solutions

Focus on solutions, not problems.

What was the last problem you faced?

  • An employee issue
  • A difficult client
  • Financial hurdles
  • Competition from another business
  • Time management concerns
All too often, when facing a problem, the first thing we tend to do is focus on the negative situation. We continue to repeat our patterns, doing the same things that do not work, until we dwell in a feeling of negativity. Many people let their minds wander toward the negative, which then prompts them to focus on more problems instead of searching for ways to resolve the situation and grow from it. You must begin to start focusing on ways to actually resolve the situation by focusing on solutions. Do not just react, take the time to fully analyze the problem then make a list of possible solutions.
  • Identify the problem(s)
  • Identify what you did before in a similar problem
    Brainstorm possible solutions.
  • Change what doesn’t work
  • Find and use resources
  • Decide which solution is best
  • Put that solution into play
  • Build on each successive step
  • Try to do more of what works
  • Use an alternative solution if not achieving the required results
Regardless of how bad your problem may be, the solution is there if you think long and hard enough. Not every solution will work for this problem. However, when we start to think of more ways to overcome our problems, we can grow from the situation at hand by being more prepared for the next problem we will face down the road. We can even avoid future problems because if we focus on problems, we will get more problems. If we focus on solutions, we will get more solutions. By being aware and reminding yourself of your list of solutions you just created, you can focus on solutions, not problems.
Givers Gain

Givers Gain®

If you bring people into your network who embrace your core value, you will create an amazing network. Incorporating the philosophy of Givers Gain ® into my organization was one of the things that have really set BNI aside from the other networking groups. We have inculcated this core value into the fabric of BNI. Therefore, “Givers Gain ®” became part of the very DNA of the organization. That is incredibly special.

Years ago, I was sharing those words with a well-known business consultant and friend.  He was going to be speaking at a big BNI conference the next day. He listened to me and said, “Oh Ivan, you know that’s not true, am I right? You know that the Founder of every organization thinks that some key philosophy is embraced by most everyone in a company. It is really not so” I told him, “No, it really is inculcated into the DNA of the company.  Most everyone knows it in BNI. Don’t believe me – confirm it yourself.  Ask your audience about it tomorrow.”

So, the next day, during his presentation, he stopped and said “Oh, I have a question for you, what’s the philosophy of this company?”  He then heard a resounding, “GIVERS GAIN!”

He was astonished and said to me, “Ivan, do you know how incredible it is that almost everyone in an organization at all levels of that organization understand the company’s guiding core value?  Do you?

I understand how amazing that is. Therefore, I do not take it for granted.  It is one of the things that make BNI special.  “Givers Gain®” is BNI’s principle core value.  It is based on the age-old concept of “what goes around comes around.”  Furthermore, if I help you, you’ll help me – and we’ll all do better as a result of it.

In conclusion, he owed me dinner that night based on a little wager we had.

LCD's

Specific is Terrific with LCD’s

Weekly networking presentations with LCD’s

It is very important to be prepared to introduce yourself by breaking down your business into your LCD’s (Lowest Common Denominators). Each week, create a business educational curriculum to train your sales force to focus on just ONE aspect of your business.

For example, each week just focus on:

– A service
– A product
– A benefit

When you want to nail a presentation, start by explaining your lowest common denominators, or the most immediate, universal value of your business. Your LCD is your secret weapon.

Click on the graphic below, or click here, to see this video. Learn more about developing this training approach for your weekly presentations.

Apron

Put On An Apron.

There were a fair number networking groups around when I started BNI in 1985.  However, they were either really mercenary or too social.  I knew the only way BNI could stand out as a networking organization is by having a genuine focus on giving first and getting second.

Years ago, a brand new BNI member shared with his local BNI Director that he had just had an epiphany.  “You know,” he said, “this whole concept of Givers Gain, and helping other businesses so they help you, it’s a little bit like taking off your bib and putting on an apron. I have lived my profes­sional career trying to find ways to close deals and get what I want in business by having others help me. I think I’ve missed the point. Networking is really about trying to find ways to help other people. You take off that bib and put on an apron, you help others and they will help you.”

When I started BNI, I focused the meetings on building relationships by helping others first and that’s what the philosophy “Givers Gain” is all about. This philosophy is a standard that we should all apply to ourselves and how we behave with other people, not a stick we use to get someone to do something we think they should be doing. If you bring in other people into your network who embrace and employ this core value, you will create an amazing and powerful network.  Therefore, take off that bib and put on an apron!

 

 

Not Following Up

Not Following Up

Do you know one of the biggest mistakes you can do when networking?  It’s when you give a networking partner a referral and they do not follow-up on it. This drives me crazy and is so frustrating because it is so easily preventable.
 .
If you are not following up when your referral partners call you or you are not following up on the referrals you are giving to others, you’re not just losing business, you’re also losing your credibility. That is something which is extremely difficult to earn back once lost.  So why not take time today to follow-up with someone. If you make following up your number one networking priority this year, I guarantee it will pay off in big ways.
 .
Most businesspeople love working with someone who is considerate, and your follow-up etiquette is an easy way to show just how considerate you can be. Your follow up technique can leave a lasting impression on someone who may not have thought you were memorable at first. Remember, thoughtfulness always counts in the end.
 .
Have you had an experience where you gave a referral to someone and they didn’t follow up on it?  If so, will you continue to give that person referrals?  Or, have you dropped the ball on following up on a referral before?  If the answer to either question is yes, did you learn a lesson from it?  Please share your experiences in the comments below.  Thanks!
Four Behavioral Styles

The Four Behavioral Styles (the video)

There are Four Behavioral Styles you will find in others when you are networking. Do you know your behavioral style? Please watch this video to learn about these different styles.

In the book Room Full of Referrals which I co-wrote with Dr. Tony Alessandra and Dawn Lyons, we offer insight into the following four different behavioral styles:

Go-Getters: (Driven, Bold, Decisive, Strong Desire to Lead)

Promoters:   (Energetic, Outgoing, Fun-Loving, Positive, Talkative)

Nurturers:   (Patient, Helpful, Understanding, Sentimental, Reserved)

Examiners:   (Effective, Efficient, Thorough, Research-Oriented)

If you pay careful attention to the behavioral characteristics of others, you will improve how you communicate with them effectively by adapting to their style.

Behavioral Profiles

Understanding Behavioral Profiles

I’m looking forward to presenting “Behavioral Styles in Networking” next week on Tuesday, March 14, 2017 from Noon to 1pm EASTERN DAYLIGHT TIME as part of @BNI – The World’s Leading Referral Organization’s #BusinessBuilders webinar series.

Register here:

https://attendee.gotowebinar.com/register/8829787935322540548

Understanding behavioral profiles is essentially about understanding the four different styles of behavior when looking at individuals.  It  is an excellent way to gain knowledge about how to craft your sales and reporting program to the style of communication most comfortable to the client as well as how to best connect with your fellow networkers.  All customers and all networkers like to be communicated with in a manner that is most familiar to them, and knowing their personality profiles/behavioral styles helps you customize a sales or networking approach for each unique individual.

RFORBlog

In the book Room Full of Referrals which I co-wrote with Dr. Tony Alessandra and Dawn Lyons, we offer insight into the following four different behavioral styles:

Go-Getters: (Driven, Bold, Decisive, Strong Desire to Lead)

Promoters:   (Energetic, Outgoing, Fun-Loving, Positive, Talkative)

Nurturers:   (Patient, Helpful, Understanding, Sentimental, Reserved)

Examiners:   (Effective, Efficient, Thorough, Research-Oriented)

If you pay careful attention to the behavioral characteristics of others, you will improve how you communicate with them effectively by adapting to their style.

Join me on my webinar next week to learn more about these traits.

 

Andy Lopata

“D IS FOR Networking” by Andy Lopata (GUEST VIDEO BLOG)

Guest Video by Andy Lopata about the A to Z’s of Networking.

This video introduces the “D’s” of Networking from Andy Lopata

  • Deliver
  • Dialogue
  • Diversity
  • Digital
  • Dynamic
  • Disarm
  • Definite Purpose
  • Dedication
  • Determination
  • Defer Judgement

Please watch this video to learn more about Andy’s tips. https://youtu.be/H7iBIvY0eck

Related Posts Plugin for WordPress, Blogger...
1 2 3 4 84
   Follow Me

Get every new post delivered to your inbox