Business Networking: Importance of global networking in Kenya

Summary

In this insightful discussion, Mr. Elaan Mururu from Business Network International (BNI) emphasizes the importance of genuine relationship-building in business networking. He highlights BNI's global presence and stresses that networking is a skill often overlooked by traditional education. Mururu advises on effective self-packaging and the necessity of follow-up to convert connections into fruitful relationships. He also addresses the mentality shift from sales hunting to a more nurturing, farming approach, suggesting that networking should be tracked for performance like any other marketing strategy.

Takeaways

• 🤝 Networking is about building relationships rather than just selling products or services.
• 🌐 Business Network International (BNI) has a global presence with 11,000 chapters and 300,000 members across 79 countries.
• 🏫 There is a lack of formal education on networking, which is considered both an art and a skill.
• 📈 Tracking the number of people met, the nature of communications, and follow-ups is crucial for effective networking.
• 💼 To package oneself for networking, it's important to have clear objectives and a follow-up system in place.
• 📇 Business cards are not enough; one must plan whom to meet and how to follow up to convert connections into business opportunities.
• 🤔 It's essential to manage and sustain relationships with those who contribute or invest in the business by showing appreciation and asking how you can help them.
• 🔄 The concept of 'giving to get' is emphasized, where the focus should be on mutual benefit rather than one-sided gain.
• 📊 Networking should be measured for performance, similar to any other marketing strategy, to ensure it's yielding results.
• 🚫 The disconnect in networking often lies in the lack of follow-up, which is a critical component of turning initial contacts into lasting business relationships.
• 📲 In the digital age, follow-ups can be done through various channels like WhatsApp, email, or video calls, making it easier to maintain connections.

Q & A

What is the primary focus of Business Network International (BNI)?

The primary focus of BNI is to promote the formation of relationships rather than just selling. BNI encourages members to meet new people and build trust, which in turn leads to more referrals and business opportunities.

How many chapters and members does BNI have worldwide?

BNI has about 11,000 chapters and 300,000 members spread across 79 countries.

What is the significance of networking in business growth?

Networking is significant for business growth as it allows businesses to meet new people, build relationships, and gain referrals. These connections can lead to increased business opportunities and ultimately contribute to the growth of the business.

Why is tracking important in networking?

Tracking is important in networking because it helps measure the effectiveness of networking efforts. By keeping track of the number of people met, the nature of communications, and follow-ups, one can assess the return on relationships and ensure that networking activities are productive.

How should businesses package themselves for networking events?

Businesses should package themselves by clearly defining their goals for attending networking events, such as the number of people they want to meet and their follow-up system. They should also plan who they want to meet and how they can help those individuals, rather than just focusing on what they can gain.

What is the role of follow-up in sustaining business networks?

Follow-up plays a crucial role in sustaining business networks. It involves staying in touch with contacts, expressing gratitude for referrals, and asking how you can help them. This two-way communication helps in building long-term relationships and ensures that the network remains active and beneficial.

How can businesses ensure they are not wasting time at networking events?

Businesses can ensure they are not wasting time at networking events by setting clear objectives, planning their interactions, and having a structured follow-up system. This approach helps in making meaningful connections and leveraging those connections for business growth.

What is the recommended approach to take when meeting new people in a networking context?

The recommended approach is to focus on building relationships rather than immediately trying to sell or gain something. It involves understanding the other person's needs, offering help, and showing genuine interest in their business.

Why is the mindset of 'how can I help you' more effective in networking than 'what can I gain'?

The mindset of 'how can I help you' is more effective because it fosters mutual trust and respect. It shifts the focus from self-gain to mutual benefit, which is more likely to result in long-term, fruitful relationships that can lead to successful business outcomes.

What is the importance of follow-up in the context of business networking?

Follow-up is crucial in business networking as it helps to maintain connections and turn initial meetings into lasting relationships. It involves reaching out after an event, expressing gratitude, and exploring how both parties can support each other's businesses.

How can digital methods enhance the effectiveness of follow-ups in networking?

Digital methods can enhance the effectiveness of follow-ups by making it easier to stay connected with contacts. Tools like email, WhatsApp, and social media platforms allow for quick and convenient communication, ensuring that relationships built during networking events are nurtured and sustained.