Interview with Jim Rohrbach – Success Skills Coach
Today’s interview is with Speaker and Success Skills Coach, Jim Rohrbach.
Josh: How do you define Business Networking
Jim Rohrbach: Business Networking: Creating and sustaining mutually beneficial relationships between business owners for support, education and sharing of leads. The two types of leads shared are prospects (people the business owner wants to do business with) and centers of influence (people who are not prospects but can refer them).
Josh: And why do you feel it is important?
Jim Rohrbach: In the age of Do Not Call restrictions that has just about eliminated cold calling, Business Networking is the best way to generate well-qualified professional referrals. Most people think that networking is simply handing out their business cards at a Chamber of Commerce event and saying, “Call me if you know anyone who can use my services.” (Not very likely to happen, which is why most people don’t get business who do that.) Instead, it’s developing partnerships with people who get to know you, like you, trust you, and understand who you’re looking to meet — and vice versa. It’s a process that takes time to develop.
Josh: Can you share one idea that someone could put into practice that would help them to improve their business networking skills?
Jim Rohrbach: I have my coaching clients who go to Chamber events ask to exchange cards with people they hit it off with in a synergistic profession. For example, I have a lot of financial advisors who meet CPA’s. When they get back to the office, I have them invite the potential business networking partner to get together in the following manner: “Nice meeting you yesterday Mr./Ms. CPA! Let’s get together for breakfast/lunch/coffee. I’d like to find out more about your CPA practice, share more about what I do and see how we might be able to help each other — what’s your schedule like?” Who can resist a sincere invitation like that?
* You can learn more about Jim at www.SuccessSkills.com.