In this episode, Dr. Misner looks into his crystal ball and makes some Business (Networking) Predictions for 2010.
The economy will improve in most countries around the world. Focus on solutions and get out of the quagmire.
Online social networks will continue to grow in prominence—and so will the frustration of trying to convert them into viable business opportunities. VCP will not go out of style.
Companies small and large need to create a social media strategy.
Victims of downsizing will become active in networking groups.
We’ll see more integration between face-to-face and online networking, e.g. BNI Connect.
More and more companies will create websites that operate in two directions.
Face-to-face networks will continue to grow.
Companies that succeed in 2010 will remain agile and will focus on relationships.
BNI conducted a survey for the book Masters of Networking that asked business professionals what the most important traits of a master networker were. The most important trait was following up on referrals. Not giving them, following up on them.
See Week 20 in The 29% Solution, “Follow Up Today,” for a networking follow-up report card.
Remember, the best system for following up is the one you’re going to use.
There are many kinds of follow-up. You should follow up when you meet a person, not just when you get a referral. Following up is part of building a relationship, not just closing a deal.
Leave us a comment to tell us about your experiences with following up.
If you try to be all things to all people, you won’t be good at anything. BNI has one core business model: referral marketing. As an organization, we do one thing better than anyone else.
BNI members should also do one thing better than anyone else. That’s what’s going to give you the best results. Instead of being all things to all people, be one thing to all people. Stick to your mission.
Dr. Misner’s secret to creating balance in your life is this: “Forget about balance. You’ll never have it.”
The good news is that harmony in your life is possible. “Balance” assumes equal time on everything that’s important. Harmony is not balanced, but it’s complete as a whole.
Here are some keys to a life that’s in harmony.
Be Here Now
Set time aside for the things that really matter.
Find ways to integrate different parts of your life
When you’re 70 years old, you’re not going to wish you spent more time at the office
Harmony is created where harmony is sought. What do you do to create harmony in your life? Leave a comment and let us know.
Today Dr. Misner is joined by BNI Hall of Fame Director Dawn Lyons from Northern California. Dawn trains people how to be proactive rather than reactive about making referrals.
Here’s the technique:
Toward the end of a meeting with a new client, tell them that you’re part of a referral network that allows you to offer additional services.
Then offer them your card file and walk away.
When you come back, ask whether the client needs the services of any of these people.
If they do, provide specific recommendations for that persons.
To make this work, you have to know your fellow BNI members and their work well.
Card File Challenge
Run a contest in your chapter to see who can do “The Card File Thingy” the most in a month, and what results you get. Leave a comment here on the blog to let us know what you think of the idea and how your chapter’s Card File Challenge turned out.
Not all networking is about referrals. Sometimes networking is about sharing knowledge. Of course BNI can be a knowledge network, but your “think tank” can go beyond BNI. To create a knowledge network, surround yourself with these groups of people:
People like you. They’re not the best source of referrals, but they’ll help you learn your trade.
People who used to be in your profession.
Authors and experts (e.g. bloggers).
Trainers and consultants.
Members of professional organizations. (Not necessarily the same profession you’re in.)
Regulators. They’re a great source of information, especially about pitfalls.
BNI is working on a new online social network, BNI Connect, to help create knowledge networks within BNI.
Networks are cluster-like. We tend to surround ourselves with people who are like us—but that’s not the most powerful kind of network. The more diverse your network, the more powerful it is. It’s the people who are not like you who can connect you to a completely new “cluster.”
So where do you look for “different people”? They’re all around us. The guy pouring coffee at the baseball stadium could be a retired CNN reporter. Don’t let your judgments about whether someone might be the kind of person who can help you get in the way of striking up a conversation.
Dr. Misner’s secret to creating balance in your life is this: “Forget about balance. You’ll never have it.”
29% Solution
BNI Networking Secrets CD Collection
Business By Referral
It’s in the Cards
Masters of Networking
Masters of Sales
Masters of Success
Networking Like a Pro
The World's Best Known Marketing Secret
Truth or Delusion?
Truth or Delusion? – Audio CD