The Official BNI Podcast

Episode 307: Culture Eats Strategy for Breakfast

May 22nd, 2013

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Synopsis

Dr. Misner has used the expression “Culture Eats Strategy for Breakfast” a number of times, but he’s never gone into detail about how. Today’s podcast focuses on the importance of culture in business success.

Here are some important factors in a healthy organizational culture:

Tradition
Mission
Engagement
Recognition
Education

A great strategy keeps people in the game, but a great culture helps an organization win.

Brought to you by Networking Now.

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Published In: Success
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Discussion: 4 Comments

Episode 306: Do You Trust Advertising?

May 15th, 2013

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Synopsis

Nielsen recently did a survey of how much people trusted different forms of advertising (see illustration below). Only four entries scored 50% or above: branded websites, editorial content, consumer opinions (such as reviews and ratings), and recommendations from people they know.

92% of people trusted recommendations from people they know–also known as referrals.

Clearly, the number one way to market your business is to get recommendations (a.k.a. referrals) from people that your prospects know.

Nielsen Report: How Much Do You Trust Advertising

Brought to you by Networking Now.

Podcast intro recorded by Tony Wolfe.

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Published In: Marketing
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Discussion: 2 Comments

Episode 305: Networking Is Simple, but NOT Easy (Rebroadcast)

May 8th, 2013

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This is a rebroadcast of Episode 64.

Synopsis

This episode is based on a blog post Dr. Misner wrote. Successful networking isn’t about what you know, it’s about what you do.

Ignorance on fire is better than knowledge on ice. The only thing more powerful is knowledge on fire.

Networking is a skill that looks simple but takes constant effort to apply. Success is the uncommon application of common knowledge.

The assignment for everyone listening to this podcast is to think of one idea that you’ve read or heard over the past year that you wanted to apply to life but never got around to doing—and do it in the next seven days.

Then come back and post a comment about what it was and what you did.

Brought to you by Networking Now.

Podcast intro recorded by Tony Wolfe. View the entire transcript of this episode

Published In: Networking
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Discussion: 2 Comments

Episode 304: Building Referral Relationships

May 1st, 2013

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Synopsis

To be a good referral partner, you need to learn something about the person that you’re referring. If you know some of the following points about a person’s business, you can make a much better referral. It often takes at least a year to build up the kind of relationship that leads to really high-quality referrals. A deep referral relationship requires a surprising level of personal knowledge and connection. It takes time and effort to build this kind of relationship.

What is the person’s background and experience?
What is their philosophy of customer service?
Do you understand at least 3 major products or services from that person’s business?
Do you know the names of their family members?
Have you asked them how you can help them grow their business?
Have you asked them for ideas about how to grow your business?
Do you know at least a handful of their goals for the next year and beyond?
Could you call them at 10:00 PM if you really needed something?
Would you feel awkward asking them for help with either a personal or business challenge?
Do you enjoy spending time with the person? See Dr. Misner’s article “Who’s in Your Room.”
Do you have regular appointments with the person outside of BNI meetings?
Is this person top of mind for you?
Can you have open, honest talks about how you can help each other further?

How deep are your current referral relationships? What will you do to deepen your relationships with your fellow BNI members? Let us know in the comments.

Brought to you by Networking Now.

Podcast intro recorded by Tony Wolfe.

View the entire transcript of this episode

Published In: Referrals
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Discussion: 3 Comments

Episode 303: A Good Referral Is in the Eye of the Beholder

April 24th, 2013

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Synopsis

Susan Goodsell, BNI Executive Director for BNI Riverside and San Bernardino Counties (and also a BNI employee who works on branding), joins Dr. Misner to explain why a good referral is in the eye of the beholder.

All BNI members understand that a referral is the opportunity to do business, not a guarantee of business. But not everyone educates their fellow members with enough specifics about what’s required for a good referral.

The first time I give a poor referral, it’s my fault. But the second time I give a poor referral, it’s probably the receiver’s fault.

Each of us has a different definition of what counts as a referral. Listen to what counts as a referral for your fellow members. Don’t try to define referrals for other members.

If you’re a printer and you don’t want referrals for business cards because you don’t make much money from them, stop mentioning them in your 60-second spot. Talk about the products that do make money for you. Mention the price point for referrals.

If you get an off-target referral, go to the member who made the referral, thank them for thinking of you, and educate them on the kinds of referrals you do want.

As long as you are laser-specific, you’ll get good referrals. Wherever you set the bar is the level of referrals you’ll get.

Brought to you by Networking Now.

Podcast intro recorded by Tony Wolfe.

View the entire transcript of this episode

Published In: Referrals | Special Guests
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Discussion: 2 Comments

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