Seek Out a Referral Networking Group

Tip 25 - Seek Out a Referral Networking Group
from the book 29% Solution by Dr Ivan Misner and Michelle Donovan

Joining a referral networking group is like getting a free sales force. Business Network International's purpose is to enable professionals to develop lasting relationships that lead to future business. The motto for this organisation is "Givers Gain" - which tells you that in order to succeed at networking, you have to help others succeed.

Your task this week is to visit www.BNI.com.au to explore the opportunities provided by BNI groups near you. Search for your city, and make an appointment to visit a chapter close by. Experience a networking forum that has purpose and is results oriented. Why settle for anything less than the best, most productive business networking organisation in the world?

"Tomorrow is often the busiest day of the year." - Spanish Proverb

Your action for today is to do something you have been procrastinating

Make First Impressions Count

Tip 24 - Make First Impressions Count
(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)

People who meet you for the first time are judging you, whether you want them to or not. When you're meeting people for the first time, radiate confidence, demonstrate integrity, and begin to earn their trust. This will demonstrate your professionalism & enhance your chances of being welcomed into their network. Focusing on helping the other person helps ensure that you make a positive & powerful first impression.

"Silence is one of the great arts of conversation." - Philanthropist, Hanna More

Your action for today is to give someone your undivided attention during a conversation.

Thanks, everyone who referred me as a speaker, I'm now speaking on
- 28th June - Coach & Connect (ACT)
- 9th July - Lake Macquarie Council

Have Purposeful Meal Meetings

Tip 23 - Have Purposeful Meal Meetings
(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)

The networking purpose for this meal meeting might be to further develop the relationship, to help a colleague solve a problem, to learn how to refer someone in your network, to introduce your colleague to someone significant, or to teach someone how to talk about your business to his own network members. These meetings are strategic and results oriented. They provide high value for your invested time.

"Generosity with strings is not generosity-- it is a deal." -American Writer and Critic, Marya Mannes

Your action for today is to make an anonymous donation

Find an Accountability Partner

Tip 17 - Find an Accountability Partner
(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)

Being held accountable for our actions, performance, and commitments tend to heighten our awareness of what we have promised to do. The urge to comply compels us to perform at a higher level. So why not find an accountability partner for networking your business? Having someone looking over your shoulder, waiting to hear of your progress makes you inclined to focus on the task at hand.

"Courage is what it takes to stand up and speak; courage is also what it takes to sit down and listen." - Winston Churchill

Your action for today is to make a communication that you are uncomfortable in making.

Thanks, everyone who referred me as a speaker, I am now appearing
- 17th May - Lake Macquarie Business Club - see website
- TBA - Toronto Business Chamber - see website

Be a Value-Added Friend

Tip 15 - Be a Value-Added Friend
borrowed (& modified) from Scott Ginsberg author of The Power of Approachability

When you help someone meet a goal, you instantly become a "value-added" friend - an asset to this individual's life & business. You demonstrate you're in the relationship not just for what you can get out of it, but also for what you can invest on their behalf. The wise farmer knows that before he can expect a bountiful harvest, he must invest care and energy in planting and cultivating his crop. Here, you too are farming.

"Success is the sum of small efforts, repeated day in and day out."
Best Selling Author, Robert Collier

Your action for today is to make a commitment to write a thank you note per day for the next week.

Thanks, everyone who referred me as a speaker, I am now appearing
- 29th April - Newcastle Hunter Junior Chamber - see website
- 17th May - Lake Macquarie Business Club - see website
- TBA - Toronto Business Chamber - see website

Tips to Become Magnetic

Tip 14 - Tips to Become Magnetic*
borrowed (& modified) from Scott Ginsberg author of The Power of Approachability

1. Be Ready to Engage,
2. Focus on Common Points of Interest,
3. Give Flavored Answers,
4. Don't Cross Your Arms at Networking Events,
5. Give options for Communication,
6. Always Have Business Cards,
7. Conquer Your Fear (the #1 reason people don't start conversations!),
8. Wear Your Name Tag.

"Argue for your limitations and sure enough they're yours." - Author, Richard Bach

Your action for today is to see if you there is a limitation you think you have and question its basis.

Good referral for me would be a Chamber of Commerce looking for a speaker to help their membership growth and improve retention.

Reconnect with People from the Past

Tip 10 - Reconnect with People from the Past

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

It's time they knew more about what's going on in your business, because you never know who they might know and how they might be able to help you. But there's a key point to remember: always offer them something in return for their help. One-sided relationships don't last long. The more people you tell about what's going on in your business, the more positive buzz it'll create on you behalf!

"Our lives improve only when we take chances - and the first and most difficult risk we can take is to be honest with ourselves." - Editor, Walter Anderson

Your action for today is to think about one positive thing you can do about something that is not working in your life.

Meet the RIGHT People

Tip 9 - Meet the RIGHT People

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

Effective networking is not simply about meeting a lot of people; it's about knowing the difference between a "contact" and a "connection". How well you know them and how well they know you is what really counts in building a powerful network. So, who are the right people to meet? Consider two types of individuals: those serving your preferred clients and those who have the potential to help you meet your business goals.

"A kind heart is a fountain of gladness, making everything in its vicinity freshen into smiles." - Author, Washington Irving

Your action for today is to be kind to a stranger and notice how it makes you feel.

Good referral for me this month would be an organisation that is looking for a motivational speaker on "How to build a pipeline of referrals for your business"

Diversify Your Contacts

Tip 8 - Diversify Your Contacts

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

The concept in this strategy is to step outside your comfort zone to meet people who are different from you. If you limit yourself to one circle of friends & colleagues, your business's exposure will be finite-limited to that same circle of associates and the people they know. The more diverse the network, the more likely it'll include overlapping connectors that link people together in ways you never would've imagined.

"Try not to become a man of success but rather try to become a man of value." - Albert Einstein

Your action for today is to contact one of your clients or customers regarding something unrelated to your product or service that would add value to their lives.

Create a Network Relationship Database

Tip 6 - Create a Network Relationship Database

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

You need a way to maintain contact information on your clients, prospects, vendors, word-of-mouth marketing team members, & anyone else whose path you hope to cross again - especially those most likely to be able to refer you business. High-tech? No tech? Whatever works. Record every word-of-mouth referral you receive from your network...who gave it to you, how it developed & whether it led to further business.

When patterns are broken, new worlds emerge." - Author and Musician, Tuli Kupferberg

Your action for today is to identify a pattern that is not working for you and make a commitment to change it.

Master the Top 10 Traits of a Master Networker

Tip 7 - Master the Top 10 Traits of a Master Networker

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

1. Timely follow-up on referrals,

2. Positive attitude,

3. Enthusiasm/motivation,

4. Trustworthiness,

5. Good listening skills,

6. Commitment to networking 24/7,

7. Gratitude,

8. Helpfulness,

9. Sincerity,

10. Dedicated to working one's network

"A happy person is not a person in a certain set of circumstances, but rather a person with a certain set of attitudes." - Broadcaster and Television Producer, Hugh Downs

Your action for today is to focus on maintaining a happy attitude for the whole day.

Recruit Your Word-Of-Mouth Marketing Team

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

Tip 4 - Recruit Your Word-Of-Mouth Marketing Team

These people
1. Know you very well,
2. Really like you,
3. Trust you.
They are influential people whose recommendations and testimonials carry great weight with your preferred clients and are willing to establish a reciprocal referral relationship with you. They help create buzz in the community because they believe in what you do..

Things turn out best for the people who make the best of the way things turn out." - Radio and TV Personality, Art Linkletter

Your action for today is to take a challenge or setback you are currently experiencing and turn it into a learning opportunity.

Who should you share information with?

This week, I want to share with you a very special and easy tip that has made the MOST impact to my NETWORKING when it comes to growing business relationships.

Next time your reading an interesting article, receive an informative newsletter or see something on line that grabs your attention - ask yourself these questions

- Who can I share this information with?
- Who do I know that would benefit or find the article valuable?
- Who's target market is this aim at?

My business coach Tim Callcott has been doing this for as long as I have known him, no wonder we have grown a strong relationship.

You see, not only are you sharing relevant information with them, you are also letting that person know that you are thinking of them and their business. This is where real relationship are formed - when you know how much they care about your success.

Think You Know Your Business - Click Here

"Ability is what you're capable of, motivation determines what you do, attitude determines how well you do it." - Football Coach, Lou Holtz

Your action for today is to bring the best attitude to your activities today regardless of how you feel.

Do you have Contacts or Connections? Part 2

Continuing from last week, Do you have Contacts or Connections? I would like to offer the following tangible ways to deepen the strengths of your network:

Build quality relationships: Take the time necessary to deepen the relationships between you and your referral sources. I know we are all pressed for time; but in order to deepen your networking relationships, you must make the time to go beyond the normal business interactions with those from whom you want to be able to ask for support in the future. Invite them to appropriate social functions, backyard barbecues, and sporting events. Get to know these key people outside of the business environment whenever possible. The more of a friendship you can count between you, the more expectations you can both have from each other's networking efforts.

Think about where to network that can build deep roots: There are the tried and true places to network, such as referral groups, networking mixers, social events, and online networks. Remember however, it is not enough to just show up; you must establish credibility with people before you can expect them to help you in some way. When someone tries to hurry the process they tend to hurt relationships not build their business.

Change your focus from "what's in it for me?" to "what can I offer you?": This is perhaps the most powerful technique for deepening AND widening your networks. When building a deep network, do the things you can to bring business and contacts to your networking partners. Share pertinent information with them; invite them to business meetings that will position them favorably with others they need to get to know. Keep in mind that you want to get to the point where your networking partners know you always have something to give them. In short, do what it takes to "earn" the help you might need to ask for down the road. Powerful networkers live by the philosophy of "Givers Gain."

When deepening your network, you want to focus on giving to your referral sources. It's that tried and true analogy of farming versus hunting when building a business through word of mouth. Give your time, give your knowledge, and give what your referral sources need to succeed. As you develop stronger networking skills, it's better to put on the farmer's overalls and cultivate the connections you need to be able to call in support for programs and products you want to promote.

We all know that the best time to plant an oak tree was 25 years ago however, the next best time is right now! It's never too late to change your focus and develop business relationships with very deep roots, as well as far-reaching breadth.

Written by Glenn Kirkwood & Dr Ivan Misner

The greatest definition for concentration I ever heard is, "Wherever you are, be there! - Jim Rohn

Do you have Contacts or Connections?

Recently, someone I barely knew contacted me and asked if I would promote his business service within my networking organisation. This person is a business associate, but definitely not someone I know very well. That request made me think about how many people assume that if they have met you, they can ask for something that only a close associate would be willing to do.

Good Networkers know that having a good contact doesn't necessarily make someone a good connection. One of the most important things I've learnt is that it is not "what you know," OR, "who you know," it is "how well you know them" that really counts in building a powerful personal network. This means that your network must not only be "broad," it must also be "deep." Most people focus on the broad aspect more than the deep aspect. When developing a reliable and effective network, it is very important to keep depth in mind as much as breadth! What do I mean by this? When you need to rely on others to help you out (promote your program to their client base or cross market your products), it is critical that you have done the work of strengthening your connections well in advance of your need.

When you are considering asking someone in your personal network for a favor, ask yourself if they are a "contact" or a "connection." A contact is someone you know, but with whom you haven't fully established a strong relationship and a connection is someone who knows you and trusts you because you have taken the time to establish credibility with them. Unrealistic expectations of your network come from trying to "use" your network for support that your contacts might not feel you deserve or feel they have no obligation to provide. You really do have to earn the loyalty and engagement of your referral sources. Next week I will offer some tangible ways to deepen the roots of your network.

Written by Glenn Kirkwood & Dr Ivan Misner

If you don't like where you are, change it! Your not a tree. - Jim Rohn