we good at referring each other but we do so as friends.
Then there's the guy that thinks he's going to show up once, and sell the rest of us his product or service. We really haven't even gotten a chance to get to know him but he's there to sell something to us. He should be trying to build referral relationships. Don't be that guy!
I have gotten a lot of business out of this group. Members have referred me to others and some have even bought from me. I do my best to reciprocate in kind. That's referral success!
Another way to make the most of a free group is to invite your prospects to attend. Since I work with a lot of small business owners, I will mention the group at the wholesale club when I meet with a client. Many will mention that they were unaware of the group and are interested. I meet them there, introduce them to some of the others and they appreciate it. It's a win/win.
I'm also a member of a differently structured free group. The only requirement for this group is that you offer products or services for senior citizens. Since I sell insurance, and seniors buy insurance, I made the cut. It's mostly comprised of businesses like home health care workers, people who sell durable medical goods and assorted caregivers and facilities, who I otherwise probably would never had to opportunity to meet. But there are also others such as elder law attorneys, estate sale professionals and realtors who specialize in relocating seniors.
This group is fortunate enough to have a young lady who organizes it all out of her office in a hospice facility. Since there are no dues or officers, which is fantastic, she asks for volunteers for members to host us at their facilities. In my case, I hosted a couple of times, buying some sandwich platters and soft drinks and using a meeting room at my church. No one expects anything fancy.
She also finds a speaker each month. We have had presenters talk to us about a range of topics from elder abuse to planning for final expenses. Most are actually very interesting and engaging, but I have to say the most disturbing was the podiatrist who shared slides on an overhead projector of infected feet, while we were eating lunch no less.
Not being a shy kind of person, I have also spoken to the group. Speaking as an authority on a subject helps build credibility. And I've even gotten some good referrals out of it.
Don't think that just because a group is free is has no value. Just be consistent and patient with the process. And as always, stay healthy!
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. He's also the author of "You're Going To Be Great At This!", a humorous look at sales. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states
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