Make your time and efforts worthwhile in networking groups. Success in networking comes from building trust with the other members in your networking group. Ivan Misner shares his Top 10 ways many people waste their time networking in this video.
In this video, “Networking Efficiently”, Tiffanie Kellog, a trainer with Asentiv and author of 4 1/2 Networking Mistakes, interviews Matt Wilkerson, owner of the Verizon store in Williston, FL about how to network more effectivelyand to conduct your networking more efficiently , both by having focus, as well as working with a partner.
Please watch this guest video blog on my YouTube channel: Ivan Misner: Networking For Success
When networking, wearing a name tag is a MUST! However, what you have on your name tag could be hurting you when networking, instead of helping. Join Tiffanie Kellog, author of 4 1/2 Networking Mistakes and consultant for Asentiv, as she discusses what kind of name tag you want to wear when networking.
If your network is a mile wide and an inch deep, it will never be very powerful. You need a strong and stable network that is both wide and deep. Like the supporting roots of a huge oak tree, some of your referral relationships need to go deeper. You create deeper relationships by learning as much as you can about other people. You want to find out details about their family, their interests, and their goals. Get to know them a little bit better.
I think the absolute master at this is definitely Harvey Mackay, a speaker, and best-selling motivational author. The first time I spoke to Harvey on the phone, he must have been taking notes about everything I said. The second time I had a conversation with him, Harvey surprised me by asking, “So, how are your kids? You’ve got three, right? What are Ashley and Cassie doing now? And how’s Trey doing—is he about ready to go to college?”
I was thinking, “Wow! How did you remember all that?” The more I spoke to Harvey, the more I became convinced that he had a system for keeping track of the important details of the people in his network.
Now when I talk to him, I know what he’s doing, and I love it! I’m impressed by Harvey’s system because it takes work. He has a database of the people in his network, and he does some research before calling anyone. And he’s continually adding and updating the information—your pets’ names, your children’s names, your birthday, and the anniversary of your company startup. Harvey sets himself apart by putting in an effort to honor people by remembering what’s important to them. It’s hard not to be impressed by that.
That’s what I mean by going deep with your relationships. Are there other ways to do this? Certainly, but I think Harvey Mackay’s system is excellent. We live in this sound-bite society in which most people want to get right down to business without getting to know the other person. What I’ve found is when you really get to know somebody, amazing things happen.
Here’s a good example of this. In our BNI groups, we introduced a tool called the GAINS profile—it stands for “Goals, Accomplishments, Interests, Networks, and Skills.” We tested it on a small group of people to see if it would work. Each person filled it out for themselves, listing their goals, accomplishments, interests, networks, and skills—both personal and professional. Two guys in our test group didn’t want to fill out their GAINS profiles. “This is just silly,” they complained.
I said, “That’s why we’re testing this tool with you guys before we roll it out. If it doesn’t work, then tell us. But you have to try it first.”
So these two skeptical guys had a conversation and shared their goals, accomplishments, interests, networks, and skills with each other. During the process, they discovered that they were both coaches for their sons’ soccer teams. Oh, all of a sudden, these guys were best friends! They talked about soccer and shared plays with each other. They even ended up scouting out the competition for one another’s teams. And guess what happened? These guys had known each other for a year but never did business with each other. Within three months of the GAINS exercise, they were passing quality referrals to each other. The change happened because they found out they were both soccer coaches and that game connected. That connection built trust, which turned into business.
Connecting over a nonbusiness interest endears you to the other person. Now you’re not just some salesperson to them—you’re a friend.
You pay a compliment to people when you show that you understand what’s important to them. Make it an aim of yours to learn at least one goal or personal interest someone has outside of their business.
This video is hosted by Entrepreneur.com and can be found on The Networking for Success YouTube Channel.
Networking is the perfect way to help take your business to the next level. But putting your eggs in one basket and depending on one networking group to satisfy all your needs won’t work–and that’s coming from the Founder of the world’s largest referral network.
We all select different people in our lives that satisfy various needs that contribute to our well being; our parents provide comfort and guidance, our close friends provide support and cheer, our business relationships provide trust and honesty. While these satisfactions may overlap from group to group, it’s important to have more than one person you’re leaning on for all your emotional needs.
It’s the same with your networking groups! While you may find cheer and honesty in more than one group, it’s important to spread your interests to gain a varied support system.
When selecting your business networks, you need to understand which types are available so you can make an informed decision. There are five types:
1. Casual Contact: A gathering on people from many different professions, usually in a mixer environment
2. Strong Contact: Usually only allows one person per profession, get together very regularly
3. Community Service Clubs: An opportunity to rub elbows with other very successful people
4. Professional Associations: Trade organizations that are very specific in purpose
5. Online: Social Media such as Twitter, Facebook and LinkedIn, where networking is constant
To better understand which group fits you best, watch the video below.
This video is hosted on the Networking for Success YouTube Channel, hosted by Entrepreneur.com.
Imagine you’re at a networking event.
I know, it’s a stretch. But work with me here.
So you’re mixing and mingling and start passing out your business cards like candy. Suddenly, someone hands it back you and says, “No, thanks.” This actually happened to a BNI Member. He wrote to me, astonished, and asked what I would do in his situation. Well, here’s my answer.
Truth? You might be.
In the first part of this two-part blog, I talked about how to know if you are approachable when it comes to mingling at networking events–because you may not know that you are the one getting in your own way when it comes to meeting new people and kindling business relationships.
If you read the first blog (found here: http://ivanmisner.com/successful-networking-kind/ ) and discovered that the behaviors listed weren’t those you exhibited when networking, you might begin to wonder if you are, in fact, alienating.
Here are some examples of alienating behaviors:
1. A Negative Attitude: Rambling about your rough personal or professional life is off-putting for your future referral partner. Leave your problems at the door of any networking event you attend. If you’re down, don’t bring others down with you, because they might avoid you at future events and others might follow their lead.
2. Closed-Off Body Language: If you have a scowl on your face and your arms crossed over your chest, others will most likely move on to someone more welcoming. Your stance means a lot in your approachability and allows others to walk past you or join in the conversation easily.
3. Incongruence: Inconsistency in what you say and what you do makes a huge difference in people’s perception of whether or not you are approachable or alienating. If you’re reiterating how much you value kindness in others, but speak poorly to a server or hostess at the event, your potential referral partner is going to dismiss you as insincere.
But how can you really tell if you are approachable or alienating? Bring a trusted friend or referral partner with you to your next networking event and observe each other’s body language, tone of voice and words. Afterwards, exchange constructive feedback with the intent of helping each other become better referral partners.
This is the fifth and final video in the “Ivanism” Garage to Global series, hosted by Entrepreneur.com. In this series, I expand on common phrases I’ve used throughout my 31 years of referral-based networking.
When you’re at a networking event, do you eagerly bounce around the room, chatting with various people and passing out business cards? Do you tend to seek deep connections by only talking to a few people for longer periods? Everyone has their own way of making connections and networking, and it helps to understand just where you fall in the lineup.
Knowing your networking behavioral style will help you capitalize on your skills–and maybe even identify some flaws to improve upon. Take a look at the video below to find out YOUR style and maybe the next time you’re at an event, you’ll be able to better position yourself for greater success.
On Thursday, I was swept off to a land far, far away.
OK, not that far away. But TV has to be dramatic, doesn’t it?
Even though I was close to home, I visited the homes of millions by appearing as a guest on MSNBC’s Your Business, with host JJ Ramberg. I was featured as an expert on referral networking (imagine that!) and spoke about how it can positively affect small businesses. The entire experience was easier than I expected and JJ was well-prepared and professional–and I’m sure glad she was, because it really helped ease my nerves.
And of course, I couldn’t get out the door without using referral networking. The producer asked if I could refer her to other BNI experts to be featured guests! (Who knows–maybe it could be YOU!)
Check out the clip below and tell me what you think.
In honor of teacher appreciation week, I wanted to share with you all a moment with one of my teachers, Mr. Rogers, who had a profound impact on my life.
I was 14 years old and I still remember the discussion vividly. It was a discussion that forever changed my perspective of what I could and could not do.
It was the end of my sophomore year and I had been on the student council for two years. He asked me into his office and told me that I did a great job over the past two years and that I should run for Student Activities Director. I remember clearly telling him I couldn’t run, because I was only a sophomore and that I would be a junior next year; all the top positions in Student Leadership were Seniors.
I’ll never forget him looking at me and saying, “So?”
I said that I didn’t think any junior had ever held a top position on the student council. Again, he challenged me. I said, “What do you mean – so?, I can’t run.” “Why not?,” he said. “Just because it’s never been done, doesn’t mean it can’t be done. I think you’d do great. You should run.” I thought about it all night as I tossed and turned over whether I should break from the norm and run.
The next day I came in and filled out the forms to run for Activities Director. Low and behold, I ran–and I won. It was an amazing experience, knowing that I defied the odds and turned the tide for my felIow classmates who might be encouraged to run next year. I was the first junior to hold a top leadership role at the high school.
At the end of the year, Mr. Rogers called me into his office again and said, “You did a great job this year. What are your plans for next year?” I said I wasn’t sure. He said, “I am – you should run for President. I think you’d be just as great in that role!” I thought about it overnight and came in the next day and filled out the paperwork. I ran and won.
That role laid the groundwork for the person that I would become as an adult. It provided incredible challenges and amazing opportunities to work on my leadership skills. I will always be indebted to Mr. Rogers for how he influenced me as a young man. He taught me to never accept something without first challenging and questioning it. It was this sentiment that has always pushed me to reach for the unreachable.
Why do people hate networking events? There are a few common reasons, but one that I have heard time and time again is an anxiety about introducing yourself to new contacts. I’m sure you’re familiar with the feeling of nerves as you meet new people and try to strike up a conversation. There are a few small things I think you should include in your introduction with new people that could help take the edge off.
- Don’t forget your name and your business! Because, yes, believe it or not this happens. I was at a networking event a few years ago, and someone came up to me. We spoke for a few minutes about their business and their experience using referral networking before they had to excuse themselves. It was then that I realized that I had never gotten their name, despite the fact that they knew mine. If your goal is to introduce yourself to a new contact and leave a lasting impression, definitely make sure you give your name.
- Find common ground. Finding something about your new contact that you can relate to is among the best ways to quickly develop the start of a relationship. This also will alleviate the pressure of your conversation with someone new, as it’ll spark topics you both can relate to and talk about.
- Be memorable. If you can stand out from the crowd and make yourself unforgettable (in a positive way!), you’re more likely to really develop relationships. This is most effective when done when you are one-on-one with someone, and not in a group. Be sure to read the person, and use a quirk about yourself, your business, etc., that can resonate with the specific person. This one requires a bit of social intelligence, but when done right is highly effective.
- Ask questions about the other person. People love to talk about themselves and their business. Everyone has an easy time talking about things they know well, and what do people know better than themselves? Not only will this allow the other person to take the lead on the conversation in a positive way, it helps you learn about the other person. The caveat here is to make sure you are asking genuine questions. Asking nonsense questions just to keep asking questions is transparent, and will negatively impact how you are perceived.
How do you handle meeting someone new at networking events? Let me know in the comments below!
No matter how much practice you have networking, there are always ways that you can improve. I’ve noticed a few common mistakes with networking that you can easily fix to get the most out of your relationships.
1 – You’re showing up late to a networking event, meeting or one-to-one.
This should be a no-brainer, but so often someone will slip into the back of a meeting five, ten or thirty minutes after it has started. How many times have you gotten a text from someone saying they were running late? Or, worse, not gotten a text at all? Such a minor issue can leave long-lasting negative ramifications in your personal and professional relationship. Avoid it, and leave to your meetings or events aiming to arrive early.
2 – You’re giving the appearance of untrustworthiness.
No matter what anyone says, your outward appearance can and will affect how you are perceived by potential business connections. If your first impression of someone involves their messed up hair, wrinkled pants, and an overall disheveled look, you’re not going to want to do business with them. That being said, would you expect someone to work with you if that was their first impression? Get your act together, iron your shirt, and always be prepared with your name tag and smile.
3 – You’re not making meaningful connections.
A referral-based relationship is more than just, “I do business, you do business, let’s do business together.” It is important to establish real relationships with your connections to encourage a long-lasting, prosperous relationship. If you’re only talking shop, you’re selling yourself short.
4 – You’re only thinking about your own gain.
You simply cannot expect to get anything out of a referral relationship if all you care about is getting something for yourself. Your connections will be more likely to give you business if you show your willingness to help them. Learn to use the law of reciprocity, and see your networking efforts become prosperous.
5 – You’re forgetting the follow up.
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. Bonus points, your follow up technique can leave a lasting impression on someone who may have not thought you were memorable. Remember, thoughtfulness always counts in the end.
Are you offending any of these networking commandments? Did I forget any cardinal mistakes? Join the discussion in the comment field below.