June 30th, 2010
Podcast: Play in new window
| Download
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.
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
January 27th, 2010
Podcast: Play in new window
| Download
Synopsis
This week, Dr. Misner wants to address characteristics 2-5 of master networkers:
- Positive Attitude—makes people want to cooperate with you.
- Enthusiasm and Motivation—Ignorance on fire is better than knowledge on ice.
- Trustworthiness—Making a referral puts your reputation on the line.
- Good Listening Skills—The better you listen, the faster you can establish a good relationship.
Recommended reading: The Speed of Trust by Stephen M. R. Covey.
Share these traits of a master networker with your chapter so you can develop these skills as a team.
Brought to you by Networking Now.
View the entire transcript of this episode
January 20th, 2010
Podcast: Play in new window
| Download
Synopsis
BNI conducted a survey for the book Masters of Networking that asked business professionals what the most important traits of a master networker were. The most important trait was following up on referrals. Not giving them, following up on them.
See Week 20 in The 29% Solution, “Follow Up Today,” for a networking follow-up report card.
Remember, the best system for following up is the one you’re going to use.
There are many kinds of follow-up. You should follow up when you meet a person, not just when you get a referral. Following up is part of building a relationship, not just closing a deal.
Leave us a comment to tell us about your experiences with following up.
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