September 1st, 2010
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Synopsis
Here are some tips for positioning yourself as a professional when you go to networking events.
- Look the part. Don’t wear jeans to a professional networking event. Be well-rested if you’re going to a morning event. Shirts with company logos are appropriate. Brand yourself appropriately.
- Make sure your body language sends the right message. Watch your posture, eye contact, and gestures.
- Be prepared. Know where your business cards are.
- Remember to smile. Studies have shown that this makes you seem more open and forthright.
This podcast is based on Dr Misner’s article “Get Your Act Together” at Entrepreneur.com.
Brought to you by Networking Now.
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August 25th, 2010
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Synopsis
When Dr. Misner started BNI, he didn’t really think of it as a “knowledge network,” but your fellow BNI members can be a great source of knowledge as well as referrals. Here are some tips for getting advice from your BNI network.
- Ask about something they enjoy talking about, an area they have expertise in.
- Listen carefully. Pay attention. Take it seriously. Write it down.
- Direct your questions toward what your network member says in conversation.
- Have a logical reason for wanting the information.
- Don’t ask for advice that people would otherwise charge for.
- Ask clarifying questions, but don’t debate or argue.
Priscilla’s chapter has a Yahoo! group where members share tips and information. Your group might benefit from a mailing list or forum, too.
Brought to you by Networking Now.
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August 18th, 2010
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Synopsis
This week Tom Fleming, Executive Director of BNI West Central Florida, joins Dr. Misner on the podcast. The average number of members per chapter in Tom’s region of 40 chapters is thirty-eight.
Tom initially hesitated to implement Fast Track in his region because he’s on the CDs and didn’t want to appear to be promoting himself. But he saw the results the program was getting in other regions, and decided that he couldn’t deprive Tampa Bay BNI members of improvements to their referrals and thank you for close of business.
Tom chose to sell Fast Track into their chapters through referrals, by starting with one chapter and letting its members recommend it to others.
Tom created a script for facilitators to use to roll the Fast Track program out to the membership, and advises all BNI directors to do the same. BNI members need to know—and to remember—why they’re participating in this program. This is about Members Making More Money.
Get the BNI Fast Track program (BNI Networking Secrets) from Del Fuego.
Brought to you by Ask Ivan Misner.
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August 11th, 2010
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Synopsis
August 11th is the BNI Staff Day at Dr. Misner’s house in Big Bear.
People like to talk about themselves; giving them the time to tell their own stories is more likely to result in a genuine connection. Here are five good questions to ask in your first conversation with a new person.
- What do you like most about what you do?
- What led you into that field?
- Where else do you network?
- What are some of your biggest challenges?
- How can I help you?
Brought to you by Ask Ivan Misner.
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August 4th, 2010
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Synopsis
People sometimes come to Dr. Misner and ask about how to deal with competitors. His philosophy is best summed up by Henry Ford: “The competitor to be feared is one who never bothers about you at all, but goes on making his own business better all the time.”
Everyone has competition, but it’s a waste of time to focus on it. Just go on making your own business the best.
Some people think this philosophy contradicts BNI’s policy of having only one member per profession in a BNI group, but it’s not an either-or scenario. BNI is supposed to be a safe environment where people can share openly, and that’s not likely to happen if a direct competitor is sitting next to you and taking notes.
When you encounter a competitor, look for opportunities to collaborate rather than competing. It will make both of you more successful. An example: Priscilla’s BNI group, No Ordinary Chapter, is a member of the Berkeley Chamber of Commerce.
Read Dr. Misner’s blog post about competition on Entrepreneur.com.
Brought to you by Networking Now.
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July 28th, 2010
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Synopsis
This week Brian Buffini joins Dr. Misner to discuss creating a proactive system for referrals. You need a systematic approach to cultivate referrals on a daily basis. The essence of it is:
- Build relationships
- Provide value
- Remind the people in your database that you’re looking for referrals
This requires sorting your database by your most valuable customers and who is most likely to refer you. Then you take a three-step approach to dealing with those people, and set aside time for it every day.
- Contact
- Care
- Community
For more information about Brian Buffini’s trainings, go to the Buffini and Company website. You’ll find live seminars and coaching and mentoring programs. Dr. Misner endorses this system wholeheartedly, and Priscilla is an active client.
Brought to you by Networking Now.
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July 21st, 2010
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Synopsis
This week’s topic is the Classification Cowboy, illustrated by BNI member Dan Fletcher. View and download the slideshow in the next post.
A Classification Cowboy is someone who tries to take more than one profession within a chapter. If you try to take more than one classification in a chapter, you’re blocking the connections and referrals that can be brought to the chapter.
The best way to handle this is to address the problem before the person joins the chapter, rather than after accepting a person with multiple businesses as a member. A chapter with multiple attorneys with different specialties is much stronger than a chapter with someone who doubles as attorney and paralegal.
You can download the slides in the next post to show to your chapter.
Brought to you by Ask Ivan Misner.
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July 7th, 2010
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Synopsis
Dr. Misner recently received an e-mail from someone who wanted to get the benefit of BNI without actually attending the weekly meetings. This is like wanting to win an Olympic medal without having to go through exhaustive physical training. None of us can do less and get the same results.
In the early days of BNI, experiments showed that chapters that met twice a month passed 52% fewer referrals than chapters that met once a week.
There is no lite version that gives you all the benefits with less work. Only BNI members who dedicate themselves to following BNI’s proven structure will achieve the optimum results and the maximum referrals. If you want to be a master of networking, “Don’t go into the lite.”
Additional meetings outside the regular chapter meeting can be beneficial, but once a week seems to be optimum.
Brought to you by Networking Now.
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