April 14th, 2010
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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.
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May 20th, 2009
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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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September 10th, 2008
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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.
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