Bo Kauffmann, Re/Max Performance Realty, BNI Accelerators Chapter
Candace Zihrul, Invis Inc., BNI Connections Chapter
Clara Mitchell Enns, Hearts & Homes Property Group, BNI Elite Chapter
Corey Cox, Avenue Mortgage, BNI Executives Chapter
Ron Kibbins, Re/Max Performance Realty, BNI Platinum Chapter
Jenna McMahon, Equilibrium, BNI Premier Chapter
Sara Hutniak, LIFE, BNI Prosperity Chapter
Jon Billings, Debit Credit Canada, BNI Trailblazers Chapter

BNI Manitoba 2011 Top of the Top Gun Award

1st Place Corey Cox, Avenue Mortgage, BNI Executives Chapter
2nd Place Bo Kauffmann, Re/Max Performance Realty, BNI Accelerators Chapter
3rd Place Jon Billings, Debit Credit Canada, BNI Trailblazers Chapter

Platinum Sponsor

Portage Cartage & Storage

Table Sponsors

Algonquin Travel and Cruises
Better Business Bureau
Debit Credit Canada
Financial View
Independent Perspectives
Bo Kauffmann Re/Max

Contributors

Aisha Alfa
Ayoko Design Inc.
BNI Elite Chapter
BNI Manitoba
Carlyle Printers, Service and Supplies Ltd.
Casinos Royale
David Lauder Photography
Eastern Chrysler
Eastside Collision
Instant Imprints
Joy Diamond Band
Logo> Print, Wear, & Promotions
Madeline’s Weddings
Minuteman Press
Mimi’s Flowers
Norwood Hotel
Penguin Formals Inc.
PDQ Printing
ST. Boniface Golf Club
Sweet Impressions
TOPPS Music Service
Vintage Bling

I would like to thank Judy Murata and Denis Hamel from BNI Manitoba for giving me the opportunity to get involved in such a great event, and for the Rising Star 2011 Award. Denis and Judy, should be extremely proud of this incredible networking community they have built, and for helping and inspiring so many local professionals and entrepreneurs to grow both professionally and personally!

I would also like to thank the BNI Elite Chapter for choosing me for the Elite Chapter’s Most Motivated Award (Kate Brito, Clara Mitchell Enns, Ed LeBlanc, Mike Ducharme, Surjeet Sidhu, Ryan Greschuk, Mark Nowell and Curtis Knudson). I have sincerely enjoyed meeting with you all over the past few months, and look forward to working with you further to grow our chapter and our businesses.

In an environment like this, where business networking is the focus, lending a hand to the planning committee was without a doubt the best and fastest way to learn more about the BNI organization as a whole, and more importantly, get to know so many of the incredible members who have worked so hard to build business and offer support to others.

Since I’m in the business of giving advice to entrepreneurs trying to grow their businesses, I’d like to tell you a bit more about why I decided to join BNI Manitoba, as well as share some of the information that I have presented in business networking workshops to my own clients. Most entrepreneurs and professionals are already quite experienced at networking and promoting their businesses, however there is no doubt in my mind that joining a professional business networking group like BNI, gives any business a great head start, and a leg up on the competition!

BUSINESS NETWORKING

Networking is the process of cultivating and establishing a mutually beneficial professional or business relationship with a potential customer, client or other business, with the purpose of promoting business growth or professional development, finding employment or advancing to a higher position.

The Importance of Networking – Transactional vs. Transformational

True networking is not transactional, there is no instant return, or sale. True networking is transformational, and is about developing long-term relationships.

WHY I JOINED BNI MANITOBA

Business networking can build professional credibility and grow a business. As an entrepreneur, I have worked very hard to make business connections both in my own community, and worldwide. Two years ago, I decided to try working for a whole year without paying for advertising and focused on generating word-of-mouth referrals for myself. Since then, ALL of my new clients have been referred to me by my existing clients.

The BNI givers gain ® philosophy was a perfect fit with the general philosophy I have applied in my business life for the past 12 years. Instead of trying to directly promote my own services, I work to build relationships with people that will in time, give me a glowing referral to someone looking for the services that I offer. When I make connections with people in the business community, I try to leave them feeling as though I have done something special to help them. In every case, these people have reciprocated with at least one new client referral. We all find it difficult to promote ourselves. For most of us, it does not come naturally. That’s why it comes as a relief to many, when they discover that training others to promote them and their business should be their networking focus, rather than trying to promote themselves directly.

Referrals are always a better quality client or customer. They are the longest lasting, least price sensitive and most trusting clients. By the time they come to you, they are already sold and prepared to hire you for the job.

REASONS WHY JOINING A BUSINESS NETWORKING GROUP LIKE BNI IS IMPORTANT

• To help you to continue to set new goals for growing your business
• To help you stay focused and motivated to achieve your goals
• To train ambassadors to promote you and connect you with the right prospects
• To maintain productive, long-term relationships with existing customers
• To obtain pre-qualified prospects, and receive referrals
• To obtain word-of-mouth publicity, and grow your credibility
• To find a new employment opportunity
• To find a new employee
• To find new organizations to form partnerships with
• To stay informed of the latest industry-specific information, technology and trends
• To stay visible and top-of-mind
• To attract new opportunities
• To get another perspective
• To connect with people that you would not be able to reach on your own
• To move outside your comfort zone and enable personal growth
• To attract mentors
• To secure more event invitations and speaking engagements
• To have a security net during challenging times (when you are without employment, when you have tot much work to handle).

10 RULES FOR EFFECTIVE NETWORKING

1. Be a Good Listener

You should spend about 70% of your conversation listening and 30% speaking. This is the most important rule in business networking. Be a good listener, and ask a lot of questions about others. Be prepared and willing to develop relationships and connect with people, focusing on what value you can add to the relationship.

2. Give Before You Get

Follow the giver’s gain philosophy that you should focus on giving referrals, rather than getting them. What goes around, comes around. Attend networking events prepared to look for ways to help others. Act like a host, and find a way to do things for others. If you spot a wallflower, invite them over to take part in your conversation. You are not there to close a deal or make a sale, but rather, develop mutually beneficial relationships with other professionals.

3. Give a Solid Handshake

Be sure your handshake is solid, but not bone-breaking. Don’t forget to make eye-contact.

4. Dress Professionally

First impressions count. As a general rule, you should dress one step above what you think others will be wearing.

5. Have Your 60 Second Infomercial or Pitch Ready

Make your first minute count! Be sure to clearly state who you are, what you do and who you are looking to work with.

6. Exchange Business Cards

Never leave home without your business card. Ask people for two business cards so that you can offer to pass their card onto someone else who may be able to use their services. After you meet a person and they give you their business card, write down a few details about them on the back of the card to help you remember who they are and what they know about you. This will be useful information when you go to follow up on your meeting.

7. Set a Goal

Set a goal for how many new contacts you plan to make when attending a networking event. Make sure you get their business cards.

8. Create a Contact Database

Establish a system to file your business cards in a way that will allow you to keep track of your contacts and record useful information for follow ups. If you can’t fit enough information on the back of the card, staple the card to a recipe card, so you have space to write down more information about that person. If you prefer to keep track of your database electronically, you can scan your business card collection, as well as create an Excel file with contact information.

9. Don’t Sit Beside Someone You Know

Make the most of your captive audience and move around the room. If you sit beside someone you already know at a networking event, you will be less likely to push yourself outside your comfort zone and meet new people. If you meet someone really interesting that you would like to connect with in the future, make an appointment to meet at a later date. Use your time well. Try not to spend more than 10 minutes speaking to one person.

10. Follow Up!

Follow up is a MUST! Especially if you have told a contact that you will do so. Do this immediately and consistently. This way you will come across as reliable, efficient and honest. The most effective follow up methods are to send a note, or even better, make a phone call and speak to them in person! Send them a “nice meeting you” or “thank you for your time” card in the mail including your business card. Stay visible and top-of-mind!

STEPS FOR BUILDING LONG-LASTING (TRANSFORMATIONAL) CONNECTIONS

People always trust their friends’ opinions. That is why referrals are always your best customers. These special clients already trust you before they even meet you. In order to sustain business growth, repeat business obtained from your long-lasting, loyal customers is critical. For a relationship to be long-lasting, you need to continue to build rapport and be consistent and trustworthy. Never give your client a chance to consider a service provider other than you.

Consistently meet and exceed expectations.

Be honest, sincere and realistic about achieving timelines.

If you are unable to provide a service, recommend a supplier who can.

Have personality and be engaging. Ask questions about others and prove that you are interested.

Make yourself accessible by maintaining an online presence (set up a professional social media profile, create a website and blog).

Be a consultant. Help your clients find the answers to all their questions.

Respond to correspondence in a timely manner.

Stay competitive with your competition.

Take initiative to stay in touch with your contact. Try to send at least five of your contacts an email everyday, and set up phone calls to chat.

Don’t try to sell yourself. Instead, find new ways to promote your contacts. Introduce them, or make an announcement about your contacts to the people in your network (send out an email, do a blog or social network post).

Never think that you don’t have time to nurture your long-lasting business relationships! The benefits far outweigh the time commitment.

TIPS FOR FUELING & MAXIMIZING EXISTING CONNECTIONS WITH YOUR CURRENT NETWORK

Keep in touch and maintain regular communication with your existing connections. Stay top-of-mind, but don’t be annoying.

Maintain a task management system for keeping track of tasks to complete for each client. This will help you stay on top of deadlines and meet expectations.

Impress your contacts with your memory. Keep notes on what you last discussed so that you can follow up in your next conversation. Your client will be impressed that you remembered to ask about his daughter’s soccer game! Staying in touch with what your client ordered last time will show your client how well-informed you are. They will feel like you care and will make note of your professionalism.

Educate and share knowledge with your clients. Get creative and think about what your clients may appreciate learning more about. They will be impressed that you took the time to think about them.

SOCIAL NETWORKING

Both face-to-face networking and online networking through social media are important. There are already new systems in place that integrate the two. This integration has combined the best of both worlds. Now people can connect online, face-to-face from anywhere in the world! You can even do an online Business Building Interview in BNI!