The Value Of IRN
- 1. “ The Value of IRN” www.irnLink.com 800-936-5323
- 2. Networking Referrals Training Exclusivity International Referral Network, Inc. Cross-Chapter Proven Structure Expand your Sales Leverage your time
- 3. Referrals 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.
- 4. Networking 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)
- 5. Proven Structure 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.
- 6. Exclusivity With IRN, you are the only person in your chapter who does what you do … which gives you exclusivity in representing your business category.
- 7. Cross-Chapter 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).
- 8. Training 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.
- 9. 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.
- 10. 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
- 11. Networking Referrals Training Exclusivity International Referral Network, Inc. Cross-Chapter Proven Structure Expand your Sales Leverage your time
- 12. IRN Toolbox The IRN Toolbox provides you with an inventory of business tools designed to help your chapter grow and develop. The tools can be accessed via the internet and downloaded as needed. IRN also provides the resources needed to track referrals (chapter and cross-chapter), guest activity, and attendance. The toolbox also provides efficient management of new membership activity including application, name tags and binders. The IRN Toolbox is located in the Chapter President’s section of the IRN Website.
- 13. Leadership Team 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.
- 14. Flexibility 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.
- 15. Core Groups 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.
- 16. 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.
- 17. How do you value your membership in IRN? Some IRN members look at things from a different perspective. The question normally asked is: Did I generate enough new business to offset my cost of membership? Before answering that question, you need to ask yourself two more questions: What do you contribute to IRN as compared to what you get in return? In addition to new business, what other value do you see with IRN? Here are some thoughts:
- 18. The Many Values of IRN You learn how to better present yourself . You are able to "test" things with the IRN group before going out to the general public. Some of the members may give you valuable input that helps you improve your presentation by making some changes. That may lead to more sales outside of IRN . But how do you quantify that or place value on it?
- 19. How to share information: 30 second commercials 20 minute presentations Opportunity Statements Brochures and Hand-outs
- 20. 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 .
- 21. 20 Minute Presentations 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!
- 22. Opportunity Statements 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 … ”
- 23. Brochures and Hand-outs 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.
- 24. The Many Values of IRN You are able to better protect many of your existing clients . When you joined IRN, many of the Chapter members may have already been your clients . Even though you may not be generating any new income off of these members, it is important for you to recognize the fact that you are protecting these accounts from being exposed weekly to a competitor . If you didn't join IRN, your competition could. But how do you quantify that or place value on it?
- 25. The Many Values of IRN You may make a sale as a result of a referral that came from IRN . The person that was referred to you through IRN may also refer you to someone else, or refers someone else to you. If that results in a sale, it is not registered as being a referral from an IRN member. However, if you trace it back to the origin, it is directly related to an IRN referral. But how do you quantify that or place value on it?
- 26. The Many Values of IRN By being a member of IRN, you are always receiving additional exposure . This can be in the Resource Guide, the website, cross-chapter meetings, Forums, Annual Conference, IRN Socials and Regional Training. Other people may then contact you without it being a direct referral. But how do you quantify that or place value on it?
- 27. The Many Values of IRN Here is a recent IRN success story: An IRN member recently benefited from being in IRN without receiving a referral from another member. When he was the speaker for his Chapter, he gave away a $10 gas card as a prize. The Chapter placed a picture of him handing the gas card to the other member in the local newspaper as a way to promote their Chapter. A short time later, the member who gave away the card received a phone call from another business asking to meet with him to discuss his services. After a few meetings, this business hired him to exclusively represent them . This could ultimately be as valuable as a “Golden Referral.” Even though it was not an actual referral, it was still the result of his being a member of IRN .
- 28. So the question is: How do you determine the value of your IRN membership?
- 29. The Magic of Networking
- 30. Questions?
- 31. Thank you!