The Value of IRN
Referrals vs. leads - how do they differ?
One of the things that we stress within IRN is that we provide each other with qualified referrals. As we say, the people we refer you to are usually expecting your call. You know specific details regarding the referred prospect’s needs and situation. This differs greatly from a lead, which is no more than just a name of someone that might possibly have a need for something at some time in the future.
Do all referrals lead to immediate sales? No - but, they may provide an opportunity to develop a new relationship that might result in future business.
Webster’s defines Networking as: the exchange of information or services among individuals, groups or institutions.
Networking has proven to be the number one way to build your business and to secure opportunity.
“A great network supports your strengths, fills in your weaknesses, and allows you to build on your teammates’ accomplishments.” (Networking Magic, Rich Frishman and Jill Lublin)
IRN provides the entire structure necessary to build a successful network and shares the most essential requirements with our members.
We bring together like-minded men and women who develop into a team supporting each other’s goals and interests.
We help you to practice and improve your networking skills.
Meetings run one hour and fifteen minutes and every member has the opportunity to give a 30 second commercial weekly and a 20 minute presentation on a rotating basis.
With IRN, you are the only person in your chapter who does what you do … which gives you exclusivity in representing your business category.
Cross Chapter Visits
Members are encouraged to visit other chapters within IRN. Many referrals are generated cross-chapter as not all categories are represented in each chapter. Plus, some members prefer to work with others in the same category when servicing outlying areas (i.e. an attorney in Ohio may refer to an attorney in PA in order to better represent the client).
Training can be found in many forms within the IRN structure:
– Annual IRN Conference provides a tremendous amount of information related to Networking as well as speakers who expand on the value of networking.
– Forums are held to benefit both new and veteran IRN members with standard and advanced training sessions.
– Regional training sessions are held as needed and include a variety of networking/business topics.
– Chapter meetings are held to train on core-groups, 30-second commercials, 20-minute presentations, opportunity statements, etc.
www.irnlink.com – your website is linked giving you additional exposure.
Expand Your Sales
IRN allows you to expand your sales force without the cost associated with adding new employees. This is accomplished by meeting each week with a group of experienced networkers who act as a sales force for your business.
Leverage Your Time
On average, each member knows approximately 250 people. This means that a chapter with 20 members can give you exposure to over 5,000 people in just one hour and fifteen minutes each week. During this time you develop professional relationships with people that you get to: Know, Like and Trust
The Leadership Team of IRN consists of members who have found success using the IRN system. They meet regularly to evaluate the IRN structure and help to design and implement the various Forums, Conferences and training programs.
The Leadership Team is encouraged to develop new ideas that add value to IRN.
Each Chapter operates on its own with its own Board of Directors and team of chair persons. However, they should follow the guidelines established by IRN.
If Chapter members have ideas that they would like to develop, they should do so with their Chapter officers and the Area Director. If successful, these ideas may be adopted by other Chapters and/or IRN as a whole.
Core group activity can be of benefit to multiple members of the Chapter. Core Groups bring together chapter members with similar business interests who are then able to work together to provide solutions for a business or an individual. (i.e. Car Dealer, Banker, Insurance)
It is important that each of you get involved in a core group and then work to develop that relationship. This may include meeting outside of the regular IRN meetings.
Members Helping Members
IRN members tend to be willing to share information with other members regarding their success stories. This is true even when members represent the same category as they have exclusive positions within their Chapters.
How to Share Information
30 Second Commercial
What does your commercial need to accomplish?
– get their attention
– identify your service
– inform them of benefits gained from utilizing your service
– provide a memorable statement that reminds them of your service
– convinces them that not only do THEY need your service, but that they know OTHERS who do as well.
You have to choose your message carefully and make sure that you are using words that are effective.
20 Minute Presentation
Here are some guidelines for developing your presentation:
1) introduce yourself and describe what you will be talking about.
2) explain the benefits of your product and/or service.
3) provide a strong delivery as to why people should want to work with you.
4) relate success stories and hand out testimonials that support what you have just told your audience.
5) pass out Opportunity Statements or handouts that your audience can take with them as reminders of the products/services that you offer.
It is important to prepare and practice! If you don’t, it will show in your presentation!
If you have a hard time getting your message across in 30-seconds, why not try using Opportunity Statements? These can be great way for you to help members better understand what a good referral would be for you. You don’t need anything fancy. These could be simple statements such as:
“If you know anyone who …”
Brochures and Handouts
If you have brochures and hand-outs to promote your business, you should consider sharing them with your Chapter members as this provides them with additional resources to market your business for you.
This is a great way to introduce new products, special promotions, etc.