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.

 

Top Characteristics

The Top Characteristics of a Great Networker (pt 2)

Recently, I took the opportunity to gather almost 3,400 survey responses from business people around the world.   I gave them a list of almost 20 different characteristics on networking and I asked them to pick the top behaviors they’d like to see.  From those responses, I have identified the top characteristics of what people believe makes a great networker and have listed them here. Each one of the characteristics below ties into the notion of “farming” not “hunting.”  It’s about building mutually beneficial business relationships. Only then will you succeed in creating a powerful, personal network.

  1. Sincere/Authentic. You can offer the help, the thanks, the listening ear, but if you are not sincerely interested in the other person, they will know it!  Those who have developed successful networking skills convey their sincerity at every turn.  One respondent stated that “it’s all about the authenticity” that someone shows you.  We have all seen people who are seemingly good at networking but lack sincerity.  Faking it isn’t sustainable.
  1. Follows Up. If you offer opportunities, whether a simple piece of information, a special contact, or a qualified business referral, to someone who consistently fails to follow up, you’ll soon stop wasting your time with this person.  One respondent said that when it comes to networking, “the fortune lies in the follow up” and many people just “don’t follow up anymore.”
  1. Trustworthy. One respondent said best when she said: “it doesn’t matter how successful the person is, if I don’t trust them, I don’t work with them. When you refer someone you are putting your reputation on the line. You have to be able to trust your referral partner and be trusted in return. Neither you nor anyone else will refer a contact to someone who can’t be trusted to handle it well.
  1. Approachable. One respondent said that people “will forget what you said and what you did, but they will never forget how you made them feel”. Effective networking starts with approachability – everything else listed above follows from this.

As a young man, I studied under Warren Bennis, who was at the time, the world’s leading expert on leadership.  He taught me that understanding the “characteristics” of a great leader is important.  However, what is even more important, is understanding how to apply those characteristics.  He told me; “know what you are good at and work to enhance those skills.  Know what you’re not good at and surround yourself with people who can help you improve those skills”. 

As with leadership, I believe that networking skills are very important.  What’s even more important, however, is working to improve them and learning how to use them effectively.  That’s what really counts.

What are the Top Three Characteristics?

Check out my blog from January for the top three characteristics of what people believe makes a great networker.

The Top Characteristics of a Great Networker (pt 1)

The Top Characteristics of a Great Networker (pt 1)

Many people offer advice about what it takes to be a great networker (myself amongst them).  One thing that is left out of that equation, however, is what other people think about what it takes to be a great networker.  Networking involves interacting with others. So what do “they” think it takes to be a great networker?  This is important because we all need to be cognizant of other people’s expectations and adjust our behavior accordingly if we want to make the kind of impression that will work to build a powerful personal network.

Recently, I took the opportunity to gather almost 3,400 survey responses from business people around the world.   I gave them a list of almost 20 different characteristics on networking and I asked them to pick the top behaviors they’d like to see.  From those responses, I have identified the top characteristics of what people believe makes a great networker and have listed them here.

  1. Good Listener. At the top of the list is being a good listener.  Our success in networking depends on how well we can listen and learn. The faster you and your networking partner learn what you need to know about each other, the faster you’ll establish a valuable relationship. A good networker has two ears and one mouth and should use them both proportionately.  Listen to people’s needs and concerns and find opportunities to help them.  You can’t help others if you don’t know what they need, and you find that out by listening. In many ways, networking is about connecting the dots but to do that you have to listen so that you can help people make the connections they are looking for.
  1. Positive attitude. The first thing that people see from you is your attitude, how you take things in general. A consistently negative attitude makes people dislike you and drives away referrals; a positive attitude makes people want to associate and cooperate with you. Positive business professionals are like magnets.  Others want to be around them and will send their friends and family to them.
  1. Helps Others/Collaborative. People don’t care how much you know until they know how much you care.  Helping people shows that you care.  One survey respondent said that “people want to network with individuals who have a collaborative attitude.”  Helping others can be done in a variety of ways, from clipping a helpful article and emailing it to someone, to putting them in touch with a person who can help them with a specific challenge.  Several respondents commented about not wanting to network with people who are “in it for themselves.” A willingness to collaborate and help others is essential as it builds trust and helps establish a strong relationship.

Check out my blog next month for more characteristics of what people believe makes a great networker.

John Maxwell interview

John Maxwell Interviews Ivan Misner on “Networking”

In this video, I discuss with John Maxwell about checking your checkbook and calendar priorities and how to build your business by building relationships. I also share how I reverse engineer my goals.  Finally, we discussed coaching vs. mentoring and “Farming vs. Hunting”. Please click on the photo below to watch the video of my personal interview with John Maxell.

 

John Maxwell interview

John Maxwell Interviews Ivan Misner

Ivan Misner on “Networking” from The John Maxwell Team on Vimeo.

 

Are you educating your network or just selling to them?

Educating your networking group’s members about the type of referrals you want (and even the names of the individuals with whom you want to meet and develop relationships) is much more important to the success of your networking in a closed contact network than selling to the members. This demands a shift in how you see your networking partners and educating them about your business. They are not the clients! They are, in effect, your sales force! In order for any sales force to get out there and sell you effectively, they have to know who to sell you to and how to sell you.

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How Much Time Should You Spend Networking?

People who say that networking played a role in their success spent an average of 6 1/2 hours a week networking and had half of their clients from their networking time. However, people who did not invest as much time networking also did not report as much reward.

Therefore, spend about 8-10 hours per week networking and do the right things to build the relationships first when networking.

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