Paul Furlong

Planning Your Networking (by Paul Furlong)

Paul Furlong shares his networking tips in this video.

Most people are disappointed with their networking results at networking events because they did not have a clear strategy for how they were going to be networking. Paul Furlong, BNI Director Consultant, shares his networking strategy questions:

There are so many different networking events. It is important to decide which ones should attend. Use the following questions to help you to decide which events to attend.

  1. Why do you want to go to networking events?
  2. How are you going to network?
  3. What are you going to do to build the relationships with those you meet at the networking event?
  4. Do you know the type of businesses are you wanting to network with?
  5. What networking events do these businesses you want to meet attending?

Now that you have decided which event to attend, here are a few tips on how to network at the event.

  1. Ask the host for a list of who is attending to determine who to approach.
  2. Determine if they are in it for the long term relationship you desire or if they are only transactional when you meet them.
  3. Be prepared to network with your business cards, brochure, and appointment calendar.
  4. Talk as little as you can about your business and ask them what is currently happening in their work.
  5. Share a succinct story if asked about how you help others and share who are your ideal referrals.
  6. Schedule a second meeting to follow-up and learn more about each other.
  7. Send an email after the event to confirm the second meeting and thank them for meeting with you.

Rule the World

Great story-telling is essential to effectively communicate your ideas in order to inspire and influence your audience. In this show, Paul Furlong, Creative Director at Opus Media, deconstructs world-class story-tellers from all echelons of society. Digging deep, Paul attempts to find the recurring and unique principles they use to help you make your stories more engaging and better communicate your ideas to stimulate your audience to take action.

https://itunes.apple.com/gb/podcast/rule-the-world-the-art-power-of-storytelling/id1164974213?mt=2

Murali Srinivasan

The Language of Referrals – by Murali Srinivasan

International Networking Week: “Diversity in Networking” stories from various international BNI leaders

Submitted by Murali Srinivasan

National Director – BNI India

It is so appropriate that the topic for this year’s International Networking Week is – Diversity.

Coming from India which is a country so diverse with so many different cultures, customs, habits and definitely different kinds of people, I have watched BNI and networking play a significant role in bringing them together to speak one language – the language of Referrals!!

It has been fascinating seeing business owners come together to understand each other’s business and work together to help each other grow.

At many meetings and networking events I have attended, I have seen the magic work. I start talking to another person first in their language to ask them what they do and try to understand their business. Once I show interest in their work the initial hesitation disappears and soon we find that we are setting up a meeting or connecting them to someone across the country.

Asheesh Chaddha

With the Indian economy doing well it is quite common to see startups who have relocated to a totally new city not knowing the local language or people, with the hope of making it big in business. Joining a local BNI Chapter is probably the best decision they make. They are surrounded by friendly people who are eager to help them succeed. I remember a Member in a Chapter in Mysore, Asheesh Chaddha, who is the business of Car Detailing. He relocated to Mysore to start his business. After joining a BNI Chapter, there now has his stores in over 20 locations across the state. He was a good networker who was good at listening to what others have to say and trying to help them whenever he could. His fellow Members were very supportive to help him grow and he went on the become President of the Chapter!!

The secret is all this to be able to network effectively with different kinds of people. We usually tend to talk to people who are like ourselves and we feel comfortable with. It is important that we learn how to get out of our comfort zone and network with other too. The results can be very effective

Wishing everyone a fantastic International Networking Week 2018!!

Murali Srinivasan National Director – BNI India

The Angle Of Industry – by YP Lai

International Networking Week: “Diversity in Networking” stories from various international BNI leaders

Submitted by YP Lai

National Director, BNI Thailand, BNI Vietnam & BNI Philippines

 

I have always looked forward to the International Networking Week. It is an opportunity to bring people from different organizations, different sectors and different interests together. Some of the friendships and businesses that has developed from the International Networking Week activities has been simply amazing. Great things happen when positive minded people network together!

 

This year, the theme for the 2018 International Networking Week is “Diversity”. Diversity could be seen from many different angles, ethnicity, professions, geographical locations, age groups, and so on. I want to explore Diversity from the angle of industry – the industry in which your profession belongs to. For example, a caterer would belong to the events industry, an architect to the building industry and a graphic designer would belong to the public relation and marketing industry.

 

Studies have shown that most business professionals have a tendency to network with people within their industry and in specific geographical regions. When I reflected on my previous career, it was so true! As the General Manager of a property development company, my network consists of architects, engineers, builders, contractors, surveyors and building material suppliers. I had very few contacts outside the construction industry, and outside of my hometown in Penang.

 

When I joined BNI, and that was a good 16+ years ago, it was a real eye opener. I was then exposed to people from many different industries. There were people from the Financial Services, Business Support, IT and Technology, Health and Wellness, Food and Beverage, Event Managers, Legal and Professional Services, Manufacturing and Industries, Beauty and many others. Suddenly everyone had the opportunity to bring their business into sectors that they had previously not thought of.

 

One of the best success stories is Wayne the Optometrist.

 

The typical modus operandi of an Optometrist is to open an outlet in a shopping mall, and then attract walk-in customers.  They would use pull up banners advertising special promotions, give out flyers in the mall and use social media marketing to attract more customers. Every day the Optometrist will pray for more walk-ins. Wayne was no different until he joined a BNI Group. He then worked closely with William the cleaner. Now, William is not the typical residential or office cleaner. Instead, he specializes in cleaning factories and has good relationships with many of the factory managers in the industrial zone.

 

William helped Wayne to connect with the Human Resource manager of the factories, and arranged for free eye tests for the factory operators. Wayne and his team will then set up station at the factory canteen for a week, screening through thousands of factory operators, and immediately giving out prescriptions for spectacles for those needing corrective eyewear. And as you can guess, Wayne created special heavily discounted eyewear packages for the factory operators, and almost everyone who needed spectacles chose from those packages. Two weeks later, Wayne was back at the factory dispensing the spectacles. It was “Diversity”, the ability to tap into other industries that had allowed Wayne to work outside the traditional “wait and pray for customers” model to actively pursue new customers right at the factories themselves.

 

Wayne’s success stories had inspired many of his BNI group members to go outside their traditional marketing channel and get customers from other non-typical industries. Like the tailor who worked with the member representing college student recruitment, and secured a contract to provide inexpensive suits for students for their internship programme.

 

So, this year, at the International Networking Week event, we will be bringing business professionals from different industries, and from different regions. At the same time, having a balanced representation of various age groups, gender, and interests. By bringing such diversity to the International Networking Week, we believe that every participant will be enriched by the new relationships formed.

 

Wishing everyone a successful International Networking Week!

 

YP Lai

National Director, BNI Thailand, BNI Vietnam & BNI Philippines

International Networking Week 2017

Marc-William Attié

Diversity Should Be Part Of Our Core Values. – by Marc-William Attié

International Networking Week: “Diversity in Networking” stories from various international BNI leaders

Submitted by Marc-William Attié
Directeur National, France et Belgique francophone

When I first attended a BNI meeting in the UK in 2003 my first impression was WOW and the second one was: this is incredible to see so different people working together. My previous experiences in my professional life were that people talk and develop relationships with people who are like themselves.

Since these days until today, the importance and power of diversity have clearly shown its efficiency. Different backgrounds, different level of revenues, different type of education, different professions, different cultures, all of that is not only a possibility but a must have.

When a chiropractor refer a Web designer, or a landscaper refers a lawyer, or a charter accountant refer an architect (and I could continue like that forever) that shows the efficiency of diversity.

In the early days of BNI in France, I remember a massage therapist who has been able to refer a lawyer specialized in banking laws to the legal manager of one of the main French bank. That would never have been possible if we did not encourage diversities and chapters. The regular one-to-ones will help to build bridges and create a strong relationship with people that could have been considered to be too different to work together.

The chapters which show the highest return are often those which have a very high level of efficiency.

Our average chapters in France and Belgium have 26% women and 74% men. When we reach over 40% women the return usually increases.

Diversity is not only a “want to be” but a “should be”. Our Director team is so diverse. The only things we really share are our values. And that’s the most important.

Let’s use the INW to open even more, let’s invite people in our chapters that are not necessary entrepreneurs but that we can help and we will see that they will help the chapters to go further. It will help create new relationship and open new networks.

Let’s dare to work the diversity as a tool. In fact my belief is that diversity should be part of our core value.

Marc-William ATTIE | Director National

BNI France and BNI Belgium francophone

Telephone: +33 1 84 17 14 50

International Networking Week 2017

Charlie Lawson

Networking in the Gutter – by Charlie Lawson

International Networking Week: “Diversity in Networking” stories from various international BNI leaders

Submitted by Charlie Lawson
National Director BNI UK & Ireland

I once attended a networking event with about 200 business owners. Alongside the open networking sessions, there were some speaker sessions.

Unfortunately one of the speakers wasn’t a great speaker. I found myself rather slumped in my chair, wondering if I could escape for a coffee. But just then, the session ended. The facilitator for the day came on to the stage and promised to find some business opportunities for someone in the room.

This woke me up a bit, but he really caught my attention when he said he wanted to find business opportunities for the person with the ‘strangest’ (his word) profession. He clarified: he wanted to see if he could help the attendee with the most obscure business, that ordinarily, it might seem impossible to find business for.

Various hands went up – and as a few professions got offered and rebutted – one gentleman, a guy called Matthew, stood up and announced that he manufactured and sold small plastic parts for commercial sewage systems. That was all he did.

Talk about obscure: he had one product. That product was only used in one application – sewage systems – and let’s face it, how much do most of us know about sewage systems?!?

I, along with most of the rest of the audience, sat back to watch what I was sure would be an absolute car crash: the facilitator trying his best to help Matthew get some business opportunities, but then having to accept that his business was just too obscure.

How wrong I was.

Having asked Matthew to tell us briefly about a few of his recent clients (mainly local councils), and whom he wanted to speak to (mainly more local councils and public service bodies), there were about 50 different people who all had contacts that they would be able to connect Matthew with.

Clearly – they were all only potential business opportunities – firstly, Matthew had to prove himself worthy of being introduced, and secondly, like any referral, he would then need to sell himself and his product to the client: but wow – what a response from the room.

What does this story tell you?

For me, it’s about the diversity of networking. Firstly, you don’t have to be in a ‘mainstream’ profession to benefit from networking. As Matthew’s case indicates – it can be a case of the more diverse, the better.

Secondly, I learned how diverse our networks are if we take the time to find out. I didn’t know Matthew before attending this networking event, but I made sure I had a chat with him after. He’d come along because he’d had his arm twisted by a friend. He was quite sure that he wouldn’t meet anyone who’d be helpful for him and his business. Indeed, he’d thought just the same as I had when he was called out for the business generation exercise. The facilitator would surely fall flat on his face!

However, of all the people in the room who had offered up would-be business opportunities, the most interesting and potentially most lucrative came from his friend that had persuaded him to come in the first place! He’d just never asked.

International Networking Week 2017

Working IN versus ON

Working IN versus ON with Tiffanie Kellog

Tiffany Kellog joins Jason Avery to discuss his journey from being the worker to being the owner. They offer the following tips about Working IN versus ON your business:

  1. Find someone who could do the labor
  2. Hire a General Manager so you can focus on referrals
  3. Bring in more labor crews to support the added work
  4.  Bring in office staff to support the business

 

About Tiffanie Kellog

For more information on Tiffanie Kellog, please visit her website at tiffaniekellog.com/

Tiffanie Kellog is a professional speaker and trainer with Asentiv, and is co-owner of a business with her husband.  Therefore, Tiffanie has helped entrepreneurs over the years make more money while saving time. Thus, they can have more fun. She is dedicated to helping others make more in less time. Click here to view more video blogs by Tiffanie Kellog.

To contact Tiffanie, call her at 813-263- 9690 or email at referrals@tiffaniekellog.com

Tiffanie Kellog is a referral marketing expert who has been sharing how to create an amazing business & spectacular life for the past 12 years. You can learn MORE about Tiffanie at

Tiffanie loves to speak to groups around the globe on how to grow their business by referral as well as creating more time in their lives.
goals

Goals with Tiffanie Kellog

Tiffanie Kellog, who loves helping entrepreneurs create MORE in their life, shares a few tips on creating goals for 2018 that will help you achieve results!
Having a goal is not enough, they need to be SMART and an accountability partner can help!

Take time this week to set your 2018 goals.

About Tiffanie Kellog

For more information on Tiffanie Kellog, please visit her website at tiffaniekellog.com/

Tiffanie Kellog is a professional speaker and trainer with Asentiv, and is co-owner of a business with her husband.  Therefore, Tiffanie has helped entrepreneurs over the years make more money while saving time. Thus, they can have more fun. She is dedicated to helping others make more in less time. Click here to view more video blogs by Tiffanie Kellog.

To contact Tiffanie, call her at 813-263- 9690 or email at referrals@tiffaniekellog.com

Tiffanie Kellog is a referral marketing expert who has been sharing how to create an amazing business & spectacular life for the past 12 years. You can learn MORE about Tiffanie at

Tiffanie loves to speak to groups around the globe on how to grow their business by referral as well as creating more time in their lives.
Voicemail Email Messages

Tips on How to Return Voicemail and Email Messages

Tiffanie Kellog and Jason Avery discuss how behavioral styles affect how we respond to voicemail and email messages.

So you received a message and you do not know exactly how to return it. Based on the book, Room Full Of Referrals, it depends on how people want to be treated, their behavioral style.

Behavioral styles are affecting your referability. When you receive a voicemail or email message, pay attention to the length and pace of that message.  Was the message long, detailed and full of information, or was it short and to the point? Know how to respond based on the behavioral style of the person who SENT the message. There are little clues in their message to identify what is the behavioral style of the person you are communicating with.

Go-Getter

“Hey it’s Tiffanie, call me”. The person leaves a short message that is very direct and to the point or only a few sentences. They are a fast-paced busy-busy person without a whole lot of time and they expect the same from you. When you call them or reply to their email, start with “I am sure you are very busy, I only need a moment of your time. Here is what I got for you”. Get straight to the point with the relevant information listed in bullet points.

Promoter

The message is upbeat and enthusiastic. The person is talking about having a good time. They are the “Fun Loving” people. They use in their message ALL CAPS, emojis and lots of exclamation points !!!!!! When you call them or reply to their email, use words such as  “Super, Great, Fantastic, or Awesome”.

Examiner

The Message is very detailed with page numbers, questions and full of details. They want all the information. If they give you a long list, do not reply with just one or two short sentences. They might become offended and question your credibility. When you call them or reply to their email, start with “I am tied up at the moment but I will get to all these questions and I will respond by this date with all the information you requested”. Be specific.

Nurturer

The message has indecisiveness. They need more options to compare before making a decision or they want to consult with someone else first. When you call them or reply to their email, start with “Here is what you need to know about the impact on their business, family or community”.

Once you know their style, you can adapt. Mirroring is a good way to start. You behave the way that they are behaving and they will appreciate you. Another option is to have four different employees representing each of these four behavioral styles to reply to the various messages based on the sender’s behavioral style. 

Andy Lopata

The A-Z of Networking: K is for… (by Andy Lopata)

Another guest video by Andy Lopata about the A to Z’s of Networking.

This month, Andy shares his networking tips which begin with the letter “K”

  • Kappa
  • Karma
  • Keeping in Touch
  • Kindness
  • Kissing
  • Knockbacks
  • Knowledge

and more!

Click here to watch this video

Please click here to see Andy’s playlist of his networking tips from A to Z.

http://ivanmisner.com/category/a-to-zs-of-networking/

By knowing why you are networking and what you want to achieve, it is possible to plan accordingly and get great, measurable results. If you have any comments about Andy’s “K” list or any additional “K” words you will want to add to the list. please leave me a “Comment”  below.

Andy Lopata

As a business networking strategist, Andy Lopata works with companies on how to use networking tools to develop their businesses. Networking is not just about sales. Whether for lead generation, breaking down silos internally, recruitment and retention of top staff or developing future leaders, networks and collaboration have a key role to play. Andy works with clients to help recognize that role and put the strategy and skills in place to leverage it.

Andy Lopata

The A-Z of Networking: J is for… (by Andy Lopata)

Another guest video by Andy Lopata about the A to Z’s of Networking.

This month, Andy shares his networking tips which begin with the letter “J”

  • Jargon
  • Jitters
  • Job Seeking
  • Join In
  • Joint Ventures
  • Joking
  • Jottings
  • Judgement
  • Justify
  • Just Do It

and more!

Click here to watch this video

Please click here to see Andy’s playlist of his networking tips from A to Z.

http://ivanmisner.com/category/a-to-zs-of-networking/

By knowing why you are networking and what you want to achieve, it is possible to plan accordingly and get great, measurable results. If you have any comments about Andy’s “J” list or any additional “J” words you will want to add to the list. please leave me a comment below.

Andy Lopata

As a business networking strategist, Andy Lopata works with companies on how to use networking tools to develop their businesses. Networking is not just about sales. Whether for lead generation, breaking down silos internally, recruitment and retention of top staff or developing future leaders, networks and collaboration have a key role to play. Andy works with clients to help recognize that role and put the strategy and skills in place to leverage it.

competition

Competition into collaboration

You can turn your competition into your best potential referral source. In this video, Tiffanie Kellog and Jason Avery share how he accomplished this in his construction business. There is plenty of business out there if you do it right.

About Tiffanie Kellog

For more information on Tiffanie Kellog, please visit her website at tiffaniekellog.com/

Tiffanie Kellog is a professional speaker and trainer with Asentiv, and is co-owner of a business with her husband.  Therefore, Tiffanie has helped entrepreneurs over the years make more money while saving time. Thus, they can have more fun. She is dedicated to helping others make more money in less time.

To contact Tiffanie, call her at 813-263-9690 or email at referrals@tiffaniekellog.com

Andy Lopata

The A-Z of Networking: I is for… (by Andy Lopata)

Another guest video by Andy Lopata about the A to Z’s of Networking.

This month, Andy shares his networking tips which begin with the letter “I”

  • Ice Breakers
  • Ideas
  • Identity
  • Include People
  • Influencers
  • Innovation
  • Intent
  • Interact
  • Integrity
  • Introverts

and much more…

Click here to watch this video

Please click here to see Andy’s playlist of his networking tips from A to Z.

http://ivanmisner.com/category/a-to-zs-of-networking/

By knowing why you are networking and what you want to achieve, it is possible to plan accordingly and get great, measurable results. If you have any comments about Andy’s “I” list or any additional “I” words you will want to add to the list. please leave me a comment below.

Andy Lopata

As a business networking strategist, Andy Lopata works with companies on how to use networking tools to develop their businesses. Networking is not just about sales. Whether for lead generation, breaking down silos internally, recruitment and retention of top staff or developing future leaders, networks and collaboration have a key role to play. Andy works with clients to help recognize that role and put the strategy and skills in place to leverage it.

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