My Pinnacle Network

Grow Your Business Through Networking

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Listen: It’s not who you know, but what you hear

Think about the referrals you have passed. What was the genesis of that referral? It involved your listening skills more than anything else.

First, you probably heard a friend, colleague or peer talk about his or her business what their needs. If you were truly listening, that registered in your memory on a certain level.

Next, in your travels, be it at your place of business, networking group, coffee shop, etc., you heard somebody express a need for a certain product or service. You interject and say, “I know somebody who might be able to help you…”. And that is how a lead/referral is born.

So, if you’re in a networking group and you’re wondering why you have not received a referral, perhaps you’re not asking the right question. Maybe you should be asking, why have I not passed a referral?

While clearly there are exceptions to this rule, but when it comes to referrals you have to give to receive. And the only way you can give is to know what people want or need. That, you can only do by listening.

There’s probably not one of us who has paid attention to every single word every person has said at a networking meeting. We should, but we don’t. Fortunately, it’s an area where you can improve quite easily.

Make it a point to listen at your next networking meeting. Bring a notebook and be sure to write down at least one type of referral for each member as they give their elevator pitch. You would be surprised how much registers in your memory when you put it in writing. From there, all you really have to do is listen…

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Keep networking e-mails short

What’s the one comment you hear from people about e-mails? Typically, it’s about how many they get, that they just can’t keep up and about how much time they spend deleting. Now, you might think if you are in a networking group or have met somebody at a networking gathering that they will give your e-mail a bit more attention. Think again.

Typically, people will read the subject line and perhaps the preview pane if using Outlook. If it’s not something they are actually looking for or something they really want to read, they will click delete.

For those of you still reading, thank you. The reason you will be glad you did is the tip here is to keep your networking e-mails short—one, two, three paragraphs at the most. Don’t do a cut-and-paste of your company’s annual report. If you want to provide more information, offer a link. But if you want to establish a relationship, it’s not going to happen in one e-mail.

E-mails are really a tool to help start and continue a relationship. For example, it’s cool to e-mail an invite for a one-on-one and then a thank you for the one-on-one. It’s also fine to send a link to an article or potential prospect’s website that you think might be of interest. Yet don’t make the e-mail do most of the work.

Also, you probably want to establish some ground rules about your use of an e-mail. If it’s somebody you want to connect with, send an e-mail intro/invite and give it a few days. If you don’t hear anything, perhaps send another or give them a quick call or shoot a text if you have their cell. A third e-mail should be like the third strike. If you make a third attempt and get no response, move on.

The most important part of these ground rules is not to take it personally. You don’t know what’s going on in that person’s life. It could be a very busy time. Maybe they have some personal or family issues going on. Whatever the reason, hold no grudges.

Many times, the next time you see that person they will be apologetic and want to set something up.

Remember, keep your e-mails short and be direct about your intentions. It’s your best chance to start and continue a networking relationship.

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Know your fellow networking group members better

Networking 101: the better you know members of your networking group, the easier it is to pass leads and referrals. One-on-ones are the key to that, but our monthly My Pinnacle Network meetings also can provide some insight. We try to move that along by asking members and guests to answer a question that might not have been part of their elevator pitch or verbal brand. For example:

What epiphany did you have on your summer vacation?

This question was the topic of a recent newsletter by our sister company PR Works. The answers revealed quite a bit about people and also provided more information about members.

For starters, many members have vacationed in the same location. Even the times spent at that spot did not overlap, it becomes a talking point and discussion starter and something people have in common.

As for the epiphanies, those too become talking points. At our My Pinnacle Network-Bourne meeting, this question revealed that many members had a similar epiphany: namely, that you have to commit to and actually take a scheduled vacation.

Other members shared some ideas for improving their business so they could get away more often. Some had thoughts about how to optimize content for multiple outlets (guess who had that one).

The point is, it’s great to know about a fellow member’s business. But how much you know about the person as well as the business can make a difference, too.

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The networker you know

When searching for a networking group, many people seek out groups where they don’t know any of the members, the logic being why network with people you already know. Knowing at least a few people in a networking group is precisely what you DO want for any number of reasons.

First, a familiar face or two makes your transition into any group smoother, particularly if the people you know have established relationships with others in the group. So, when setting up 1-1’s you’re not “the new guy” but the “friend of John/Jane”. And that can be enough of an icebreaker to develop your own relationships within the group.

That’s one obvious advantage of knowing people before you enter a networking group. Another is getting to know your friend/acquaintance better because you are now in a networking group with them. Maybe there’s a service they have recently added since the last time you talked? Perhaps you didn’t know they went to a certain college or worked at that company before going into business on their own?

When you join a networking group, you want to hit the ground running and get to know people in your group as quickly as possible. Especially the folks in your sphere of influence. By knowing people in an existing group, you have insights that you wouldn’t otherwise have had you not known anyone.

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Want to be a better networking group member? Be more social.

If you’re in a networking group, there is no substitute for a one-on-one meeting. In addition to first hand information about your fellow group member’s business, you invariably learn a bit about them as a person and that can make it easier to connect them to potential leads and referrals. But there is one thing every person in a networking group should be doing in addition to one-on-one meetings and that’s being more social–social media, that is.

If your fellow networker has a Facebook page, like it.

If they have a Twitter page, follow it.

A LinkedIn profile, connect.

Finally, if they have an e-newsletter, sign up for it.

This will not take the place of a one-on-one, but will provide you some background information beforehand and enable you to stay current with what’s going on with them afterwards.

And if your group has its own social media presence-like My Pinnacle Network-do the same as above. Also, get in the habit of posting your social media posts to their social media pages.

A common complaint frustrated networkers voice is about not receiving leads or referrals. That can be a valid complaint, but on your end, you have to make sure you are doing everything in your power to make it easier to refer you. Making your networking group part of your social media efforts can be a great way to stay front-of-mind with your fellow networker.

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My Pinnacle Network announces August 2016 schedule of B2B networking meetings

My Pinnacle Network – Westborough, Tuesday, August 2, from 8 a.m. – 9:30 a.m at Digital Federal Credit Union, 18 Lyman Street, Westborough, MA 01581.

My Pinnacle Network – Mansfield, Wednesday, August 3, from 8:30 a.m. to 10:00 a.m., 20 Cabot Blvd., Suite 300, Mansfield, MA 02048.

My Pinnacle Network – Marshfield, Thursday, August 4, from 9 a.m. to 10:30 a.m., 165 Enterprise Drive, Marshfield, MA 02050.

My Pinnacle Network – Newton, Thursday, August 11, 7:30 a.m. – 9 a.m. at 29 Crafts Street (Aflac offices), Newton, MA 02458.

My Pinnacle Network – Braintree Third Thursday, Thursday, August 18, from 7:30 a.m. – 9 a.m. at 100 Grandview Road, 3rd Floor Conference Room, Braintree, MA 02184.

My Pinnacle Network – Bourne, Thursday, August 25, from 7:30 a.m. – 9 a.m., 550 MacArthur Blvd. (Route 28), Bourne, MA 02532.

Only one B2B professional will be selected for each category. Those categories can be found at http://mypinnaclenetwork.com/about/categories.aspx. Prospective members are encouraged to attend a My Pinnacle Network meeting before committing to join.

If you are interested in attending a meeting in your area, please contact Steven V. Dubin at SDubin@MyPinnacleNetwork.com or 781-582-1061 to RSVP. There is no charge to visit a My Pinnacle Network meeting.

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Like networking

The word like has a lot to do with successful networking.

First, we tend to want to do business with people we like. It’s human nature. The same goes for leads and referrals. If you have a client who needs an accountant, are you going to refer one who you like and enjoy their company or somebody who you’re okay with but wouldn’t be your first choice to break bread with at social gathering? All things being equal with their accounting skills, you’re more likely to refer the person you like.

We founded My Pinnacle Network for a different kind of like. Business owners whose customers are other businesses travel the same lanes and tend to run into the same types of issues. This lends itself to discussions that can lead to referrals.

For example, a while back we had a meeting with a PR Works client to review upcoming press releases. Before the meeting starts, the client asks if we know any IT vendors. Apparently, they were having some issues with their current IT company.

Now, it’s possible that conversation could take place in a business-to-consumer scenario, like working with a realtor to purchase a new home. Yet it’s probably more likely in a B2B scenario.

This article from Inc. Magazine takes an even deeper look at the role likability plays in networking.

Read the Inc. Magazine article.

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My Pinnacle Network and Windows 10

I’m thinking about downloading Windows 10 before the free upgrade expires at the end of the month. Frankly, it scares me to death. Which is why I’m asking my network-My Pinnacle Network-for their reviews of Windows 10.

Why?

When you are considering a purchase, what’s your first step? First, you want to find out as much about that product as you can. Second, you want to know what people who have purchased that product think. That typically means reading reviews online.

Chances are, you will not know one of the people posting. Maybe you can trust their opinion, maybe you can’t.

With a networking group like My Pinnacle Network, you not only have a resource for referrals, but a trusted source of feedback.

What makes a “review” from an MPN member even more reassuring is that it’s coming from a fellow B2B professional and business owner and that makes a HUGE difference.

Why? You don’t really know the context of an online review unless that person shares it. Fortunately, some folks do. But there could be ulterior motives for that review (e.g. that person might be an affiliate). Also, as a b2b professional, you have a reasonable idea of what your fellow networker is using the product for. Also, if they are in your networking group, you know you are going to see that person again, you tend to be a bit more honest, good and bad.

What that means is you might get a review that shares the benefits but points out a drawback or two. And the real beauty is you can have a real-time dialogue with that person. Part of that dialogue can include the question: knowing what you know, would you make that purchase again?

So, the next time you are looking to make a big business purchases, you still want to read the online reviews. But seek out other opinions from your actual network. It might help save you from a purchase you regret or, even better, get you off the fence to buy something that will benefit your business.

Now, about Windows 10…has anybody downloaded and what do you think?

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My Pinnacle Network announces July 2016 schedule of B2B networking meetings

My Pinnacle Network recently announced a full slate of business-to-business networking meetings for July. My Pinnacle Network meetings are as follows:

My Pinnacle Network – Mansfield, Wednesday, July 6, from 8:30 a.m. to 10:00 a.m., 20 Cabot Blvd., Suite 300, Mansfield, MA 02048.

My Pinnacle Network – Marshfield, Thursday, July 7, from 9 a.m. to 10:30 a.m., 165 Enterprise Drive, Marshfield, MA 02050.

My Pinnacle Network – Westborough, Tuesday, July 12, from 8 a.m. – 9:30 a.m at Digital Federal Credit Union, 18 Lyman Street, Westborough, MA 01581. Please note, this meeting regularly meets on the first Tuesday of the month and is only meeting on the second Tuesday for July 2016.

My Pinnacle Network – Newton, Thursday, July 14, 7:30 a.m. – 9 a.m. at 29 Crafts Street (Aflac offices), Newton, MA 02458.

My Pinnacle Network – Braintree Third Thursday, Thursday, July 21, from 7:30 a.m. – 9 a.m. at 100 Grandview Road, 3rd Floor Conference Room, Braintree, MA 02184.

My Pinnacle Network – Bourne, Thursday, July 28, from 7:30 a.m. – 9 a.m., 550 MacArthur Blvd. (Route 28), Bourne, MA 02532.

Only one B2B professional will be selected for each category. Those categories can be found at http://mypinnaclenetwork.com/about/categories.aspx. Prospective members are encouraged to attend a My Pinnacle Network meeting before committing to join.

If you are interested in attending a meeting in your area, please contact Steven V. Dubin at SDubin@MyPinnacleNetwork.com or 781-582-1061 to RSVP. There is no charge to visit a My Pinnacle Network meeting.

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My Pinnacle Network in the news

My Pinnacle Network Founder Steve Dubin was recently quoted in an article entitled “5 Networking Mistakes and How to Avoid Them”.  The article was posted in the Crossroads – Jobseeker News on www.net-temps.com. Here’s Steve’s tip:

Not reciprocating the favor 

People also want to meet you because of your connections. We’re all hooked up in some way or another. Steve Dubin, co-founder of My Pinnacle Network, cautions against becoming this kind of connection.”You know the guy. Very outgoing, loud, lots of back-slapping. The problem? He is the ‘black hole’ of your network. He is the ‘one way’ street who gladly accepts personal introductions but very, very rarely reciprocates.” People are there for the connections just as much as you are. Be sure you’re giving back.

For the other five networking mistakes to avoid, click here.