July 28th, 2010
Podcast: Play in new window
| Download
Synopsis
This week Brian Buffini joins Dr. Misner to discuss creating a proactive system for referrals. You need a systematic approach to cultivate referrals on a daily basis. The essence of it is:
- Build relationships
- Provide value
- Remind the people in your database that you’re looking for referrals
This requires sorting your database by your most valuable customers and who is most likely to refer you. Then you take a three-step approach to dealing with those people, and set aside time for it every day.
- Contact
- Care
- Community
For more information about Brian Buffini’s trainings, go to the Buffini and Company website. You’ll find live seminars and coaching and mentoring programs. Dr. Misner endorses this system wholeheartedly, and Priscilla is an active client.
Brought to you by Networking Now.
View the entire transcript of this episode
May 26th, 2010
Podcast: Play in new window
| Download
Synopsis
Make sure you listen to Part 1 of this topic.
This week Dr. Misner addresses the next five levels of referrals, starting with number six. Each level is more desirable than the last.
- Your referral source makes a personal phone call on your behalf.
- Your referral source arranges a meeting between you and the prospect.
- Your referral source introduces you to the prospect in person.
- Your referral source assesses the need and interest of the prospect.
- A closed deal: your referral source makes the sale for you.
Your best source of referrals is your power partner, because that person comes into contact with prospective clients and customers all the time.
Brought to you by Ask Ivan Misner.
View the entire transcript of this episode
May 19th, 2010
Podcast: Play in new window
| Download
Synopsis
All referrals are not created equal. They very in quality depending on how much effort your referral source has invested in preparing them. This week we’ll talk about the first 5 levels, starting with the lowest levels first.
- Name and contact info only.
- Source gives prospect your literature and company information.
- Prospect is expecting your call.
- Source has given prospect a testimonial or letter of recommendation.
- Source writes a letter (or e-mail) of introduction and promotion.
Brought to you by Networking Now.
View the entire transcript of this episode
March 31st, 2010
Podcast: Play in new window
| Download
Synopsis
Dr. Misner posted his story about premature solicitation on some of his favorite social networks. Most people expressed their horror and sympathy, but one person actually wrote,
“I don’t happen to believe that you need a relationship with the person you are asking first. What you must have is a compelling story or product or service that would genuinely benefit the referral. The fact that you had not cultivated a relationship with the person has become irrelevant, because more importantly, you’d been in a position to help your contact benefit from the introduction. If it’s of genuine benefit to the person being referred, I don’t see the problem. It’s about the benefit of what’s being referred rather than the relationship with the person that’s asking for the referral. Who am I to deny my contacts something good?”
Everybody thinks they have a good product. How do you know whether you’re denying your contacts something good if you don’t know anything about this person or their product?
Some people don’t get it even when you explain it to them.
Brought to you by Ask Ivan Misner.
View the entire transcript of this episode
March 10th, 2010
Podcast: Play in new window
| Download
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.
View the entire transcript of this episode
February 10th, 2010
Podcast: Play in new window
| Download
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.
View the entire transcript of this episode
December 16th, 2009
Podcast: Play in new window
| Download
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.
View the entire transcript of this episode
November 11th, 2009
Podcast: Play in new window
| Download
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.
View the entire transcript of this episode
July 1st, 2009
Podcast: Play in new window
| 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.
- 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.
View the entire transcript of this episode
June 24th, 2009
Podcast: Play in new window
| 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.
View the entire transcript of this episode
Networking Like a Pro
BNI Networking Secrets CD Collection
29% Solution
Masters of Sales
Truth or Delusion? – Audio CD
Masters of Success
The World's Best Known Marketing Secret
Truth or Delusion?
Masters of Networking
It’s in the Cards
Business By Referral
Recent Comments