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

Follow Up

Tip 20 - Follow Up
(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)

Follow-up is the lifeblood of effective networking. When your #1 objective is to cultivate strong relationships with other business professionals and build social capital, you must demonstrate your commitment by following up on every promise, contact and opportunity to help your networking partner. Your ability to follow up is critical towards building credibility and networking your business.

"It's better to light a candle than to curse the darkness." - Chinese Proverb

Your action for today is to turn one of your complaints into an action item.

Thanks, everyone who referred me as a speaker, I am now appearing
- 9th June - Kurri Kurri Chamber of Commerce
- 9th July - Lake Macquarie Council

Talk to Your Family

Tip 11 - Talk to Your Family

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

They understand the core of who we are & what life dealt us to create who we are today. They support our endeavors & celebrate our success. They're often our biggest fans. So why don't we leverage our biggest fans to help network our business? Help your family members with the resources in your network: it not only makes you feel good, but helps to establish you as the "go-to" person in the family whenever there's a need.

"There aren't any rules to success that will work unless you do." - Unknown

Your action for today is to put in a little extra effort in an area where you would like to enjoy more success.

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

Negative Feedback - Do you REACT or Listen & Process

Last week I received the worst negative feedback I have not only ever received but ever read. Can I say this - anyone can unsubscribe from my newsletter any time they wish - choice is wonderful and I am OK with your decisions.

My reaction to the email made me wonder - How do we or should we process feedback. My first reaction caused me upset and I was going to react with a response that I am positive I would have regretted later but then I thought about it. This person did me a huge favor, you see many people don't see my vision the way I do "To passionately inspire people to get 100% of their business thru BNI" and I am OK with that. What I realised was that someone elses negative feedback shouldn't take away my focus on the goals that are important to me. I will take onboard the feedback and give it the time it desrves, but I am choosing not to REACT to the whim's of others, just to listen, process and stay on target. How are you goals going? Are you on target or do you let other people throw you curve balls and REACT away from your prize?

I am currently organising an event (see below) that applies all the BNI principle into one FANTASTIC event where participating attendee's can create business on the spot. I hope to see you there as this event is open to everyone looking for extra business.

For details on how you can attend the biggest NETWORKING EVENT EVER click the event.
Sydney event - Tuesday 10th November ONLY 31 days to go
N'cstle/Cent. Coast event - Thursday 12th November ONLY 33 days to go

"I have never let my schooling interfere with my education."Writer, Mark Twain

Your action for today is to try something new and see what you learn from it.

Are you a PLAYER or a POSER

This weeks "Networking Tip" is brought to you by my good friend Tony Bourke, who has just co-authored his first book with such greats as Brian Tracey, Dr Anne Curtis, Dr Wayne Dyer, Liz Vassey, Ernie Hudson, Bill Harris, Zachary Levi and many more. Called "In Service" its a collection of stories of people found their own passion and aided others in the process - very inspirational. If you are looking for inspiration do yourself a favor and get a copy. Tony is donating some of the proceeds to the Cancer Council, now that is a "Givers Gain" attitude. Click here for more details.

After reading Tony's book, it got me thinking. There are a lot of people who say they are going to do more (for someone or some kind of cause) but some how something gets in their way and they never get a round to it. If it continues people begin to see a pattern and they stop relying on you. Then there are those like Tony that say they do something, commit to doing it and then take action. These are the types of people (PLAYERS) you can reply on and when times are tough the very same people are the ones you turn to when you want something done or to buy or people you refer. Action builds trust, and trust is something you want in a referral partner.

A POSER is someone who says they do something for someone but really they are saying it for themselves - they never actually do anything. No one wants to partner with a gunna (gunna do this, gunna do that, they simply don't have the time these days.

So, who do you have on your team, if you have POSER, give feedback and move on. Begin to look out for PLAYERS and when you find them the quickest way to build a realtionship with them to ask "How can I help you" - then do it. Livbe a life like Tony "In Service"

"If I spent as much time doing the things I worry about getting done as I do worrying about doing them, I wouldn't have anything to worry about."TV Show Writer, Beryl Pfizer

Your action for today is to take one of the things you are currently worried about and turn it into an action item.

7 Factors that influence confidence so people REFER YOU!

Recently a business person who attended one of my "Referral Pipeline" courses asked, what's the quickest way to have people build confidence with me, so that they refer me business, and what is the best group to join to do that. Well, I think most of you know my answer, BNI of course, but what amazed me was what she said next, "OK, but which chapter is the best one to join". I told her that great relationships need time to build and that trust needs to be earnt. It is not a matter of which group to join but rather where and how much you can put into building those relationship.

This person seem to think that because her existing referral group wasn't referring her, that things would get better if she just changed groups. The answer is simple, Relationships are not greener on the other side, they are greener where they get watered. What are YOU doing to build your relationships. If you nuture and build them, the trust will grow on they will refer you like crazy. Next week I will share 7 factors that influence confidence so that people refer you MORE, FASTER and BETTER clients - stay tuned.

"You've got to stand for something, or you'll fall for anything!" Country Western Artist, Aaron Tippin

Your action for today is to reflect on one of your core values and reaffirm why it matters so much to you.

When Good customer service is NOT enough

If you think good customer service is enough these days, think again. Customers expect good service and if they don't get it they tell every man and his dog. Good service should be a given now days, customers need good service but when they get GREAT, FANTASTIC, AMAZING customer service, people begin talking as well as referring.

I received AMAZING service from Julie at Olympus Australia (Camera) this week and it made me think, who do I know that could help my contacts understand how to give GREAT, FANTASTIC, AMAZING customer service to their clients. Let me introduce Nathan Williams a (Customer Care Specialist) who has put together his 5 best customer relationship tips.

Bullet Proof your Business by Nathan Williams

As your competitors pick up the phone and call your clients in an effort to win new business, your customer retention may well be affected. If you're not talking to your customers, then someone else will be. Here are 5 customer relationship tips to think about.

1. Maximise the effectiveness of your sales and marketing budget?
Most businesses focus on new business, yet it's up to nine times more profitable to sell more to an existing customer, than to try and acquire a new customer. Repeat customers also spend up to 33% more than new customers. Ensure that you have a customer retention strategy in place that helps you to maximise business from existing clients, and leads to more business being referred.

2. Why are you missing out on business, and why are some of your clients now inactive or not referring you business.
Only 4% of people will, on average, tell you the truth about what they think of your business. This is why it's referred to as the 'Customer Complaint Iceberg.' Worse still, for every negative experience (which you'll rarely hear about), a customer may tell five people, who in turn tell another eleven people. Unless you can find a way to proactively get the truth from your prospects and clients, you are operating with a blindfold on.

3. Can you prove how good your service is?
Customers become more discerning in a downturn and will look for quality. Any mechanism that demonstrates how good your service is (as opposed to you just talking it up or testimonials which everyone has), will help separate you from the herd. You need a compelling reason for customers to use you - this is a major benefit of using an independent expert.

4. Why is communicating with your customers important!
What customers say about you (and not what's in your brochures) is your brand. This knowledge uncovers the true essence of your business and can give you some great ideas for what to focus on, what to discard and what to develop as businesses and consumers re - evaluate what's important.5. Should you stay close to your customers and get positioned for the next boom Now is the perfect time to stay close to your database so you can profit when the economy improves - this is the time to focus on client retention. This in turn will lead to new business, because not all businesses look after their existing clients well.

This article was written by Nathan Williams. If you have any questions feel free to contact him on 0410 471 200 or at nwilliams@customercaregroup.com

Networking is a VERB not a NOUN

A verb, as described, by my primary school teacher, is an action word. A noun is an object or thing. That means that in order to network you must take action ... do stuff ... not just show up at things and be seen. If you go to a chamber meeting and just "be there" then you are a noun ... you are just an object. Do yourself and everyone else a favour and go home, stop waisting your money and the other members time. If you go and actually participate and make things happen ... you are now taking action ... you're a verb.

You are not going to find any form of marketing more important and probably more effective than word-of-mouth marketing (WOMM), in the next 12 to 24 months. That means that no matter what type of marketing campaigns you are doing they will be 5 to 10 times more effective if you are supplementing them with strategic WOMM and networking.

If you are a BNI Member you have an advantage over every other business out here, especially your competitors (unless, of course, they are also members of BNI). You have a group of like-minded people who believe in the development of relationship marketing and sales and practice the Givers Gain philosophy. Your networking is multiplied by the amount of members in your chapter. There is no recesssion for you ... so go take action ... go BE A VERB!

"Whenever you are asked if you can do a job, tell em, 'Certainly I can' - and get busy and find out how to do it." - Theodore Roosevelt

Your action for today is to volunteer for a job or project.

Building your Contacts by Recconecting with old friends

Yesterday I received an e-mail from someone I went to school with, so I researched his name on the Internet and found a firm owned by someone of the same last name. I clicked on 'HISTORY OF THE FIRM' and his name was listed so I emailed him and it was the same guy I sat next to for English studies for 3 years! It turns out that he is the person in control of all the safety aspects of one of the largest building firms for Sydneyland and we are now reconnected.

There are many ways to reconnect with people from your past. www.batchmates.com,
www.myspace.com, www.facebook.com, www.twitter.com, www.linkedin.com. I registered for linkedin about 2 years ago and now have over 2.3 million people that I'm connected with from my original 239 contacts. Why is this important. Well, when I click on ADVANCED SEARCH, I can type in 'Skiing' OR 'Newington College' OR 'Hang Gliding' and get a list of everyone connected to me that has ties to that subject. What a great way of starting a relationship and building a dialogue. What a great way to reconnect with someone from you past!

If you live in a remote area or if you are busy and have a hard time getting out of the house or office, this is a perfect way to expand your network and build new relationships. Sign up, invite a few people and then do some 'Advanced Searches' on topics, jobs, schools, etc and see who comes up!

"The kindness we resolve to show tomorrow cures no headache today." - Unknown Author

Your action for today is to go out of your way to show some kindness to someone.

Just Do It!

If you want people to refer you business then you need to have them TRUST you!

Have you ever heard the saying "I am sorry I can't hear you because what you do thunders above you". This quote illustrates that people will make evaluations about you, based and what you do rather than what you say your going to do. No one likes a gunna!

The answer to building profitable relationships is really very simple, DO what you say your going to do EVERY TIME. Nike puts this even simpler "Just do it"

"Great minds discuss ideas, average minds discuss events, small minds discuss people." - U.S. Navy Admiral, Hyman Rickover

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