June 30th, 2010
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Synopsis
Here are some tips for networking with strangers—at a chamber mixer, or with visitors at BNI meetings. They come from Alice Ostrower’s article in Masters of Networking.
- Get the person’s attention by showing interest. Ask questions.
- Add interest. Respond to the answer, but don’t move the conversation to you.
- Involve. Use the “Feel/felt/found” formula.
- Tie it all together by connecting one person’s needs or goals with the resources, needs, or goals of another person.
If you do those four things, you’re going to make visitors feel welcome. You can also use these techniques in a one-to-one with another BNI member.
Brought to you by Networking Now.
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June 23rd, 2010
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Synopsis
Today’s special guests are BNI Director Deanna Tucci-Schmitt from BNI Western PA and Brian Smith of Foulk’s Flooring America from the BNI Eagles chapter.
The carpet cleaner in Brian’s chapter suggested to a mutual customer that she visit Brian’s company to replace her carpet, but she expressed dissatisfaction with their previous work. Brian contacted the customer to find out what the problems were and fix them, and repair the relationship.
Without knowing about the problem, Brian would have lost this client’s business. His fellow BNI member did him a real service by coming to him with the client’s concerns. Clear, open, honest, direct communication can really help solve problems.
If you can address problems in your chapter the way Brian has here, you’ll have a stronger chapter.
Brought to you by Ask Ivan Misner.
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June 16th, 2010
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Synopsis
Before you start your word-of-mouth marketing campaign, you should have these things on hand to help you, both in print and digitally.
- Testimonial letters from satisfied clients
- Photos of yourself and your facilities and/or products
- Photos of your key customers or their logos
- Photos of awards you’ve won
- Articles that you’ve been mentioned in
- Articles that you’ve published
- Faxable one-sheet about your business
- Audio or video that’s downloadable, or on YouTube
- New product announcements & press releases
- Display ads
- Ads you’re running, or specials
- List of memberships and affiliations
- Product catalogs
- Q & A sheets
- Logos, trademarks, servicemarks
- Newsletters
- Mission statement
- Survey results
- Articles on trends affecting your target market
- Posters or banners for trade shows
Be sure to store the printed materials in easily accessible bins.
Get the whole checklist at Dr. Misner’s Networking Now blog at Entrepreneur.com.
Brought to you by Ask Ivan Misner.
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June 9th, 2010
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Synopsis
This week Dr. Misner provides three essential questions to ask yourself in order to develop a networking strategy and decide which networking events to attend.
- Who are my best prospects? Are they businesses or consumers? What industries are they in?
- Where can I meet my best prospects? Corporate representatives are more likely to be in service organizations or on non-profit boards than in chambers of commerce.
- Whom exactly do I want to meet? The more specific you can be, the better.
Go to your BNI meetings and ask your fellow BNI members these questions.
Brought to you by Networking Now.
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June 2nd, 2010
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In this episode, Dr. Misner is joined by BNI director Asa Davis, who shares his experience using the Fast Track program with the BNI Leading Edge chapter in Michigan.
BNI Leading Edge was already a successful chapter, but still wanted to try Fast Track. In the first 3 months, their referral numbers went down by 15%, but close of business went up almost 100%.
These results demonstrate the value of the culture of learning in BNI. Fast Track is not a replacement for training, but a supplement. After Fast Track, many of the members of BNI Leading Edge went back through Member Success Training for a second time. Leading Edge is now the number one chapter in all of Michigan.
Brought to you by Networking Now.
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May 26th, 2010
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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.
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May 19th, 2010
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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.
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May 12th, 2010
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Synopsis
This year BNI celebrates its 25th anniversary. In 25 years, the organization has gone from a spare room in Ivan’s house to a multi-national with more than 1000 employees worldwide. Last year BNI members passed 6.2 million referrals and generated $2.6 billion in business.
BNI’s first employee and four of the original founding members are still with the organization.
BNI is now working on the single largest project in its history: BNI Connect, which not only integrates an online social network with the in-person networking, but connects chapters around the world to each other. Watch for the catchphrase “Local Business, Global Network,” which BNI has trademarked.
We believe BNI is the world’s largest business networking organization because we spend so much time on education and training. Take advantage of it.
Exercises:
- Check in with your chapter and see who’s been there longest. Find out about the history of your group.
- Keep an eye on SuccessNet for further developments with BNI Connect.
- Read Givers Gain if you haven’t already.
Brought to you by Ask Ivan Misner.
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May 5th, 2010
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This week Dr. Misner joins us from BNI’s German-speaking conference in Switzerland to talk about a Referral Institute-sponsored study.
In response to the first question, “Has networking played a role in your success?”
- 91.4% of respondents said yes.
- 6.0% said no.
- 2.7% said the question was not applicable.
In response to the second question, “What do you feel is your greatest weakness in networking?”
- 27.6% said “Being unable to turn relationships into business opportunities”
- 22.6% said “Using a follow-up system.”
- 22.0% said “Approaching someone for the first time.”
- 11.8% said “Knowing how to gracefully close a conversation.”
- 8.7% said “Other”
- 7.3% said “Continuing a conversation after a few minutes.”
For those whose weakness is follow-up, Dr. Misner recommends Relate2Profit, which uses the BNI V(isibility) C(redibility) P(rofitability) process. BNI members can use the discount code ASK-IVAN to get 50% off for life.
Brought to you by Networking Now.
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April 28th, 2010
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Synopsis
Note: you can search the podcast website for topics you’re interested in—that’s how Dr. Misner discovered that he hadn’t covered this topic before.
About 20 years ago, Dr. Misner met a commercial light bulb salesman who wanted to join BNI. He was a little concerned that a person in such a unique profession might not do well, but the prospective member had no doubts.
First, he wanted people he could refer his clients to, because that would strengthen his relationship with them.
Second, he knew he was the kind of networker who could get business anywhere.
He was right. During his first year in BNI, 40% of the sales he got came from referrals from his BNI chapter.
Success in BNI doesn’t depend on the profession, but on the person. If you’re willing to give and help and learn, you’ll succeed in BNI.
Brought to you by Ask Ivan Misner.
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