The Chamber of Commerce Connection

Most of us would agree that one of the key components to being successful in network marketing is relationship building. We advocate working primarily in the warm market where you have the ability to identify key prospects based on their skills and personalities – I call it the altitude and attitude test. How far have they gone with what they do (are they successful at anything – altitude) and are they outgoing, social, friendly people you want to be around – attitude. Finding a continual flow of these types of people and bringing them into your business is the stuff network marketing dreams are made of. And, where better to find these folks, and to develop relationships than the local Chamber of Commerce.

Although for the purposes of this article, I am going to concentrate on building successful relationships through the Chamber of Commerce, these principles are certainly transferable. Whether your search for business connections is done through professional networking organizations, service clubs like Rotary, Soroptimist, ewomennetwork, or any other of these great organizations, these principles will be important.

How to Get the Most Out of Your Chamber Involvement

Number one, if you accept as I do, that prospecting is a process and not a one time event, you’ll understand that I definitely believe that you should not join the chamber unless you are going to get involved! And by involvement, I mean some participation that gives value to the organization and at the same time could produce value for you.

Mixers are wonderful, you meet a lot of people, you get a lot of cards, and if you are very good in the follow-up, you might find a distributor partner just from that involvement, but there are some ways to really increase your odds.

First, get really good at your introduction

The main question you will be asked, is "what do you do"? And you must be prepared with something HOT! It needs to grab attention in some way that will impress, intrigue or interest your new contact. It also must be short. A long run-on introduction loses its impact and your contact will lose interest.

Remember, also, it needs to be entirely truthful – Don’t pump up your self or your business beyond what can be proved!

Here is what I say about my networking business: "I own an international beverage distribution business that produces about $20 million in product sales annually". I catch my breath, and then continue: "My parent company is one of the fastest growing companies in the US; in fact we’ve done over a billion in sales in just four years".

Notice I did not say the name of the Company. Why? Well in network marketing because of the low cost of entry, many people who really will never be successful because of lack of intent, lack of skill, lack of training or many other factors get in and out of companies quickly. I understand the reality of that. And frankly if this new contact has been exposed to my Company by one of those unfortunates, then their impression is not necessarily favorable. Probably, after my "big statement of success", their next question is going to be..."What’s the name of your company and what’s your product?" And, certainly then, I will proudly give them the details – But, I have had a chance to give them our remarkable track record first!

An introduction like this tells them this is a big, important business. A lot of distributors worry that they can’t sound important until they personally are making a lot of money. They would not have been able to make my statement of $20 million in product sales – But, what they need to do is learn to leverage off the success of their company. I tell new distributors to our company to state the fact that the company is the fastest growing in the history of the industry, doing over a billion in sales in four years. It doesn’t matter that they got started yesterday, they have joined a winner.

Obviously, you will perfect your introduction to fit your circumstances, but let me pass along another tip. Most networkers begin their business on a part time basis and that brings up a little bit of a dilemma. If they are, for instance, a real estate agent joining a Chamber, they absolutely need to state their primary business in their introduction. But, I learned from the great Jim Rohn, how to meld a network marketing business into a current business introduction quite easily. Let’s say you are that real estate agent and that is your primary income and so, obviously, you want new business. But at the same time, you are building your networking business and looking for new partners there. Here’s the Rohn way to introduce yourself.

"Well, I work out of the Century 21 office and specialize in residential properties and so would love to have your business in that regard, but I’ve also got a very exciting part time business building my retirement and investment income in international beverage distribution. (Again, using my company) that is really popping right now. The point is, you need to state your primary income source for new referrals, but always bring in your networking business. And the words that you use to describe that involvement are key: Part time, building your retirement and investment income instead of the name of the company or the product. Telling them your REASON for doing the part time company – building investment and retirement income – is likely to resonate with them regardless of what their business is. In fact, if they are like most business people, they too are interested in building their investment and retirement income, and that is what they will hear and remember!

Become An AMBASSADOR

(Or join the membership committee if it is another type of organization). The Ambassador Committee is made up of volunteers who are asked to represent the Chamber with new members and with new businesses in the community. I am an Ambassador at one Chamber and my husband is an Ambassador at another. We can call (and are supposed to) any member and say, "welcome to the Chamber, I’d like to get together for coffee and tell you a little bit more about the Chamber, and find out more about how we can be of service to you in your business".

Do you see where I am going? You have an in – The receptionist at the chiropractor’s office who would not put through your call, will now do so when you say, "This is Candy Webb, I’m an Ambassador with the Chamber of Commerce". IMMEDIATE CREDIBILITY – IMMEDIATE ACCESS – Now it’s up to you to build the relationship, introduce your business and make the connection.

But here is a very important point – Do not in any way shirk your duty as an Ambassador. Definitely promote the Chamber events, get this new member involved so they can benefit their own business. Be a true ambassador and you will build your business as you build relationships.

Don’t do this activity if it is just to serve yourself – Serve the organization and serve the new member.

Ambassadors usually attend (or preside) at the monthly Chamber Orientation Meetings. This is where you get to meet every new member of the Chamber every month. It’s an invaluable connection. So, join your local Chamber and get involved – as an Ambassador if you can. Some Chamber’s actually have waiting lists to be on this committee. I guess other business people realize what I do, that this is the premier opportunity to present yourself with credibility to a broad slate of members.

Don’t jump too quickly!

The last piece of advice I can offer in these networking opportunities is an important one. Be sensitive to the need to build the relationship. I cannot give you an exact precise time when it will be right to discuss your business more thoroughly, but I doubt it will be on your first introduction. "Listening", as we know, is a skill to be learned and honed to perfection...listening for the clues that you can use as a "bridge" to your business – either the product you sell or the opportunity to be a distributor. What health concern, financial concern, investment concern, future job situation that the prospect may bring up can be the perfect bridge? You’ll know it when you hear it - It’s when you say to yourself..."Ah ha, he NEEDS what I’ve got!".

Resist prospecting without the bridge. You can do it, of course, if you can relate something about that individual; i.e. their communication skills, their charisma, the fact they are just simply a people magnet to potential success in your business, but the bridge that identifies why your business or product would be of true value to them – fitting a STATED NEED – is dynamite, so give this a little time to develop.

And what I find is that these events can be fun...you’ll enjoy meeting people in your community and doing something of service for your community while you are surfing among the business builders for the next great leader for your organization.

Remember, we all have discretionary time to spend on activities we enjoy and could potentially benefit our business, so my recommendation is to spend some time among people of common interests = entrepreneurs who are interested in profitable pursuits and doing business. I tell folks all the time, "you don’t hunt for elephants in the chicken coop" – Go where the business builders are – The Chamber is full of them! Enjoy your involvement.

As always, have fun, be profitable and be in touch if there are any issues I can clarify or questions I can answer.

Good luck, and happy networking!
Your Network Marketing Coach, Candy Webb
916 408-3637 candyw@thenationalnetworker.com