Everyone has their own tried and true ways to secure new business leads. We all love referrals from existing clients or when a client moves to a new company (you get the new and keep the old), or maybe you are a member of a referral network (BNI – Business Network International for instance) or even the PTA! I personally am not a fan of cold calling. But that’s just me.
Just as I know some business owners feel their local Chamber of Commerce isn’t for them, I’ve had great success with mine.
Improve Business Skills Regularly
In addition, not everyone is a born leader, a born networker or a born speaker and I’ve found that being a part of a local business association has helped me improve these skills while growing my business network.
I’m fortunate that I live in Miami, FL (fortunate for many reasons – one of which is our beautiful weather) which has a robust (actually several) Chamber of Commerce. I’ve had the opportunity to meet and ultimately do business with many of our large corporations because of connections I made at the Greater Miami Chamber of Commerce. And, if they can’t do business with me (have national contracts or such) I do get referrals to their customers, vendors and friends.
I do understand that in smaller communities the Chamber may not be the right organization. But hopefully you continue to explore further – maybe there are regional organizations that might be beneficial.
I believe in being involved, giving back to my community, and honing my skills.
Involvement Leads to Business Growth
When I joined the Greater Miami Chamber about 10 years ago (I was a member of one of the smaller Chambers when I first started my business), I started by getting involved in a committee of interest. Within two years I was chairing committees and programs. I worked my way up the ladder of involvement.
While I have always been relatively comfortable speaking before groups, my training with the various speaking opportunities with the Chamber has really increased that comfort level. The experience has helped me become a better leader as well. Working with such a wide variety of personalities and business experience has truly been an education in patience, motivation and organization for me.
So, now I am very visible in the Chamber. I am chair of Membership Growth, which is a huge responsibility (my team is tasked with bringing in more than $300,000 worth of memberships each year). I do this because I want people to see me in action and get to know me. Then when I reach out for business, it’s not the proverbial cold call.
Each month at the Trustee luncheon (we have about 350 in attendance) I introduce new members and hopefully say a few inspiring words of wisdom. It’s tremendous (and coveted) exposure.
Regular Visibility and Contact Increases Sales Opportunities
I literally had one person send an email (from their phone while seeing me) apologizing for not getting back to me and gave me some times for us to get together. I have had people come up to me afterwards to introduce themselves as new members wanting to get involved (a great opportunity to introduce my business as well). And I’ve had the CEO of our area’s largest employer (and one of my largest clients), sit next to me on the dais and chat before the program began. Guaranteed it wouldn’t have happened otherwise.
That’s why it’s so surprising to me for the push back I’ve gotten from other business owners about joining organizations or attending business development programs.
Last week I was in Tampa for a supplier diversity program and trade show. I took another small business owner with me. He was surprised when I told him he needed to wear a jacket or suit to the event. He reluctantly agreed.
We met at the event and within an hour he was thanking me for inviting him and telling him to wear a jacket. He admitted that he would have been so underdressed had he just gone with an embroidered polo shirt. This was a professional group of people, definitely there to do business.
Seek Out New, Different Audiences
He was extremely impressed with all the decision makers in attendance and the contacts he made. And, it looks like he and I may partner on a large opportunity that may be coming as a result of one of the connections we made. Definitely an opportunity we would not have gotten if we hadn’t been there.
At the end of the trade show we sat and discussed our next steps. And he admitted he had never been to anything like this before even though he’d been in business more than 10 years. He always assumed they were a waste of time.
I had been to a similar program a couple of months ago in Ft. Lauderdale. Several of the same key decision makers were at this program in Tampa. They greeted me as a friend. And now, I have a meeting scheduled in two weeks with one of them. Another opportunity forged from pursuing different avenues of business connections.
Maybe your Chamber isn’t for you, maybe you don’t belong to the Rotary or PTA, but I would assume there is some organization within driving distance for you to become involved with (Tampa is a five-hour drive for me, but decided it was worth exploring – and it was).
Don’t sell yourself short of the opportunities that are out there to expand your business connections – keep exploring till you find the one that works for you!
Danette Gossett is the founder of Gossett Marketing, co-founder of Promotions Rescource LLC and co-author of the best-selling book "Transform" with Brian Tracy. Danette utilizes her more than 30 years of advertising agency and corporate marketing experience to develop effective promotional campaigns and products for her clients. Visit GossettMktg.com or SalesPromo.org and follow us on twitter @MarketngTidbits.