March 10th, 2010
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Synopsis
Dr. Misner just finished surveying 12,000 business people from every populated continent. He asked which of these four things was most important when making a referral:
- Knowing a person’s character
- Knowing a person’s level of competency
- Using the person’s product or service myself
- Knowing a person’s success
Not surprisingly, knowing a person’s character number one. What did surprise Dr. Misner was that neither using a person’s product or service yourself nor knowing a person’s level of success mattered very much.
This means that many of your referrals will come from people who have not actually used your products or services—if they have reason to believe in your character and competency.
Brought to you by Networking Now.
Continue reading “Episode 145: “What’s Important When You Refer People?”” »
February 10th, 2010
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Synopsis
A chauffeur told Dr. Misner a story about a mine owner explained that it would take 11 years before his next mining operation would produce any revenue. Networking and referral networking can also take time to pay off.
When you’re digging a mine, part of the challenge is getting down through hundreds of feet of solid rock. In referral marketing, you have to deal with the time confidence curve. For some professions, the time it takes for a prospect to develop confidence in you may be very short; for others, it may be many months.
Your prospects will never develop confidence if you don’t keep participating in the activities that bring you business. Dr. Misner’s new book, Networking Like a Pro, includes a scorecard that measures these activities so you can track your success.
Brought to you by Networking Now.
Continue reading “Episode 141: “Referral Mining”” »
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”” »
November 11th, 2009
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Synopsis
This week Dr. Misner wants to expose three common delusions about referrals and referral sources.
- You should always get a referral when you’re in front of the referral source.
- To maximize your chances of getting good referrals, it’s best to move from one networking group to another networking group at regular intervals.
- Your best source of referrals is your customer.
Dr. Misner recommends creating a curriculum for your referral sources, breaking what you do down into 30-second or 60-second highly-focused sound bites that others in your BNI chapter or any other networking group can use to refer you to others.
Brought to you by Networking Now.
Continue reading “Episode 130: “Three Common Delusions About Referral Sources”” »
July 1st, 2009
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Synopsis
This is a follow-up to last week’s episode about asking for testimonials. There are three keys to using written testimonials successfully.
- Ask for written testimonials at every opportunity—but not too soon!
- Guide the content of your testimonials. The easier you make it for your client, the more likely you are to get what you need.
- 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.
Continue reading “Episode 111: “3 Keys to Using Written Testimonials”” »
June 24th, 2009
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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.
Continue reading “Episode 110: “Ask for Written Testimonials”” »
May 13th, 2009
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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.
Continue reading “Episode 104: “The Networking Trick to Increase Business”” »
April 8th, 2009
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Synopsis
Melinda Potcher adapted Dr. Misner’s Ten Commandments of Networking (discussed in Episode 32 and Episode 33 of this podcast) into the Ten Commandments of Business Networking.
- Thou Shalt Not Sell to Me.
- Thou Shalt Understand the Law of Reciprocity.
- Thou Shalt Not Abuse Our Relationship.
- Thou Shalt Not Be Late.
- Thou Shalt Be Specific.
- Thou Shalt Take Your Business Seriously.
- Thou Shalt Follow Up on Referrals.
- Thou Shalt Communicate.
- Thou Shalt Protect My Reputation.
- Thou Shalt Prepare for Success.
What do you think of this list? Would you change or add anything?
Read the post on Dr. Misner’s blog.
Brought to you by Networking Now. Special offer for podcast listeners: use coupon code “freesixmonths” when you sign up.
Continue reading “Episode 99: “The Ten Commandments of Business Networking”” »
April 1st, 2009
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Synopsis
Dr. Misner is joined today by BNI Executive Director and Referral Institute Master Trainer Paula Frazier. Paula shares tips from her article, “You Shouldn’t Have to Sell to Your Referral Sources!”
- First, build your network. Recognize that everyone you meet has the potential to be a valuable member of your network.
- Educate your network. Make sure everyone in your network knows your clear, repeatable, memorable message and when to share it.
- Motivate your network. Host an event with a purpose. Follow up. Show your appreciation. Help your referral partners achieve their goals.
- Activate your network—ask for something. You’ll know you’ve succeeded when they say yes.
Brought to you by Networking Now.
Continue reading “Episode 98: “Build, Educate, Motivate, & Activate”” »
March 18th, 2009
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Synopsis
This week Dr. Misner is at the iLearning Global Launch Conference in Las Vegas. (Listen to Episode 87 for more information on iLearning Global.)
People who are new to referral marketing may think there’s a limited supply of referrals, and this can make them desperation. Desperation is NOT referable. It’s true that you have to compete for business, but this is not the way to do it.
You earn referrals through creating relationships and providing outstanding and memorable customer service. But how do you build a structured, predictable referral system?
- Establish a close, mutual rewarding relationship with your referral partners.
- Determine how many and what kind of referrals you need each week to accomplish your financial sales goals.
- One by one, discuss your contacts and connections with your networking counterparts.
- Share your needs and your resources from an abundance mentality rather than a scarcity mentality.
Dr. Misner recommends reading Coaching Into Greatness by Kim George to help establish an abundance mentality.
Brought to you by Networking Now.
Continue reading “Episode 96: “Desperation is NOT Referable”” »
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