Client Relationships - The Official BNI Podcast

Episode 150: “Relationships Are Currency”

April 14th, 2010

Podcast: Play in new window | Download | Embed

Synopsis

It’s not the number of contacts you make that’s important, but the ones that you turn into lasting relationships. You’ll always get better results trying to deepen relationships with people you already know than starting relationships with strangers.

Here are some tips for creating closer connections:

Give your clients a call. Find out how things went with the project. Ask if there’s anything you can do to help. Don’t ask for a referral at this time.
Make personal calls to all the people who’ve helped you or referred business to you. Find ways to help them.
Put together a “hit list” of 50 people you’d like to stay in touch with. Send them a card on the next holiday, then follow up with a phone call 2 weeks later. Then you can ask for a referral.

If you’re having trouble making calls, start with the people you’re at “Profitability” with in the VCP scale.

Dr. Misner recommends reading Stephen M. R. Covey’s The Speed of Trust for more on this topic.

Brought to you by Networking Now.

View the entire transcript of this episode

Published In: Client Relationships | Networking
SOLUTIONS FOCUSED COMMENTS ARE WELCOME
Discussion: 2 Comments

Episode 105: “Did I Miss the Memo?”

May 20th, 2009

Podcast: Play in new window | Download | Embed

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.

View the entire transcript of this episode

Published In: Client Relationships | Getting The Most From BNI | Success | Time Management
SOLUTIONS FOCUSED COMMENTS ARE WELCOME
Discussion: 8 Comments

Episode 71: “Staying in Touch with Your Clients”

September 10th, 2008

Podcast: Play in new window | Download | Embed

Synopsis

Dr. Misner has been communicating with BNI regions around the world via webcam. Contact bni[at]bni[dot]com if you want him to participate in one of your events.

This week’s podcast focuses on one of the golden rules of networking: staying in touch with your clients. Here are the six steps to success.

Spread out your contacts, but keep them consistent.
Schedule predictably: train your clients to expect to hear from you at certain times.
Make each contact lead to the next. Schedule the date for your next contact before you conclude the meeting.
Assume responsibility for making contact. Take the initiative.
Invite clients to networking events.
Create a plan and stick to it. Follow the system even if your client contacts you in between scheduled contacts.

Remember, the goal is not to sell something every time you call, but to check in and find out what’s working and how you can help.

Brought to you by Networking Now.

View the entire transcript of this episode

Published In: Client Relationships | Networking
SOLUTIONS FOCUSED COMMENTS ARE WELCOME
Discussion: 7 Comments

Past Episodes

Ivan Misner on Twitter

International Networking Week® begins on Monday! If you haven't already found an event to attend, make sure to... http://t.co/msYS7IQs about 3 hours ago from Facebook Reply Retweet Favorite
SixFigureStart Interview with Dr. Ivan Misner http://t.co/rgk8Je5D about 5 hours ago from Facebook Reply Retweet Favorite
I recently did this live online video with Connie Thanasoulis-Cerrachio, for "Six Figure Start". http://t.co/Y7mgA8wO about 5 hours ago from Facebook Reply Retweet Favorite
Another way to be specific, when asking for referrals: Break your business down into its Lowest Common... http://t.co/CJ2VZvPR about 7 hours ago from Facebook Reply Retweet Favorite
Another way to be specific, when asking for a referral: Share customer profiles and case studies of current... http://t.co/6htCInG5 about 8 hours ago from Facebook Reply Retweet Favorite

@ivanmisner

BNI Products

Business Networking and Sex (Not What You Think)
It’s no surprise that communicating with the opposite sex can be tricky. Finally, help is here.
Money on the Table
Create a Power Team Network and Money-Making Referrals from Six Common, Everday Situations
Networking Like a Pro
Networking Like a Pro: Turning Contacts into Connections
BNI Networking Secrets CD Collection
BNI Networking Secrets CD Collection
29% Solution
It’s not “net-sit” or “net-eat,” it’s “net-WORK”
Masters of Sales
Secrets From Top Sales Professionals That Will Transform You Into A World Class Salesperson
Truth or Delusion? – Audio CD
The audio edition of Dr. Misner’s book on busting networking’s biggest myths.
Masters of Success
Proven Techniques for Achieving Success in Business and Life
Truth or Delusion?
Busting Networking’s Biggest Myths
Masters of Networking
Building Relationships for Your Pocketbook and Soul
It’s in the Cards
Getting the Biggest Impact From Your Smallest Ad
Business By Referral
A Sure-Fire Way to Generate New Business