Where Do My Future Clients Go To Network?

And where can I go to meet lots of potential clients?

Let's make the assumption that your current clients are going to be similar to your future clients. It therefore makes sense to ask your current clients -

* Where do you go to network?

* Do you do all your networking online with a combination of LinkedIn connections, group engagement and phone calls?

* Which conferences do you attend?

* What events have you been to in the last month and what's in your calendar for this month?

Obviously you are not going to interrogate your current clients, particularly if they are relatively new. However, its worth reflecting on how you attracted your last 10 clients.

* Were they referred to you? By whom? How long since you touched base with that contact and/or better still gave them a referral or introduction to a prospect?

* Was it a chance meeting via a special interest group? Are there anymore of those events being held in the near future?

* Did you meet them at a conference or seminar? How long is it since you have attended an event that exposed you to multiple new faces? How soon can you register for a similar event?

After you are drawing a blank on any of these questions, then you really need to plan your networking for the next 30-60 days and do some research yourself:

1. Which networks are your peers and competitors attending?

3.   What is the best time/day of the week for you to network?

4.   Why do you want to attend a networking event?

Today a lot of networking is social e.g. golf, sailing, running, book clubs, film groups, environmental special interest groups. A very busy Sydney based personal trainer generates more than 80% of his work from his local sailing club. While another high achieving real estate agent generates her leads at the races. This is a fun way to combine your interests, your networking and business development. However, if you want a more business-like approach to networking, you may feel more comfortable attending a traditional business network.

The time of day best suited for your availability – may vary from a breakfast meeting (usually 7 a.m. for 7.30 a.m. start) to a business after hours (normally 6p.m.-8 p.m.) Instantly I can imagine some readers dismissing business networks because that is “potential me time” for you or its inconvenient. However, most of these networks are either fortnightly or monthly – and they are a great investment of your time. If you wanted to be really clever, you could invite a group of your clients to the event – and cross network them with each other as well as prospects for their business.

It’s important to find the network that suits YOU and also to be very clear on why you are attending in the first place.

Is it because:

a. Your competitors are there (a great reason for you to attend)?

b. You know that these networks attract the sorts of clients you are wanting to work with?

c. Attending business networks will certainly make you stand out as being very professional and business focused?

TRY BEFORE YOU BUY

My rule of thumb is – try before you buy. Attend a network as a non member, before you actually commit to becoming a member. Most good networks will allow you to attend at least once, before encouraging you to join. From experience, I normally attend a new network at least twice before I join. In that way, I can feel out of my comfort zone the first time when everything is new and then I know what to expect the second time – which is when I normally decide to join a network or not – and just attend future events as a non-member and play a slightly higher ticket price. If ever I feel pressured into joining a network, that is normally a sign that this network is NOT for me. No one likes to be sold to.

Networks like Business Network International (BNI) encourage people to be invited by a member before attending. Originating in the States with founder Ivan Misner, BNI is a fast growing international business referral network group, who – normally meets for breakfast (although there are a smattering of lunch groups sprouting up Australia wide). The ethos is simple – Givers Gain! All members are encouraged to show up every week for their chapter meeting and bring one or more referrals for members of the group. The value of the referrals are then tracked and monitored. www.bni.com.au Plus there is only one person representing a profession e.g. one mortgage broker, one professional trainer etc.

Which networks are right for you will often depend on:

? Which networks do your current clients and prospects go to?

Chambers of Commerces are always filled with lots of prospects and you get to attend an event in the location where you want clients to be.

If you google Chamber of Commerces and preferred locations – you will find a stack of potential events. Work out your budget and book today!

We could fill pages listing the thousands of Australian associations, networks, chamber of commerces, business enterprise centres, special interest groups etc. Trust me there is no shortage of networking opportunities. Remember if your competitors are attending something – maybe you should be there too.

Whichever networks you decide to attend – stick to the basics:

Be friendly, act like the host and not the guest

Ask questions and listen to the answers

And most of all – follow up without being pushy.

Happy Networking until next time.

For more articles by Robyn Henderson check out my LinkedIn profile and if I am not yet connected to you, please send me an invitation.