A presentation developed for VIU MBA students by Donna Mercier - Memebership and Marketing Coordinator at the Nanaimo Chamber of Commerce Paul Mycroft - Owner at Paul Mycroft Designs Bijesh Kumar - VIU MBA intern for Marketing Communications at Nanaimo Chamber of Commerce

1. Practical Tips for Building Productive
Business Relationships
15th February, 2013
Speakers:
Donna Mercier
Membership & Marketing Coordinator
Greater Nanaimo Chamber of Commerce
Paul Mycroft
Owner – Paul Mycroft Design
www.paulmycroft.com
Special Guest:
Bijesh Kumar
VIU MBA Marketing Intern
Greater Nanaimo Chamber of Commerce

2. Agenda
 Introductions: “What is my current challenge?”
 Why Network?
 How Not to Network
 Quintessential Networking Tips
 Your 30-second Elevator Pitch
 Keeping it real – Adding Value
 Networking opportunities in Nanaimo
 Evaluation and Feedback

3. Introductions
• What do I want to learn today?
“I like to define networking as cultivating mutually
beneficial, give-and-take, win-win relationships… The
end result may be to develop a large and diverse group
of people who will gladly and continually refer a lot of
business to us, while we do the same for them.”
Bob Burg, Speaker, Bestselling Author - The Go-Giver & Endless Referrals

4. Why Network?
• Become familiar with people so they think of YOU
first when they think of what you provide.
• Develop your contact list – your business will not
grow without it.
• Learn, come away with something new.
• It’s good to get away from the cubicle, man!
Video Courtesy of the National Business Information Clearing House and Entrepreneurial Development Center
www.youtube.com/watch?v=JY-PEvX4ySs

5. How Not to Network!!
• It’s not all about you!
• It’s not about collecting the most business cards.
• It is not about, “What can I sell you?”
• It IS about developing trusted and quality business
relationships which are mutually beneficial.
• Let’s see what we can learn what not to do from Will
Kintish, the UK’s leading expert on Business
Networking Skills
www.youtube.com/watch?v=XuM0KtW73WU

6. Quintessential Networking Tips at Events
• First of all, be yourself!
• Ask how can you add value? Prepare your 15-30
second Elevator Pitch
• Have your business cards handy before you go in
– not tucked in your wallet or bag
• Spend a few dollars on a professional business
card – no paper ones!
• Dress well and appropriately
• Be positive and smile. If you are not in the mood
don’t go!

7. Quintessential Networking Tips
(cont’d)
• Set goals for your networking event – meet at
least 3 new people
• Try to remember first names; use a rhyme or a tip
(repeat 3-5 times to yourself)
• Ask what they do and be genuinely attentive for
the time being. Practice active listening skills
• Follow-up the very next day with a phone
call, email, LinkedIn connection, or forward your
email newsletter to them so they can sign up.

8. “It’s not who you know, it’s who knows you”
• This is true!
• Networking is extremely important
• More than ever before – and increasingly
expected as more and more people understand
its importance
• Effective networkers are open, natural, know
what a network is and how to use it. They are
vigilant about nurturing and growing their
networks

9. Your 30-Second Elevator Pitch
• What is my company, product, service, or cause?
• Who are my customers?
• What problem do I solve?
• How am I different?
• How do my customers benefit?
Something witty, memorable or funny that leads to
questions and more conversation…….
Let’s Practice!

10. Keeping it “Real” – Adding value to
your connections

11. Check out these organizations in
Nanaimo
• Young Professionals of Nanaimo -
www.ypnanaimo.com
• Mystic – Also known as Innovation Island -
www.innovationisland.ca
• BNI British Columbia -
www.bnibc.ca/chapters.asp
• Rotary Clubs of Nanaimo -
www.clubrunner.ca/Portal/Home.aspx?accountid
=387
• Halo Networking www.halo-
networking.com/contact.htm

12. Great Networking Resources
1. The Frog THE FROG AND PRINCE: Secrets of Positive Networking By Darcy Rezac with Judy Thomson
and Gayle Hallgren. Lays out the new reality of networking. In this age of business and personal
uncertainty, never have you needed your network more. Equally as important are the revolutionary new
scientific discoveries that prove that networks, including social networks, form and act in a certain
manner. In this book you learn how to tap into this new knowledge, and how to build your own
powerful positive social networks— for both business and life.
2. Work the Pond. Also by Darcy Rezac
3. Top 10 Traits Of A Master Networker - Ivan Misner And BNI
www.youtube.com/watch?v=QbIqqWhCBMs
4. Richard Branson – CEO Virgin
www.entrepreneur.com/article/224168
5. Tips to keep a conversation going with anyone. ThePeoplesCoach
www.youtube.com/watch?v=_cl7BHAz4uw
6. Marie Forleo: Networking Basics: 8 Tips to Networking Without Being Fake
www.youtube.com/watch?v=xkqd6T399tQ
Some practical tips from our special guest Bijesh and his experience with the Nanaimo
Chamber of Commerce……

13. Questions for us?

15. • Bibliography
• Mitchell, R., 2009.
http://www.gottamentor.com. [Online]
Available at:
http://www.gottamentor.com/viewDocument.
aspx?d=2157&utm_source=newsletter&utm_
medium=email&utm_campaign=20091103
[Accessed 14 02 2013].