Top 10 Ways to Waste Time in a Networking Group

IRVINE, Calif.--(BUSINESS WIRE)--

Word-of-mouth marketing is a surefire way to generate new business. A single referral can bring in a chain reaction of business, as one satisfied customer tells others, who in turn tell still others. It’s no wonder that networking groups pay off handsomely in terms of referral business, and a membership in a good networking group can be worth a considerable amount of money; especially if you calculate time you spend each month and the business value of your time.

“Success in a networking group comes when the rest of the group members trust you enough to open up their best referrals to you. Until they've seen your work, you have to earn that trust by demonstrating your professionalism to them,” explains Dr. Ivan Misner, founder and chairman of Business Networking International (BNI), and co-author of Networking Like A Pro: Turning Contacts into Connections with David Alexander and Brian Hilliard. “Since I founded BNI, almost 25 years ago, I've seen how people have truly succeeded in networks, and I've seen how people have totally wasted their time in them.”

Misner encourages networkers to make the most of every single meeting and avoid wasting time—especially in the following ten ways:

#10. Air your grievances among your fellow networkers and guests; after all, they really want to hear about your complaints.

#9. Wing it in your regular presentations to fellow members, you've got plenty more chances anyway.

#8. Use one-on-one meetings to talk about your networking groups' issues instead of learning a lot more about each other.

#7. Focus your efforts on selling your services primarily to the members of the group.

#6. Don't rush to follow up on a referral when someone gives you one. Hey, they know where to find you if they really need you… right?

#5. While other people are doing their introductions, that’s the perfect time to think about what referrals you can give that week.

#4. Why invite your own guests? Just focus on those who show up.

#3. Don't worry if you get to the meeting late. No one will notice.

#2. Be absent, it's no big deal. You can just call in your referrals... right?

And the #1 way to waste your time in networking groups...

#1. Take that phone call or text message during a meeting, it won't bother anyone and it's a real sign of professionalism that everyone admires.

“We all need to beware of these ten pitfalls and take great care to avoid them,” says Misner. “Remember, your network is not something you can start putting together when the need arises. When you need it, you need it now. You need to begin developing relationships now with the people whose help you will need in the future and your networking group meetings offer the perfect opportunity and the perfect place to do this. Make the most of this opportunity because there’s no room for wasted time.”

The key concept in referral marketing is relationships and referral relationships don’t just spring up full grown; they must be nurtured. Avoid the ten mistakes on this list because they are detrimental to growing your referral relationships and they will cause the time you spend in your networking meetings to be nothing more than a waste of time.

Ivan Misner, Ph.D., is the founder and chairman of BNI, the world’s largest business networking organization. He has written eleven books including three New York Times bestsellers. He has been featured in the L.A. Times, Wall Street Journal, and The New York Times, as well as numerous TV and radio shows including CNN and CNBC. He is the co-author of Networking like a Pro: Turning Contacts into Connection, available at all fine bookstores and online booksellers, with authors David Alexander and Brian Hilliard.

NOTE TO EDITORS: Misner is available for interviews. Review copies of the book, cover image, and author headshot available.

Networking like a Pro: Turning Contacts into Connections
January 2010 • Entrepreneur Press • $21.95
ISBN 13: 9781599183565 • ISBN 10: 1599183560