Today’s business and sales environment has led to a different form of referrals though. These referrals come in the form of networking within different business groups. I joined a referrals group about 4 months ago that meets every week for breakfast. My initial thoughts were that many of these people might not need my services because their businesses were too small or they were in industries that could not utilize my talents. I looked at each person as a prospect only and not as a source of potential leads. I managed to go to breakfast each week and heard the same 30 second “elevator pitch” from everyone and questioned whether my point was ever getting across successfully. My wife even asked if I were getting anything out of it.

The biggest obstacle I had in networking was in referring a relative stranger (business wise) to one of my clients only to find out that they were dissatisfied. I then wondered how it would affect my relationship with that client. Within the past few weeks, my attitude has changed quite a bit. I managed to recommend someone from my group to a client and they are ecstatic with his services. Every time I ask if he I working out, they mention they want to adopt him into the family. This made me feel much more open to the prospect of networking and recommending others to my clients to help them fill their needs.

My new-found attitude has translated into others contacting me wanting to know more about what I do and how I can possibly help their clients. I have had meetings with people to determine how each of us might be able to help the other increase business. We have also shared some general business knowledge which has helped me understand how other industries work and how I can prospect them as potential clients.

I do not know yet if any of these networking opportunities will directly lead to any new clients or not. However, I do know that if I did not open my mind to the fact that networking can be a resourceful tool, I might be missing out on a great number of opportunities that I otherwise might not know about.

Lesson 1:
Barter for Services
In order to get anywhere as a model, you will need a portfolio. If an agency is truly interested in you, they’ll offer you a free test shooting. But unless you look like you could be the next Kate Moss or Heidi Klum, they would prefer to see someone who already has experience in front of a camera. Instead of paying someone for photos, I worked with photography students and received free prints of the pictures they took, or I modeled at trade shows where I received free designer clothing. I currently model for photography seminars where I get a nominal fee, but at the same time learn a lot about photography, my main hobby, from seasoned pros. Think about your products and services, who might need them and not be able to pay your fees but instead could offer you something? Are you a printing company in need of a new website? I’m sure there are web design companies who would gladly set you up with a website in return for printing. Are you a CPA, struggling to get new customers? How about approaching a PR company and offer your services in return for some press and marketing materials? The possibilities are endless. Just be sure to put your barter in writing and have both parties sign it, to avoid problems lateron.

Lesson 2:
Always Be Prepared
I’m sure you have heard about the elevator introduction. Can you tell someone about your business in less than 20 seconds and make it engaging? If not, you better start practicing, because you never know who you meet. I got booked by clients who I met on a bus, in a restaurant and on campus. Just take this recent example from our company: Our sales manager rescued two runaway labradors from a busy street and dropped them off with a local rescue organization who was able to track down the owner. Who after talking to her “dog hero” on the phone wanted to meet him in person to talk about how we could help her with her sales and marketing efforts.

Lesson 3:
It’s Not an 8-5 Job
Working as a model means getting up before the sun in order to get prepped before a shooting, working long hours until everything is just perfect, and working on weekends and holidays. Ask any business owner, and you will hear them tell you the same thing: Running your own business, especially in the early stages, is NOT an 8-5 job. It seems, there is always something you could or should be doing.

Lesson 4:
Know Your Limitations
I was once approached by a client looking for a model who was fluent in several languages. I grew up speaking German at home, learning English and French in high school, as well as spending some time in France, but that had been I ages ago. I could still understand French, but was I truly fluent? I thought about it and then declined. I could have probably gotten by with my German and English, but I didn’t want to be put in a situation where I would embarass myself and even worse, the client. The same applies to how I run my business: If a client requests something that falls outside of our competencies, we typically refer them to someone we know who can handle it rather than attempting it ourselves. Your clients will appreciate your honesty, and in most cases the vendor you suggested will be happy to pay you a referral fee.

Lesson 5:
Stand Our From Your Competition
I probably don’t have to tell you that the competition in the fashion world is beyond fierce. It’s brutal. So how do you get hired in a competitive environment? Well, it’s obvious, you need to stand out from your competition. During my modeling years, I learnt that looks weren’t always everything, so I sometimes used my accent to my advantage (yes, I got a couple of assignments because I was told: “you sound foreign, people always like that”.) What makes your business stand out from its competitors? Do you offer a service or product they don’t? Do you offer special packages, customization, warranties? Think about what sets you apart and then capitalize on it.

Lesson 6:
You Are Not a Supermodel
I never wanted a career in fashion, to me modeling was just a way to make some extra money. I knew, I would never be a supermodel, making thousands of dollars a day, but I was happy with the money I earned and I enjoyed the work I was doing. Your company will probably never be the next Microsoft, Walmart or Mercedes of its industry, but you don’t need to be. You can still make good money doing what you enjoy, as long as you are willing to do what it takes to make it work.