Business Networking: Importance of global networking in Kenya
Summary
TLDRIn 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
- đ€ Networking is about building relationships rather than just selling products or services.
- đ Business Network International (BNI) has a global presence with 11,000 chapters and 300,000 members across 79 countries.
- đ« There is a lack of formal education on networking, which is considered both an art and a skill.
- đ Tracking the number of people met, the nature of communications, and follow-ups is crucial for effective networking.
- đŒ To package oneself for networking, it's important to have clear objectives and a follow-up system in place.
- đ Business cards are not enough; one must plan whom to meet and how to follow up to convert connections into business opportunities.
- đ€ 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.
- đ The concept of 'giving to get' is emphasized, where the focus should be on mutual benefit rather than one-sided gain.
- đ Networking should be measured for performance, similar to any other marketing strategy, to ensure it's yielding results.
- đ« 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.
- đČ 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.
Outlines
đ€ The Essence of Business Networking
The conversation with Mr. Elaan Mururu, a franchise holder at Business Network International (BNI), delves into the concept of business networking. He clarifies that networking is about forming relationships rather than merely selling products or services. BNI, with its 11,000 chapters and 300,000 members across 79 countries, emphasizes the importance of relationship-building over transactional interactions. Mr. Mururu stresses the need for a systematic approach to networking, including tracking the number of people met, the nature of communications, and the follow-ups to ensure meaningful connections. He also discusses the importance of packaging oneself effectively for networking events, suggesting that one should have clear objectives and follow-up strategies before attending such events.
đ Maximizing Networking for Business Growth
In this segment, the discussion focuses on how businesses can leverage networking for growth. Mr. Mururu explains the significance of tracking the return on relationships, similar to return on investment, to measure the effectiveness of networking efforts. He suggests that businesses should approach networking with a mindset of mutual benefit and service, rather than a self-serving 'what can you do for me' attitude. The conversation also touches on the importance of follow-up after networking events, which is often where people falter. Mr. Mururu advises using digital means for follow-up to maintain connections and suggests that a simple thank you can go a long way in nurturing relationships.
đ± The Role of Digital Tools in Modern Networking
The final paragraph discusses the role of digital tools in enhancing networking practices. It suggests that while traditional business cards still have a place, digital follow-ups through platforms like WhatsApp, email, and video calls are becoming increasingly important. The conversation emphasizes the need for effective follow-up strategies, even if it's just to express gratitude for the initial meeting. The segment also highlights the importance of integrating digital tools with traditional networking methods to ensure that connections made at events are sustained and nurtured over time.
Mindmap
Keywords
đĄNetworking
đĄBNI (Business Network International)
đĄReferrals
đĄReturn on Relationships
đĄFollow-up
đĄPackaging
đĄDigital Networking
đĄMutual Benefit
đĄMindset
đĄTracking Performance
Highlights
Networking is about building relationships, not just selling. Forming connections opens up more referral opportunities.
BNI has over 11,000 chapters with 300,000 members in 79 countries, promoting a system for successful networking.
The concept of networking isn't taught in schools or universities, yet it is an essential skill in business.
In networking, tracking relationships and communication is crucial. The return on relationships is more important than the return on investment.
Effective networking involves understanding and addressing each other's needs, leading to mutual referrals.
Proper follow-up is essential to successful networking. After meeting, maintain communication through calls, emails, or messages.
Most business cards are often forgotten, emphasizing the need for meaningful follow-up instead of simply exchanging cards.
In BNI, the idea of reciprocity is important. Instead of seeking kickbacks or commissions, focus on helping the other person in return for their assistance.
Successful networking involves adopting a 'farming' mentality (cultivating relationships) rather than a 'hunting' mentality (seeking immediate results).
Kenya is a major host for conventions in East Africa, yet many businesses fail to reap the benefits due to poor follow-up after events.
The main reason many people don't benefit from networking events is their weak follow-up skills. Without consistent follow-up, potential connections are lost.
Business networking can evolve with technology. Modern networking doesn't always require business cards; digital methods, such as mobile contacts and follow-up via messaging apps, are increasingly used.
Follow-up messages should focus on collaboration rather than pushing for sales immediately, fostering a more positive and reciprocal relationship.
Even if no immediate business is gained from a networking event, maintaining a courteous follow-up can lead to opportunities later.
Networking is not just about personal gain, but about helping others, which can eventually lead to achieving your own business goals through reciprocal support.
Transcripts
it's
over all right now we get to our
conversation of the day where we are
talking about business networking and
joining us is Mr elaan mururu who is a
franchise holder at business Network
International thank you so much for
joining us on business today thank you
thank you for having me all right so
when you talk about business networking
uh especially when we look at uh this
term of course it's usually uh thrown
all over the place is we need to network
in business we need to network so when
you look at networking in business
particularly what is it all about uh
networking means going out there meeting
new people but it has been
misconstrued by so many people they go
to networking event and the first thing
they want is to sell and uh they don't
get the results because in BNI what we
promote is go form relationships it's
not a market m it's an opportunity for
you to go and meet other people and the
more people you meet the more the
opportunities for you to be referred to
so in BNI we have about um 11,000
chapters 300,000 members in 79 countries
and we have our own system of making
sure that when you join BNI become part
of BNI you are successful because out
there and you agree with me out there
the school system teaches us about
everything else but there's no school no
University teaches about networking and
networking is a nut is a skill yes all
right and even as you say networking is
an art and a skill um when um a business
is successful to um network with
different Global uh organizations with
different uh companies from even around
the globe what are we looking at in
terms of growth what does does this what
is the importance of this going forward
uh in networking the way I understand it
for it to make sense to you you need to
keep track how many people are you
meeting what are you telling them and
what is the return not on investment
return on relationships because it's
only me liking you and trusting you that
I then step in to the next level of
making sure that I understand your needs
you understand mine and then I'll I'm
able to refer you and you're able to
refer me but if you keep track of how
many people you've met the way I mean
the communications that you've been
having with each other and the followup
then networking makes sense otherwise
you'll waste your time going to so many
networking event and enjoying breakfast
lunch and dinner all right even as we go
to these networking events um as
businesses how do we package ourselves
how do you package yourself in order for
you to sell because at the end of the
day you might go to very many networking
events but you don't come out with you
just come out with business cards and
they never really help at the end of the
day so so first of all how do you
package yourself as a business in order
for you for someone to be interested in
you yes you need first of all to sit
down and draft what exactly do you want
to get out of this meeting whichever
networking group you go to you need to
draft what is it that I want to come out
with this meeting number one how many
people do I want to talk to number two
what is my follow-up system because
nobody comes with uh equipment or uh
product of services to sell during that
event so who exactly do I want to meet
this evening or this morning that's
number one number two what what is my
follow-up system am I going to call them
am I going to email or Whatsapp am I
going to follow and you also need to be
very careful not everyone will like you
so you may find yourself talking to
people and they end up thinking that I
think you're talking to the wrong people
so you need to plan what exactly do you
want from any meeting that you go to
business cards yes but if you give
everyone business cards guess what 90%
of them will end up in the shelves
collecting dust or in the wallets or in
the wallets yes yes okay all right even
as we look at how uh businesses are
packaging themselves how um an
individual can make sure that they sell
to uh different U people let us also
look at this other side of of you've
gone to um you've gone you've networked
um your business is doing very well you
have
um different uh people around who are
contributing or investing into the
particular business so how do you manage
and make sure you are you sustain these
people you make sure you sustain these
particular networks that you have even
as you are continuing with your business
do you mean how do you reward them yes
how do you very simple yes ask them how
can I help you don't ask for Kickbacks
don't ask for commission we do not allow
that in BNI just ask them how can I help
you thank you very much for referring me
to Mr X I did business with him by the
way what business are you looking for or
whom are you planning to meet it has to
be two way let the person that is going
to help you make more money also feel
appreciated thank them for their
business but ask this golden question
how can I help you and they'll be
shocked they never get that question
oftenly yes because always it's how can
you help me yes okay all right thank you
so much for that and now let's look at
how do Business and Professional
referral
organizations um contribute to
increasing trade at the end of the day
uh if if you look at uh this is what I
meant if you look at the goal when you
set the goal and you also set your own
goal when we meet and especially this
becomes very very difficult with
strangers because we believe in meeting
new people businesses Thrive because of
people and people do business with the
people that they like Trust and Believe
In so if you're able to help them
understand this language they don't have
to be in BNI but if you can help people
to understand I'm going there to help
not that I'm going there to gain yes so
it's a different it's a question of um
wearing a bib or an apron do you
understand what is AB biib M okay an
apron an apron I'm willing to serve you
AB biib feed me so if you go there with
that notion of feed me feed me people
start running away it has to be mutual
it's a a two-way Highway and again as I
repeat it is tracking the performance
you if you invest in any marketing media
you need to see that it's working
unfortunately not so many people have a
system to track their performance but on
once you get the system and you're able
to track you'll be able to see this is
how much we have generated the
relationship between me and you is
generating this much mhm yes all right
and this uh particular notion of um
going to what am I going to gain yes
because what am I going to gain yes
where does it usually come from because
everyone might be actually on that path
everyone is saying okay how how am I
going to gain when I uh when I go to
this networking events or if I'm trying
to get people to um to just do business
with what am I going to gain I look at
uh networking just like the gym you
cannot go and ask the gym instructor
with my size move from 40 to 20 it's not
magical yes he'll tell you if you do
this then this will happen so in short
if you if you uh sit down and say
because you know when we are brought up
we brought up in the pedestal of a need
the whole society what can happen to me
who will do this for me now you change
it how can I do this for you so that you
do what I want for me that's the only
way it's a um can I say a change of
mindset mhm from the sales the hunting
mentality to farming mentality if you're
a hunter you finish all the antelopes if
you're a farmer you plant two seeds you
gain with three or four cobs ma yeah all
right and let's also look at um Kenya of
course we are um when it comes to
hosting events when it comes to holding
these uh conventions we
are in East Africa I believe Kenya is
one of the the the countries that really
hosts many of these particular forums
but at the end of the day you find that
when it comes to how we
Network we don't usually uh reap from
this uh going even after the after the
events end that is it up to the next one
so what is the disconnect when we look
at this the disconnect is only one word
followup
most people are very weak at followup so
you may meet someone who may help you
even in the future you get their
business card they get your business
card and that's the end of the story so
followup is a technique that everyone
needs to be uh helped with this kind of
followup will not work for you it was
nice meeting you on Tuesday night attach
is my company profile please let me know
what you want to buy from me what about
if you say it was night it was nice
meeting you on Tuesday night okay I
would like us to have a meeting so that
we understand each other's business if
you follow up in a positive way with
this mentality that we can help each
other it will work the disconnect is
followup how many cards have you
received since January and there are
some you can't even remember where you
met yes that's very true actually yes so
uh do we change the way in which um we
are shared ing our information
especially like the cards um can we say
we now do it in an in in a digital
manner sort sort of so that at least at
the end of the day it's not just a card
that you have there's just a a system in
which it is connected to the way you'll
be communicating you can actually
integrate that uh the card system or
whichever way but nowadays followup can
be very easy so many people are now
glued to their WhatsApp Tik Tok there is
a way you can follow up it doesn't have
to be the old way in fact so many people
now don't carry the business card yes
yeah you just bring your phone I bring I
don't know what you call it then I click
I click then we connect but then it
becomes useless if there's no
communication after that so in short you
can follow up via text via email via
WhatsApp or via video M you just need to
know that even if you know you not get
anything from this person just thank
them for meeting you and having that
small conversation one day they remember
you okay yes all right thank you so much
now we going to just just going to hold
you right there go for a short break
we'll be back uh remember we speaking
about business netw working pick some
things from the conversations that we
are having today all right we're going
to go for a short break we'll be back
with more
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