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Episode 188: “What Does My Referral Network Need to Know to Pass Me Business?”

January 19th, 2011

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Synopsis

Mike Macedonio joins Dr. Misner again this week to pick up where Episode 187 left off. So, what does your network need to know?

Referral marketing strategies. Invite a new BNI member to Member Success Program Training and go through it with them.
Who to refer to you. Make it easy for them to identify good prospects.
How to refer to you. Give them qualifying questions to ask, or a testimonial to share. Let them know your preferred next step.
Why they should refer you. Your number one responsibility is to make the referrer look good.

It’s important to get all four of these elements in place in order to generate a steady flow of referrals.

Find out more about Mike’s work at the Referral Institute, which has a strategic alliance with BNI.

Brought to you by Networking Now.

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Published In: Referrals
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Episode 187: “The Three Core Competencies to Referral Success”

January 12th, 2011

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Synopsis

Mike Macedonio of the Referral Institute joins Dr. Misner to show us some genuinely effective techniques for referral marketing. (As co-author with Dr. Misner of Truth or Delusion, Mike has learned to separate the wheat from the chaff.) Here are three core competencies:

Get the right education. Learn from the experts.
Stay immersed with the information. Apply what you know.
Educate your referral network. That’s what BNI’s Leadership Team training is for. (Hint—you don’t have to be on the Leadership Team to take this training.)

If you want to know more about the Referral Institute, you can visit their website or contact Mike at mikem [at] referralinstitute [dot] com.

Brought to you by Networking Now.

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Published In: Referrals | Special Guests
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Episode 153: “The Greatest Weakness of Networking”

May 5th, 2010

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Synopsis

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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Published In: Networking
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Episode 116: “Full Participation in BNI”

August 5th, 2009

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Synopsis

In week two of BNI Fundamentals, Dr. Misner addresses “Full Participation in BNI.” (Remember, Education Coordinators can download all this material in advance from BNI.com.)

Be there every week. Out of sight, out of mind. And if you show up late for BNI, we assume you’ll show up late with clients.
Participate in the networking time that starts each meeting. Don’t sit down until the president calls the meeting to order. Pay special attention to visit.
Participate 100% in the meeting. Treat whoever is speaking as if they were the biggest client you could possibly land.
Attend the BNI trainings and embrace a culture of learning.

All four of these practices demonstrate the Givers Gain mentality. The more you put into BNI, the more you’ll get out of it.

Brought to you by Networking Now.

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Published In: BNI Fundamentals | Getting The Most From BNI
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Episode 98: “Build, Educate, Motivate, & Activate”

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.

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Published In: Networking | Referrals | Special Guests
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