December 16th, 2009
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Synopsis
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.
Brought to you by Networking Now.
Continue reading “Episode 135: “The Card File Thingy”” »
October 14th, 2009
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Synopsis
A referral relationship is more than just doing business. You need to find common ground on a personal level.
One exercise that can help accomplish this in a BNI chapter is the GAINS Exchange, discussed in Episode 5 of this podcast.
Even though many members are reluctant to do this exercise, it has tremendous results.
Two guys who had barely spoken to each other in their first year in one chapter formed a relationship over their shared interest in soccer and began passing business to each other as a result.
Ivan encourages Priscilla to go back to her BNI chapter and propose a new GAINS Exchange exercise.
See Business by Referral for more on this topic.
Brought to you by Networking Now. Enter “freesixmonths” for a six-month free trial and get access to live teleconferences with Dr. Misner.
Continue reading “Episode 126: “Networking—It’s More Than Just Talking Business”” »
October 7th, 2009
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Synopsis
This week Dr. Misner brings us a great metaphor from a BNI director in South Dakota and a BNI member named Bill:
Networking will never work if you’re here for yourself. You need to take off your bib, put on your apron, and learn to serve other people.
Here are 12 ways to do that.
- Provide referrals.
- Make introductions.
- Arrange a meeting.
- Invite people to meetings.
- Endorse people’s products and services.
- Display their literature in your office.
- Distribute their information.
- Announce their events.
- Nominate people for awards.
- Follow-up on any referrals they give you.
- Serve as a sponsor.
- Publish information.
Brought to you by Networking Now.
Continue reading “Episode 125: “Take Off Your Bib”” »
December 5th, 2007
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Synopsis
Networking commandments 6-10. If you haven’t heard the first 5 commandments, go back and listen to Episode 32.
6. Give referrals whenever possible.
7. Ask each person you meet for one or two cards to pass on and one for yourself.
8. Spend no more than 10 minutes with each person.
9. Write notes on the back of business cards you collect (unless you’re in Asia).
10. Follow up!
Check out Dr. Misner’s book It’s in the Cards for ideas about business cards.
Brought to you by Networking Now.
Continue reading “Episode 33: “The Ten Commandments of Networking, Part II”” »
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