Ask Your Own Questions

Tip 29 - Ask Your Own Questions
from the book 29% Solution by Dr Ivan Misner and Michelle Donovan

Most of us have been taught as children that if someone does something nice for you, you should someday return the favour. The law of reciprocity guides our obligations and commitments to each other, because most of us don't like to feel obligated to others. This even has an impact on our conversations when we're networking. If you want someone to ask you specific questions, ask them the same question first.

Action Step
Before attending your next networking function, think about what you want other people to ask you. To get the most out of the law of reciprocity, take the initiative and ask those questions of each person you meet. If you do, you will accomplish several things: (1) you will find out whether this person is someone you want to know better, based on his preferred client and his personality; (2) you will offer support to him instead of selling to him, which will open more doors for the conversation; and (3) you will give yourself opportunities to network your business more effectively.

Quote - "Perhaps the world little notes no long remembers individual acts of kindness, but people do." - Author, Herm Albright

Your action for today is to remember someone who did something kind for you.

I good referral for me this week is to a Builder that is looking for more work in the Sydney Southwest are as I have chapter looking to refer them work.

Sponsor Select Events

Tip 27 - Sponsor Select Events
from the book 29% Solution by Dr Ivan Misner and Michelle Donovan

Imagine one day being in charge of putting on a huge event. Suddenly, someone from your network steps forward to offer you a substantial sponsorship because she heard through the grapevine that your event needed money. How would you feel about that person? You can create that same feeling toward yourself in someone else by offering that exact gift. In effect, you're making a tidy "deposit" in your relationship bank account.

Action Step
This week, think of the people in your network. Who is planning an event - a conference, an open house, a 10K fund-raiser - that could use your financial support? To strengthen your relationship with this individual, offer as much help from your business as you can provide.

Quote - "The best way to predict your future is to create it! " - Abraham Lincoln

Your action for today is to spend 15 minutes either writing or thinking about the future you want to create in a particular area of your life.

I good referral for me this week is a bookkeeper looking for more business as we have two chapters in need (Newcastle & Sydney Southwest areas) contact Glenn at marketing@bniteam.com.au

Join a Chamber of Commerce

Tip 26 - Join a Chamber of Commerce
(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)

Network in the right places!

Professional associations exist whose sole purpose is to support the members of a particular profession with opportunities for continuing education, networking, recognition, research, credentialing, publications, and other services. Your local chamber of commerce is another organisation to consider. It provides opportunities to give back to the community and capitalise on significant member benefits.

Action Step
We started off this week's strategy by advising you (with apologies to Andrew Carnegie) to diversify your eggs into more than one type of networking basket. Your task this week is to investigate your local chamber of commerce. Find out where the office is and request membership information. Ask for the names of members you can contact. Attend an event or two to see whether the membership is a good fit for you; for a small fee, you can probably visit a chamber mixer. Take your time, do your homework, and locate a chamber that will adequately meet your needs - and the needs of your business. Pick an active chamber that knows how to hold networking events and has strong membership. Membership is not free, but it's far less expensive than traditional advertising.

Quote - A person's worth in this world is estimated according to the value they put on themselves." - French Writer, Jean De La Bruyere

Your action for today is to identify what personality trait you value most about yourself.

Thanks to everyone who referred me as a speaker. I'm now speaking on
- 7th 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

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.

Join a Web-Based Networking Group

Tip 13 - Join a Web-Based Networking Group
From the book 29% Solution by Dr Ivan Misner & Michelle Donovan

The Internet is undeniably one of the fastest ways to exponentially increase your visibility to hundreds of thousands of people - for whatever purpose. Since online social networks are successful at bringing people together, why not consider using the same system to bring business professionals together to design & expand networks, form relationships, increase visibility & dramatically increase network diversity? Networking World is a terrific example of this and one you should consider strongly.

"Appreciative words are the most powerful force for good on earth." - Dr. George W. Crane
Your action for today is to write a thank you note to someone

Stop Being a Cave Dweller

Tip 12 - Stop Being a Cave Dweller
(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

A "cave-dweller" is defined as "someone who remains in one of several confined spaces for the duration of an entire business day, day after day." It limits your connections to a small, unchanging group of people. For someone who wants to grow and network a business, a closed network is a recipe for disaster. Stepping out of your cave could be the first step in moving in the direction of the 29% of effective networkers.

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

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

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

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

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.

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 & Television Producer, Hugh Downs
Your action for today is to focus on maintaining a happy attitude for the whole day.

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.

Profile Your Preferred Client

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

Tip 3 - Profile Your Preferred Client

This directs you towards the diverse people you need to meet and helps to mold & clarify your message - i.e. how you describe your business when introducing yourself to someone in a networking encounter. You can be more effective at networking your business when you're able to profile your preferred client to those listening to your message. When a listener identifies a match, there's a good chance you'll get a referral.

"Maybe if we did a better job of listening, history wouldn't repeat itself." - Unknown Author.

Your action for today is to actively listen to your spouse, friend or customer

Set Networking Goals

This time of year see's many people making New Years resolution for themselves - You know - Spend more time with their family, Lose a few pounds or just simply to Work less and I was no different. My New Years resolution this year - 'To have FUN & To work smarter - not harder'. For me that means not trying to reinvent the wheel, especially when I am fortunate to have so many fantastic people and resources in my life.

So whilst "That Referral Guy" will put together the newsletter, all the tips have come from the book 29% Solution by Dr Ivan Misner & Michelle Donovan

Tip 1 - Set Networking Goals

Each goal you create should be SMART: Specific, Measurable, Attainable, Relevant and Timed with a deadline.

S - Clearly defined with parameters
M - have some quantifiable way to measure progress
A - within reach
R - so you will be motivated to accomplish it
T - so you won't lose your focus and your desire.

"Being considerate of others will take you further in life than a college degree." - Author, Marian Wright Edelman

Your action for today is to focus on driving your vehicle in a very considerate manner.

Be Creative with your PROMOTIONS

If your in small business don't fall prey to the rapid discounting that the big businesses did last year. You can offer seasonal promotions that set your brand apart in a sustainable way, while supporting other local businesses and charitable organisations. For example, last year a men's clothing store in New York - Rothman's, offered its own version of "cash for clunkers" to get the attention of its readers. The promotion invited customers to turn in their old suits, which would be donated to charity, and the customer would get $100 toward a new suit. A similar concept can be used for many other businesses.

If you've got or have heard of another great promotion I would love for you to share it my blog.

For details on how you can attend the biggest NETWORKING EVENT EVER click the event.
Sydney event - Tuesday 10th November ONLY 15 days to go
N'cstle/Cent. Coast event - Thursday 12th November ONLY 17 days to go

"I would rather fail in an attempt to do something new and uncharted than safely succeed in a repeat of something I have done." - Writer, A.E. Hotchner

Your action for today is to do something new. For instance you can order a new dish at a restaurant you frequently visit, get a new style haircut or try a new approach with someone at work.

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.

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

BAD REFERRALS - What you must do and why!

Often I get asked, I received a referral that is not really a referral, what should I do? I think Ivan Misner put it best when he said "If you receive a bad referral and do nothing about it, you deserve all the bad referrals you receive"

So here are 5 things you can do to improve the quality of the referrals you receive

1. Be Tactful - when you receive a bad/poor referral arrange a get together, perhaps grab a coffee and explain that you appreciate them thinking of you (THIS IS CRITICAL), but that it is not exactly what you want. Then tell them EXACTLY what you DO want and ask, how you can help them with it.

2. Look in the mirror - review the content of your education. Make sure your call to action is clear and concise.

3. Meet with them on a regular basis - this is the one most effective way to ensure a good flow of quality business, do lunch and continue to educate one another on what is a referral - how to recognise it and then what to do or say.

4. Find business for your referral partners - This requires effort, and concentration on their needs and is particularly important when you begin a new referral partner relationship.

5. If you are unable to fill a referral, you should put the referred person in touch with someone who can help him or her!

One of the most valuable contributions you can make to a referral partner is to ask the question: "How Can I Help You". If you've ever received a bad/poor referral why not share how you went about fixing it by posting a comment below.

"I get up every morning determined both to change the world and to have one heck of a good time. Sometimes this makes planning the day difficult." - An Unknown Author

Your action for today is to do something that would qualify as having a heck of a good time.

WHY do you refer people?

In a recent article by Kirsty Dunphey she talked about her being surprised at the reason WHY her husband would recommend a particular tattoo artist.

Given her husband's tattoo free stance she was surprised that he would recommend anyone and was keen to find out what was so amazing about this artist's work. Turns out however that her husband wasn't referring him based on his work but on the fact that when a friend of his tried to enter the premises with shoes on he was told to leave and the floor was immediately mopped where he'd walked. The commitment to maintaining a sterile environment had impacted on the person getting the tattoo so much that he had then told it to who knows how many people and that story had impacted on her husband enough for him to pass on the artist's name. It's an unusual referral chain! Who'd have thought a tattoo artist would be getting referred because he was crazy about the clean? I certainly wouldn't have, but his passion for sterility made such an impact that it's become a little bit like urban legend and inspires confidence in respect to safety to those that hear about the story.

This weeks referral tip - Don't tell people what it is you do, give your referral partners success stories they can use when they find you referrals; why should they refer you over your competitors. If you don't know, ask your clients for help - ask them why they come and buy from you. The results may surprise you.

"You can't have a better tomorrow if you are thinking about yesterday all the time." - Inventor, Charles Kettering

Your action for today is to let go of any "should or could haves" and focus on what you will do instead

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.

Help You TEAM find you Referrals

If you want to get more referrals from people in your network, you have to be able to make it easy for them to find and give those referrals to you. They want to help you, but most will not step out of their comfort zone to make it happen,

Here are 5 things to help you start the process of making it easy;

1. What should they listen out for? When your around people you will hear them complaining or sharing some news. Each of these conversations is an opportunity to develop referrals. What complaint will people hear for you?

2. What visual clue? might we see that would lead us to recommend or refer you? Such as someone who's car has a dent in it and you are an auto body shop owner.

3. Your target market Are there things that I might see that would help me recognize someone as your target market? Example: A motor cycle or boat in a drive way for the insurance agent.

4. What kind of things might be happening that would lead me to believe that someone is in the market for your services? A child being born, and child going to college, or a new business that just opened?

5. Is there an activity that you clients often engage in? Such as running in mini-marathons, jogging, bike riding, working out, skiing, or any number of activities that would help me identify our clients?

The more you can paint a picture for your network members the easier it is going to be for them to help you. Unfortunately, this means that you have to give some thought to what and who you are looking for as clients. Anybody or everybody will not be as effective. Profile you clients and teach your network members how to spot the clues.

"LET ME SUGGEST THIS... Once a month, read one biography, company profile or case study about successful inventors and entrepreneurs. Take notes from the masters. Email me your list of three lessons learned from each and I'll use them in an upcoming article or blog!

The difference between perseverance and obstinacy is that one often comes from a strong will, and the other from a strong won't." - 19th Century Cleric, Henry Ward Beecher

Your action for today is to reflect on whether you have a tendency to be persevering or obstinate.