The Good: My Name is...

Back in December (2010), my friend, client, and referral source Julia Reich from Julia Reich Design (http://www.juliareichdesign.com/) invited me to participate in an open house, website launch, holiday party held at one of her client's offices.

The welcome sheet / guest book at the entrance allowed everyone to sign-in (not a bad idea for the host to follow-up with people, the list included name and email address). The welcome table had a sign that read something to the effect of, 'Write your name and how you know the host.'

Some people put client, some people put vendor, some people put friend or family member. I hadn't met the host yet. I did know Julia and I knew that the website launch part of the party was all about the website and branding work that Julia did for the client. So, for my name tag I wrote, 'Dave Makar' and 'Friend of THE website designer'.

The regular, 'Hi, how do you know the host' was changed to, 'Oh! You are a friend of the designer? And she's here? Can you introduce me to her? I want to see the site! There's the site on the monitor. How do well do you know the designer? I'm looking for a designer.' It was a great way to connect with more people - without selling my services (that's for others in my word-of-mouth network to do) and with letting people self select if they want to meet the fabulous Julia who just redesigned and re-branded the look of the host of the party.

As I was introduced and met people throughout the evening I had an instant way to connect these new connections to Julia. I always favor the in-person introduction when meeting a new prospect, referral source, future client, and friend. If you think about the last person you met and became good friends with - did you get connected by a third party in person? How did that change the speed that your relationship developed?

Next time you are at a networking event, consider promoting your referral partner, right on your name tag! It'll take a little imagination and creativity, but the results will be major deposits in your relationship.

Key Points:

• Use your networking time to help others, not just to sell yourself
• Be creative in how you help others
• Make introductions on behalf of your referral partners
• Make these connections face to face
• Include a positive and supportive testimonial for your referral partner
• Network with the mantra of 'Givers Gain'

The Good, the Bad, and the Ugly

As I traverse the Ithaca area and greater Tompkins County I hear a lot of different stories about networking and referral marketing. Until I come up with a better name for this series, I'll use the Good, the Bad, and the Ugly. Enjoy!

Networking can be crucial to finding that next job

I was quoted in the Saturday, March 5th Ithaca Journal, Binghamton Press & Sun Bulletin, and Elmira Star-Gazette on 'Networking for finding that next job'. Here's what I added:

Here are some more tips from David Makar, consultant with the Referral Institute of Ithaca, on how to network effectively:

* Be selective about which networking events you attend to make the best use of your time.

"Go to networking events where there will be people you can help or who can help you," he said. "Whatever your skill set is, you should try to find a group of people that matches that."

For instance, people who are interested in starting a high-technology business might want to consider attending a meeting of the Finger Lakes Entrepreneurs' Forum.

* "Use the networking event to set yourself apart from the competition," he said. "Clean your suit. Get a haircut. Get a car wash. ... This is your chance to make an impression on people. You want to look good."

* "Treat the event like you would treat your first day on the job," he said.

If the networking event will occur from 5 to 7 p.m., show up at 4:45 p.m. Arriving late means you've lost time you could have used to connect with people.

* "Bring your networking tools with you," he said.

That includes business cards, even if you don't have a job. Make sure they include your name, phone number, e-mail address and website -- if you have one -- that features your resume.

Offering your own business card is an easy way to prompt someone to give you their business card in exchange.

Also, bring your calendar so you can immediately set up meetings with people you meet at the event. It's easier to do this face-to-face rather than play phone tag later.

* Follow up after the initial meeting by phone, note card or e-mail.

"Follow up in some way that they're going to remember who you are the next day," he said.

For instance, if you offered to help someone, perhaps by providing them with some kind of information, include that information as part of your follow up.

Jean McPheeters from the Tompkins County Chamber was mentioned. I also mentioned the Finger Lakes Entrepreneur's Forum. Here are a couple links:

http://www.tompkinschamber.org/

http://www.flef.org/

Tompkins County Chamber of Commerce hosts Your Chamber is Your Goldmine, sponsored by Moscato and Associates

Tompkins County Chamber of Commerce hosts Your Chamber is Your Goldmine, sponsored by Moscato and Associates March 10 9am - 11am, Tompkins County Chamber Office, 904 E. Shore Drive, Ithaca. Facilitated by David Makar, Referral Institute Ithaca $25 for Chamber Members $30 for non-Chamber Members Are you getting the most out of your investment of time and money in the Chamber? Networking is like mining for gold. You can strike it rich and find a vein, or end up with a few nuggets. Having knowledge of referral marketing turns the casual networker into a power networker. This session will help you: - Effectively network to get more referrals. - Interact with people in a way that builds positive word-of-mouth about you. - Measure your time investment and return from the Chamber. Don't miss this opportunity to get the most out of your Chamber membership! http://www.tompkinschamber.org/events/eventdetail.aspx?EventID=186116 Considering joining the chamber? Please contact Rob LaHood, Director of Membership, Events & Communications: rob@tompkinschamber.org or 607-273-7080.

BNI Cayuga Lake Connections - Visitor Day!

BNI Cayuga Lake Connections - Visitor Day! March 10 7:30am - 9am, Elks Lodge at 124 Coddington Road, Ithaca No Fee to participate in this visitor's day RSVP: Chapter Vice President Jackie Gartenman, 607-280-0286 or jackie_gartenman@yahoo.com Professions already filled in this chapter: Acupuncture Automotive Sales Bank Services Certified Public Accountant Chiropractor Dream Catalyst Financial Advisor/Consultant Fire Walk Leader General Contractor Interior Decorating Life Coach Massage Therapist New Home Builder Payroll Services Photographer Physical Therapist Property & Casualty Insurance Real Estate Agent Security Systems Web Design Are you looking to meet other business professionals to develop a strong referral relationship? This chapter is starting its 4th year this spring and is a great place to connect with other business owners who believe in 'Givers Gain!'.

BNI's Third Ithaca Area Chapter

BNI's Third Ithaca Area Chapter

March 10

8:00am - 9:30am, P.W. Wood & Son, Inc. (2333 N. Triphammer Road, Suite 5).
No fee to visit this emerging group.
RSVP: Dana Carruth at danacarruthacupuncture@gmail.com or (607) 592-9021.

One of the benefits of BNI is that when you join, you lock out the competition. You have the opportunity to network within a group of business professionals where no one in the room is directly competeing with you. Instead, each member has a vested interest in helping each other to achieve great business results. We call it 'Givers Gain'!

Check out this new and growing chapter any Thursday, including March 10th.

Professions already filled in this chapter:

Acupuncture
Bookkeeping

Financial Advisor/Consultant
General Contractor
Health Insurance and Medicare Insurance

Property & Casualty Insurance
Real Estate Agent

Skincare Products

Web Design

Networking: Tompkins County Young Professionals

February Networking Event for Tompkins County Young Professionals

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I just received an invitation to this networking event - do you have a business networking event you'd like to share? Email me at dmakar@referralinstituteithaca.com

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Please join the United Way of Tompkins County Young Professionals Initiative for our monthly networking and fundraising event! This month we will be at Kilpatrick's Publick House (attached to the Hilton Garden Inn) on Wednesday, February 23rd from 5:00-7:00pm.

A $5 to the United Way is requested at the door. Happy Hour specials all evening! Door prizes raffled at 6pm! Please click here to RSVP: https://spreadsheets.google.com/viewform?formkey=dHRjN1NfRHVvcVpwbzNFdE4yR0d1Umc6MQ

Thank you to all who have attended one of our prior three events. Our last gathering, which was held at Silky Jones in January, was attended by over 80 young professionals and emerging leaders and raised over $400 to benefit the United Way! We hope to continue providing young professionals the opportunity to network while learning how the United Way of Tompkins County benefits us all.

Please feel free to invite other Young Professionals from the Tompkins County region! Need more information? Email: uwtcyoungprofessionals@gmail.com