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.

 

Why You Shouldn’t Always Follow the Golden Rule

ID-10040850What I’m about to tell you will seem counter-intuitive at first, but bear with me.

The Golden Rule is not the best way to ensure success in referral marketing. For those unfamiliar with this philosophy, it is commonly known as “Do unto others as you would have them do unto you.” While it is a good principle to live by, a great one even, this doesn’t help you in networking or referral marketing.

Instead, you should consider implementing the Platinum Rule in your networking efforts. This, put simply, is treating others the way they would like to be treated. Referral marketing is closely linked with relationships, and what better way to develop a relationship than adjusting how you treat someone to their wants and needs?

There are three people involved in a referral: You, the referral source, and the prospective referral. All three of these people come into play when you consider how to implement the Platinum Rule.

You. How do you work best? What are your strengths and weaknesses?

The referral source. How does the person communicate best, or like to be communicated with? How do they like to be treated? If you expect someone to pass a referral to you, you must communicate with them in a way that they appreciate and in a way that works well for them.

The prospect. How does the prospect like to be communicated with? What sales tactics work on the prospect? If you expect to close on the referral passed to you, you must be willing and able to communicate effectively with the prospect.

In the end, a networker’s greatest asset is their ability to be adaptable. You must always be willing to accommodate the people you are striving to develop relationships with – your comfort is not nearly as important as theirs.

What is an example of the Platinum Rule at work in your relationships? Let me know in the comments below.

So You Want to Network Up?

Earlier this week, I appeared on Copy Chief with Kevin Rogers as a special guest to talk all about referral marketing. If you missed it, you can check out the whole podcast here, but today I would like to specifically elaborate on one segment from the podcast.

tam-48-ivan-misner-copy-chief

Around the 20-minute mark, I tell a story about a man named Mark who invested a lot of time and energy to develop our relationship. By the time he turned around and asked me for a favor, a least a year after we had met and begun our relationship, I was so appreciative of everything he had done for me that I was willing to do whatever favor he asked for.

You need to be interested, not interesting. People don’t want you to sell to them, they want you to be interested in investing in them. If you’re networking up, or trying to network with someone very successful, you need to find a way to stand out. You need to make that powerful person want to help you, by expecting nothing in return.

So how do you do that? It isn’t one of those things that you can just do overnight, or wake up one day and decide you’re going to develop a relationship with someone.

First and foremost, you have to have an idea. A great idea. An idea that you can implement and it will positively impact the person you hope to build a relationship with. Something helpful, something that that person cannot do themselves. This idea should set you apart, and should be unique to both you, and to your future contact.

Once you have developed your idea – and I mean fully developed; you can’t go to someone with a half-baked plan in your head – you need to reach out to the person that your idea benefits. Handwritten notes can make you stand apart. Emails and social media messages can work, but often will not help you stand apart, and depending on the person they may not be managing their own accounts. A well thought out handwritten note may be your best bet.

From there, your strategy relies strongly on your idea and the person you are working to help. To hear me discuss some other related topics, check out the podcast with Kevin Rogers on Copy Chief here.

Using Your Unique Selling Proposition

uniquesellingOne of the biggest issues I see or hear when it comes to networking and word-of-mouth marketing strategies comes from the individual businessperson’s mindset. So often, people believe that in order to network successfully and set themselves up for the most referrals, they need to tell everyone who will listen (and some who won’t) everything that their business does. This misconception simply leads many to believe that by talking to everyone in the room, they’ll maximize their referrals.

This is not at all the case. What this actually does is bores your intended audience, and overwhelms them with more information than they could ever possibly remember.

The key instead is to come up with a unique selling proposition for your company, business or service, and use it when you network. Your unique selling proposition will be a brief summary of your business, the key word here being brief. You’ll want to share this description as concisely and as engaging as possible. Not only will your audience walk away understanding what you do, but if you have described your business in a compelling way, they’ll be more likely to remember you because you entertained them and kept them listening.

The biggest indicator of a good unique selling proposition is that it gets people to ask you more about your business, and keeps them genuinely interested in what you do. They should be short, sweet, and to the point, without being vague or misleading. Your goal is to open the door for a conversation, not leave any potential contacts confused.

What is your business’s unique selling proposition? How do you use it to get word-of-mouth referrals? Tell me in the comments below!

Three Essentials for Women in Business

femalesIn my decades as a professional networker, I’ve seen the professional atmosphere change dramatically. The internet, of course, has been a huge influence on this change. However, outstandingly, more and more women have begun to take the plunge and start their own business. Earlier this year, the U.S. Census Bureau released a study that said that women were starting businesses at 1 and a half times the national average.

Despite this though, not all recommendations for starting a business will succeed equally for men and women, and some are more true for women. Here are three quick tips especially helpful for a female entrepreneur.

Don’t be afraid to be wrong

Sometimes, we worry that being wrong or having a problem is a sign of a character flaw. Women, particularly, can be susceptible to feeling this way due to societal pressures. When you allow yourself to ignore a problem, or try endlessly to stop a problem from existing (despite the fact that it is very much present), you allow the issue time to manifest. Instead of letting something spiral out of control to save possibly your ego or pride, identify your problem and quickly do something to correct it.

Create a brand that you would want to use

It seems like a no-brainer, but you wouldn’t believe how passion can play into the success of your business. If you ensure that you are creating a brand that not only are you passionate about, but you would want to use, then the chance for burn out diminishes exponentially.

Ask for help when you need it

Research has shown that women frequently feel more hesitant to ask for help if they need it than men do. Why? This ties in with the fear of being wrong. Struggling to handle everything on your own will just ultimately lead you to downward sloping. Don’t allow yourself to fall into the trap.

If you are a female entrepreneur, what tips to do have for others who may be aspiring to follow that path? Leave your thoughts in the comment field below!

Networking Amidst Cultural Differences

Photo Courtesy of Potowizard

Photo Courtesy of Potowizard

Understanding cultural differences when doing business around the world is  becoming more important in a global society.  Even within large countries like the United States, there are definitely differences from one region to another.  When you go beyond that and look at one country vs. another, the differences become even more impactful on business.

When we concentrate on similarities with each other in business, the differences aren’t that important.  Problems arise when the differences appear to be all there are.  When entrepreneurs focus on the perceived differences between each other in business, these differences can become stumbling blocks to developing a strong relationship, which is, after all, the ultimate goal of networking.  When you factor in differences in communication and behavioral styles it exacerbates the perceived differences.

Although many networking basics are universal, if you can factor in these and other cultural nuances you will definitely get a leg up when doing business in other countries.  Your networking etiquette will be greatly appreciated as your business increasingly takes you into other countries, especially if you can learn a few words or commonly practiced traditions of that country.  Showing this kind of respect will go a long way in making a smoother connection with the local business people you are trying to work with.

The old saying “When in Rome, do as the Romans” is very appropriate.  However, one thing I’d strongly suggest–don’t just “do as the Romans,” take the time to actually “ask a few Romans.”  I have had amazing suggestions from local business people I knew in other countries who thoroughly prepped me for the cultural differences in networking prior to my arrival in their country.  Their counseling and coaching made a huge difference in my ability to connect in an appropriate way throughout many of the countries I have visited.

If you have any useful tips or bits of advice for successfully networking in a certain country or region of the globe, please–by all means–share this information in the comments section.  You never know who you could be helping!

Understanding Behavioral Profiles

A couple of weeks back, I posted a blog outlining some tactics for tapping into the customer’s perspective in order to increase sales in your business.  In that blog post, I promised I would write more in a future blog about behavioral profiles and today I am following through with that promise.

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 four different behavioral styles and I have listed the character traits for each style below (I’ve also included information on how to best communicate with each style) in order to help you identify someone, adapt to their style, help them feel comfortable, and make them feel good so you can better connect with your customers as well as those you network with.

Go-Getters

Characteristics: Driven, Bold, Opinionated, Decisive, Direct, Strong Desire to Win, Strong Desire to Lead, Like to be in Charge, Love Control, Goal-Oriented, Have a “Get It Done Now” Attitude

How to Communicate With Them: Be Direct, Ask Only for a Short Amount of Time to Start–Say 30 Minutes Or So, Say You Will Come to Them–Makes It More Convenient for Them, Remind Them of What You Think You MIGHT Be Able to Do For Them But Don’t Commit to It Without Knowing More about Them (Networking), You May Be Able to Agree on a Date on the Spot–Do So, State That You Will Confirm Everything Via E-mail or Text (Whichever They Prefer) and Send Them a Reminder E-mail One Day Before–Do Not Call Them, Make Sure to Do What You Say

Promoters

Characteristics: Energetic, Outgoing, Fun-Loving, Positive, Talkative, Love Recognition, Dislike Details, Love to be the Center of Attention, Enjoy Simple Uncomplicated Things, Tend to Have a Large Social Network

How to Communicate With Them: Keep Your Energy Up and Smile, Let Them Know You Are Having a Great Time With Them (Networking), Describe a Bit About How You Think You Can Connect Them to Other People Who Could Be Very Interesting to Them (Networking), Say Something About a New Hot Spot That Just Opened or a Cool Place to Meet and See If They Can Fit You into Their Busy Schedule (Networking)–Makes Them Feel Important, If They Have Their Calendar Available Select a Date to Meet for About an Hour–You Will Need It As You May Not Get Down to Business Quickly, Let Them Know You Will Call Them to Reconfirm Everything, End by Saying Something About the Possibilities that Might Result From the Two of You Working Together–Describe the Vision and Have Them Buy into It

Nurturers

Characteristics: Patient, Helpful, Understanding, Sentimental, Reserved, Careful, Pleasing, Have a Difficult Time Saying “No,” Have Deep Relationships, Are Focused on Helping Others

How to Communicate With Them: Make Sure to Really Have Them Talk and You Listen, Share With Them How You Think the Two of You Would Be Really Compatible and How You Need to Understand More About Who They Are and How They Work With Their Clients (Networking), Tell Them You Would Love to Spend More Time With Them and See What Could Develop Over the Long-Term (Networking), Do an Option Close (an option close is when you give someone two options that you are okay with, so whichever one they choose you are already fine with and can move forward) on the Appointment and Ask, “Would it be possible to look at our schedule and see if we might have some time to spend together in the next week or so OR would you like me to call you next week and go from there?”–They Tend to Make a Quicker Decision When You Do an Option Close, Whichever Selection They Make Be Sure to Follow Up, Ask If It Would Be Okay If the Location Was a Bit Quiet So You Could Really Be Present With Each Other (Networking), Book out 1.5 Hours Just to Be Safe (Networking), Make It Clear That You Really Want to Get to Know Who They Are in Business Because You Truly Think You Can Help Them (Networking), Ask If It Is Okay to Call Them to Confirm the Appointment, Call to Confirm and Spend Several Minutes on the Phone with Them at That Time

Examiners

Characteristics: Effective, Efficient, Thorough, Research-Oriented, Avoid Risks, Loyal, Knowledge-Seeking, Analyze Everything, May Take a Long Time to Develop Trust, Make Calculated Decisions, Enjoy Strategies and Processes

How to Communicate With Them: Remember That You Will Need to Ask Them Lots of Questions as They May Not Give Information Out Freely, Ask Them If They Are Looking for Ways to Be More Effective in Their Networking (Networking), Talk To Them About Why the Two of You Could Be Effective Together (Networking), Ask If It Would Make Sense for the Two of You to Spend More Time Together to Figure Out the Details of How You Could Work Together (Networking), Ask If a Meeting at Their Office Would Be Appropriate–Makes It More Convenient for Them and They Don’t Waste Time Traveling Somewhere, Do an Option Close on the Appointment and Ask, “Would it make sense to book an appointment now or would you like me to e-mail you?”–Again They Usually Make a Quick Decision When You Do an Option Close, Based on the Answer Complete That Task, See If an E-mail or Text Is the Preferable Way for You to Confirm the Appointment, Show Up Early to the Appointment and Be Fully Prepared With an Agenda and Lots of Questions for Them

If you pay careful attention to the behavioral characteristics your customers and fellow networkers exhibit, you’ll get better and better at pinpointing which of the four behavioral style categories they fall into and you will be much more capable of communicating with them effectively by speaking their language and adapting to their style.  When you’re able to communicate at the highest level of effectiveness with your customers and those with whom you network, your sales will increase and your business will grow.

After reading through the lists of behavior characteristics above, start by pinpointing which style you are and if you have any additional ideas about how to effectively communicate and connect with others that share your same behavioral style, please share your suggestions in the comment forum below–I’d love to hear your thoughts on this!

The 3 Networks You Need to Join If You Haven’t Already

In the book Room Full of Referrals (click here for the paperback edition and click here for the Kindle edition) which I wrote with Tony Alessandra and Dawn Lyons, we talk about the Top Ten Referral Marketing Basics and number one is:

RfOR

Belong to Three Different Networks

  • A Service Network like the Rotary Club, for example.  Service clubs are devised for just that, to provide service to an organization.  Your main reason for joining a service clubwould not be to gain business.  Most people truly believe in what the organization is doing and have a passion for it.  While your main goal is to serve the community or organization, you will also be building relationships and, yes, business may come to  you through this group.  However, it should not be your main reason for joining.
  • A Casual Contact Network, like a Chamber of Commerce.  Casual networks provide a way for you to meet a larger amount of people at one time.  There are less restrictions with this group, and they mainly do large mixers.  A key benefit to the casual contact networks is that you can meet people who would be good referrals for your referral sources.  Having a large sphere of influence is important in your being able to give lots of referrals on a regular basis.
  • A Strong Contact Network, like BNI. Strong contact networks like BNI provide exclusivity.  For example, only one person per profession is allowed to be part of the group.  They also incorporate more structure and commitment from their members, which in turn greatly increases the amount of loyalty and participation.  These groups are designed to gain referral business.  The key is to only belong to one of these types of groups to ensure follow-through, commitment and loyalty.

When you create a strong referral network, you’ll want to be able to give lots of referrals to them as well.  You’ll need a wide sphere of influence within which you have substantial credibility, so as they need things in their life, you can refer them.  It’s as Referral Institute® Partner Mike Macedonio states in the book:

“It is not just the breadth of the relationships that you have, it’s the breadth and depth of the relationships that are the most important.”

Being involved in three different networks will give you breadth–all you have to do is create the depth! 

What are you going to do this week to expand your networking involvement to include all three networks and to deepen your relationships?  Please share your thoughts in the comment forum.

Get Ready for International Networking Week 2013!

International Networking Week®  2013 is almost here and with it comes tremendous opportunity for  businesspeople across the globe to grow business through the development  of powerful new connections!

International Networking Week®  is an initiative of BNI® and its focus is to celebrate the key role that networking plays in the  development and successs of business around the world.  It’s about  creating an awareness of the process of networking.  Not just any kind  of networking, but “relationship networking”–an approach to doing  business based on building long-term, successful relationships with  people through the networking process.

Over the past several years, International Networking Week has been  gaining momentum worldwide and for the past few years, the Week has been recognized by  tens of thousands of people around the world and acknowledged by many  governmental agencies and high profile organizations.

The number of people participating in this year’s celebration of International Networking Week®, through hundreds of large events and thousands of smaller events, is expected to be even greater than it was in 2012.

You can join in the celebration of the Week by:

  • Watching the 2013 International Networking Week Video by CLICKING HERE. Please feel free to share the link with everyone in your network and post it on any websites you may have.
  • Visiting www.InternationalNetworkingWeek.com for more information and a list of worldwide events.
  • Participating in this year’s recommended special International Networking Week networking exercise by bringing an individual who has been a significant influence on your business/life to the  networking meeting or event you’ll be attending during International  Networking Week.  For full details, please click on the link below.

SPECIAL NETWORKING EXERCISE–INTERNATIONAL NETWORKING WEEK 2013

How are you planning on celebrating International Networking Week?  I’d love to hear your ideas on additional ways to celebrate this year so please leave your thoughts in the comment forum below.  Thanks!

If You Don’t Get This, You Won’t Succeed at Networking

In this brief video, Roger Green and I talk about the two styles of engagement (Relational vs.Transactional) and The VCP Process®.

Throughout the course of my research, I’ve found that, on the average, when it comes to networking, men’s behavior typically goes in one specific direction, and women’s behavior goes in a very different direction. It’s very important to understand this but what’s even more imperative to understand is the VCP Process®–if you don’t get VCP, nothing else you do will work at networking; you have to understand VCP.

Remember: Generating business through networking is a referral process; not a sales process.  After watching the video, please share your thoughts in the comments section regarding the VCP Process®–which part(s) of the process do you currently excel at and which part(s) do you feel you might need to work on?  Do you believe your are better at certain parts of the process due to being either transactional or relational, or because of your gender?

Are You Approachable or Alienating?

TR Garland (pictured with me in the photo below) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.”  He’s also considered a top trainer for the Referral Institute.

For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  Eight months ago, we started a much-anticipated 12-part monthly series of blog posts which addresses this and contains some very timely information for networkers across the globe.  Today, we’re proud to share with you Part 8 of the series.  Enjoy.

ARE YOU APPROACHABLE OR ALIENATING?

(Part 8 of 12 of the “Navigating The VCP Process® To Networking” Series)

 

In Part 1, Part 2, Part 3 , Part 4, and Part 5 of this series, we introduced and re-introduced the concept and steps of The VCP Process® to Networking for our readers through brief anecdotes, relevant comparisons, and sometimes even humorous situations.  For Parts 6 and 7 we even shared with you video trainings from the both of us

Today, we’d like to share with you a handful of behaviors that you can use on a weekly basis to increase the number of referrals you receive. And, these behaviors are based upon the following question

Are You Approachable or Alienating

Success.  It’s not just a word.  It’s also a very popular magazine as many of you may be familiar with.  And, the Editor of SUCCESS Magazine, Darren Hardy, recently released a book called, “The Compound Effect.

While it’s an absolutely wonderful book that we recommend you pick up and read in detail, the underlying principle Darren speaks about is that “the little things add up” – just as in networking.  Don’t assume that because some of the tactics and tasks we speak about in this blog series are simple and easy to understand that you shouldn’t make the time to practice them.  Don’t discount the fact that we recommend you practice some of these simple tasks on a weekly basis.  After all, repetition produces RESULTS – especially in networking

With that said, below are some simple things for you to consider based on your Attitude, Body Language, and Congruence when you are evaluating whether or not people perceive YOU as Approachable or Alienating.  And, the reason why we believe this topic is so important is because you may be sending unknown and/or unconscious signals to others when you’re networking that will directly affect the number of referrals you receive and referral partners you make

Approachable Behaviors:

Attitude – Smile, laugh, and look like you are a pleasant person to talk to.  Although this seems ridiculously simple, you’d be surprised as to how many people forget it, and therefore don’t practice it (see Alienating Behaviors below).

Body Language – Dr. Misner’s book “Networking Like A Pro” introduced the reader to the dynamics of how one stands when conversing called ‘Open 2’s’ and ‘Open 3’s.’  In short, if you are in a conversation with another person or persons, make sure your STANCE allows for others who walk past you to easily join the conversation.  Otherwise, they might not see either one of you as approachable then…or ever.

Congruence – Carry yourself as if every person you meet is the Host of that particular networking event.  If you were at someone’s party, you’d go above and beyond the norm to make them feel good about themselves and the party…wouldn’t you?  I guess what we’re saying here is that you attended the networking event to make new friends and deepen relationships with people you already know, right?  Then, it might be appropriate to act like it.

Alienating Behaviors:

Attitude – When attending networking events, leave your own problems at the door.  This is true for both your conscious signals as well as your unconscious signals.  For example, rambling on about your rough personal or professional life is unbecoming of a future referral partner.  Listening to challenges in your relationship or that your boss has favorites in the office are not the reasons why OTHERS attend networking events.  If you’re down, don’t bring other people down.  They might avoid you at the next networking event, and the next, and the next.

Body Language – Also introduced in Dr. Misner’s book “Networking Like A Pro” was the idea of how one stands when conversing called ‘Closed 2’s’ and ‘Closed 3’s’.  In short, it is possible to alienate other people who might want to learn more about you at a networking function simply by standing in a “closed off manner” with those who you are currently speaking with.  Your STANCE means everything in your approachability and allows for others who walk past you to easily join the conversation.

Congruence – (or in this case Incongruence) Lacking consistency between what you say and what you do actually makes a big difference in people’s perception of whether or not you are Approachable or Alienating.  If they see consistent inconsistencies, they may believe you are insincere in the reason why you went networking to begin with.

In closing, our focus has been measuring your weekly activities and how they relate to moving people in your network through The VCP Process® all the way from Visibility through Credibility to Profitability.  We believe that today’s part in the series helped remind you of some simple, yet extremely important ideas to keep “top of mind.”  Do you agree? 

We thank you for reading today’s post and extend an invitation to be on the lookout for next month’s contribution to this series – Part 9 called “The Fine Line Between Comedy and Competency.”

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