BNI 111 3 Keys to Using Written Testimonials [11:43m]: Play Now | Play in Popup | Download

Synopsis

This is a follow-up to last week’s episode about asking for testimonials. There are three keys to using written testimonials successfully.

1. Ask for written testimonials at every opportunity—but not too soon!
2. Guide the content of your testimonials. The easier you make it for your client, the more likely you are to get what you need.
3. Update your testimonials. Review your file or binder (or website) every two to three years at least. Discard anything from a company that’s no longer in business. Feel free to ask ongoing clients to update their testimonials if it’s appropriate.

Brought to you by Networking Now.

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 BNI 110 Ask for Written Testimonials [8:05m]: Play Now | Play in Popup | Download

Synopsis

Phenomenal reviews can convince you to go to an out-of-the-way restaurant. Written testimonials can do the same thing for your business. Consumers trust testimonials from other people more than they do your own marketing materials.

BNI members can use written testimonials in several ways.

• Place written testimonials on your website.
• If your business attracts walk-in clients, display your written testimonials in a binder in your reception area. If you’re a salesperson, take a binder with testimonials with you when you call on prospects.
• Include testimonials and endorsements with your business proposals. Match the testimonial to the service you’re providing or the industry your prospect is in.

Using testimonials builds your credibility. Start by getting members of your BNI chapter to write testimonials for you. One place people can write testimonials for you is on Yelp.com.

Brought to you by Networking Now.

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 BNI 109 The Way Out [10:53m]: Play Now | Play in Popup | Download

Synopsis

Dr. Misner wants to talk about the article he contributed to the recently published e-book The Way Out! Steer Clear of the Recession and Drive Toward Success and Prosperity. (If you download the e-book, please leave a comment here about what you’ve read and what you liked about it.)

Dr. Misner’s article is on page 49; it’s called “Networking Mixers: Break the Ice, Build Your Contacts, and Grow Your Business.” Next time you’re at a mixer, take a look at the way people stand.

If people are standing in closed groups, face to face, they’re not inviting you to join them. You can ignore them until they’re finished with their conversation.

But if people are standing at an angle to each other, with space between them, there’s an opening for someone to come into that group. Those are the people you can go up and talk to.

Also, look for the people who are wearing badges, especially if the badge mentions what business they’re in. That makes it easier to strike up a conversation.

Download the e-book and leave a comment here on the blog.

Brought to you by Networking Now.

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 BNI 108 Quantum Chapter Growth [11:50m]: Play Now | Play in Popup | Download

Synopsis

This week, Dr. Misner wants to talk about the Fast Track program put together by Mark Taylor, Executive Director for the Houston East and South East Texas Area in conjunction with Del Fuego publishing. The program is based around the BNI Networking Secrets CDs that Del Fuego produced for Dr. Misner.

Everyone in the chapter buys the CDs and uses them like the required text for a college course. This ensures that everyone understands the fundamentals and works together. The result is 300% chapter growth.

Part of the program involves a live training session led by Ivan Misner on webcam.

If you’d like to see your chapter do the Fast Track Program, Dr. Misner will be happy to join you by webcam. To get started e-mail bnifastrack [at] delfuego [dot] com. (Just substitute the appropriate symbols for the words in brackets so it looks like a normal e-mail address. It’s written that way to prevent spammers from assaulting them with junk.)

Brought to you by Networking Now.

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 BNI 107 Networking Faux Pas [10:37m]: Play Now | Play in Popup | Download

Synopsis

Dr. Misner shares three networking faux pas that he’s run into over the years.

1. Not responding quickly to referral partners. Don’t put off returning phone calls to your referral partners even if you’re not sure they have a referral for you.
2. Confusing networking with direct selling. Networking isn’t about collecting business cards and then sending them sales pitches or making cold calls.
3. Abusing the relationship. The worst example Dr. Misner is aware of is someone who disguised a sales pitch as a 50th birthday party.

Read Dr. Misner’s complete article on Entrepreneur.com.

What kind of networking faux pas have you encountered? (No names, please!)

Brought to you by Networking Now.

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 BNI 106 What's Your Story? [14:40m]: Play Now | Play in Popup | Download

Synopsis

Dr. Misner wants to ask listeners “What’s your BNI story?” His own favorite story is that he met his wife through BNI; that was the best referral he ever got. So today he’s sharing some stories from other BNI members. You can read more of them in BNI SuccessNet.

• Tim Seitz says that BNI took his business from the verge of collapse to new heights of success in seven months.
• Patty Chakales reports that 51% of her new business in Q1 2009 came from BNI referrals.
• Paul Williams prevented layoffs at his company by infusing his office with the BNI mentality and refusing to participate in the recession.
• Carl Frazier credits $6000/month of his income to BNI referrals.
• Carolin Bennett is a second-generation BNI member; her mother was on the original BNI Board of Advisors.
• Javier Unzueta has increased his income 723% as a result of joining BNI.
• David Lewis got a $4.9 million referral.
• Ian Holligan from Barbados says his 3 years in BNI have improved his leadership and public speaking skills.
• Richard Swan wrote a BNI Song. Watch it on YouTube!

What’s your BNI story? How has BNI helped you? Post your comments here and share your story.

Brought to you by Networking Now.
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 BNI 105 Did I Miss the Memo? [7:16m]: Play Now | Play in Popup | Download

Synopsis

Until recently, Dr. Misner assumed that if he made an appointment with someone, he was going to be there, but there seems to be an emerging trend requiring people to confirm the appointment closer to the actual day. People have been saying “When I didn’t hear from you, I assumed it was off.”

Dr. Misner wants to state for the record that if you make an appointment with him, it’s firm, unless you hear otherwise. And he believes that should go for any BNI member: if you make an appointment, people should be able to count on you to show up.

BNI members who treat the BNI meeting like an appointment with prospects and business associates are much more likely to be successful. You don’t want to miss an appointment with your best referral partners. The chapters that understand this are the strongest.

Brought to you by Networking Now.

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 BNI 104 Networking Trick to Increase Business [10:31m]: Play Now | Play in Popup | Download

Synopsis

Dr. Misner developed this technique for getting referrals in the earliest days of BNI. He realized that he needed to be the “go-to” guy whenever anyone needed a referral—to anyone. He started sending the following letter to his clients three or four times a year:

“Dear _____,

I really believe in the process of referrals, so part of the service I provide is to be sure to refer my clients and associates to other qualified businesspeople in the community.

Attached is a list of areas in which I know very credible, ethical and outstanding professionals.  If you’re looking for a professional in a specific area I’ve listed, please feel free to contact me.  I will be glad to put you in touch with the people I know who provide these services.

Sincerely,

Dr. Ivan Misner

He didn’t include direct contact information for the professionals, because he wanted to make sure people came to him first. It worked like a charm, and people really appreciate the service.

Read Dr. Misner’s article on Entrepreneur.com.

Brought to you by Networking Now.
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 BNI 103 Face to Face vs Online [9:39m]: Play Now | Play in Popup | Download

Synopsis

A newspaper reporter in Stockholm put Dr. Misner on the spot about online networking, insisting that it would replace face-to-face networking. So Dr. Misner turned the tables on the reporter and asked “So why did you drive all the way out here to do this interview in person?”

Some things are better in person. Networking is one of them. Online networking is a powerful tool, but it shouldn’t be the only one we use. To build a strong personal network, you should use both online and and in-person networking. Dr. Misner is active on many online networks, but nothing beats that face-to-face process.

Even the younger people coming into business realize that face-to-face connections are important. In-person networking is not going to disappear—at least not until we can be present by holographic projection. BNI and the service it provides are here to stay.

Brought to you by Networking Now. View the entire transcript of this episode