referral source

Are clients your best referral source?

Clients are often thought to be your best potential referral source.  However, Tiffanie Kellog shares why they are not in this guest video blog.

About Tiffanie Kellog

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

Tiffanie Kellog is a professional speaker, coach, 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

Networking Fundamentals

Networking Fundamentals

Have you ever wondered what the ONE secret to success is in regard to networking for your business? In this video, I reveal the answer to that very question and I also explain four key networking fundamentals which are guaranteed to boost your bottom line.

In order to be successful in building relationships that will lead to business referrals and opportunities, there are four things you need to focus on:

  1. Be selective.

Quality is first on the list for a reason. The process begins by being very selective about who you bring into your circle of business networking relationships. You want your network to include quality business professionals who have a positive, supportive attitude. You also want people who are good at what they do.

Effective networking is dependent on the quality of the relationships you develop. If your network is a mile wide and an inch deep, you won’t be getting the referrals you expect. Therefore, it is important to build meaningful relationships with your referral partners over an extended period of time if you want to generate more business.

  1. Continuously add people to your network.

Years ago, I learned that there is a dramatic correlation between the size of a quality group and the number of referrals that are generated by that group.

In your network, the number of possible business referral connections is a squared multiple of the actual number of people in your network. So as you begin to build your own network of referral relationships, keep in mind that the more, the better. The bottom line is that the greater the number of connections you have (based on quality relationships of course), the more referrals you can generate. The math is pretty significant and consistent.

  1. Seek engagement.

Engagement involves a promise and an action. In order to achieve success in your networking relationships, you and your contacts must promise to support one another and take the actions necessary to fulfill that promise.

There are many ways that you can become engaged. Have you taken the time to regularly meet with the people in your network? Have you educated them on the key features of your business so that your products or services will be top-of-mind as they meet others who have a need for them? Have you educated yourself on the key features of their businesses so that you can do the same?

The greater the number of people in your network engaged in these activities, the more likely they will be to generate significant referrals. The reason for this is a shared vision of success and a shared implementation of that vision.

  1. Share stories.

Listening closely to information shared by those in your referral network will help you tell positive stories about them when you see potential opportunities to refer them. Holding regular meetings with contacts in your network will help you tell stories when you give referrals and vice versa.

A good story compels people to take action. If you want to build your network in order to generate more referrals, place story-telling at the top of your efforts. Facts tell, but stories sell.

Followup System

The 24/7/30 Followup System

Today’s topic comes from Dr. Misner’s book Avoiding the Networking Disconnect. Dr. Misner’s co-author Brennan Scanlon came up with this system for following up with new contacts after meeting them at networking events. It’s called the 24/7/30 Followup System.

The 24/7/30 Followup System.

When you meet someone at a networking event, drop them a note within the first 24 hours.  It can be a personal handwritten note or an email, just make sure to use whatever approach that you will do consistently.

Within 7 days, connect with them on social media.  Make a connection via LinkedIn or Facebook.  Follow them on Twitter or join them on Google+.  Find ways to connect and engage with them via the social media platform(s) you are most active on.  Do NOT do this as a way to “sell” to them, do it as a way to start to establish a meaningful connection with them.

Within 30 days reach out to them to set up a 1-2-1 meeting.  If you live near each other, meet in person (that is almost always best).  If you are far from one another, set up a meeting via Skype or by phone.  At this meeting find out more about what they do and look for ways to help them in some way.  Don’t make it a “sales call” make it a relationship building opportunity.

If you do the 24/7/30 approach to your follow-up, you will establish a powerful routine that will help you to make your networking efforts meaningful and successful.

“Avoiding the Networking Disconnect: The Three R’s to Reconnect”

by Ivan Misner and Brennan Scanlon
This book is for business people wanting to increase their business through the “three Rs.” Similar to the three Rs of education (reading, writing, and arithmetic), the three Rs of business networking—relationships, referrals, and results—must be consistently cultivated to avoid the networking disconnect. The book provides you with the five steps for building and maintaining strong business networks—steps that go far beyond just showing up at events and passing out your business cards! It will take some effort, and the process won’t always flow smoothly, but with the aid of Avoiding the Networking Disconnect, you’ll soon be reaping the generous benefits of a business approach based on sharing and trust.
Avoiding the Networking Disconnect: The Three Rs to Reconnect

https://www.amazon.com/dp/150789032X/ref=asc_df_150789032X5493881?tag=shopz0d-20&ascsubtag=shopzilla_mp_1430-20&15291655955211594887110090302008005&creative=395261&creativeASIN=150789032X&linkCode=asn

 

 

Richard Branson

What Can Business Do About It?

A friend of mine once said, “If we could get every single business person in the world, every single entrepreneur, to play their part, we could get on top of most of the world’s problems.” That friend was Richard Branson, and I took his message about his Plan B Initiative.to heart. It made me think about what I could do through BNI to make an impact on the globe and sent me on an introspective journey about being a business owner and the responsibility we had to serve not only our customers but society as a whole.

What I came up with are four ways to help your business find direction and purpose in helping others, whether it be in your local area or in the global community.

Garage to Global

In this video, I discuss how businesses can give back to the community. This is a part of what I call the “Ivanisms Series”: all of my personal quotes and phrases and why they have worked for me. Therefore, please watch this video to understand what Richard Branson means.

Can Your Business Serve the Greater Good?

All of us are in business to make a profit. But if that’s the primary driving force in business, we become mercenaries to that process.  I believe that I should serve a greater need than simply to make a profit. I believe that business can be honorable.  It can make a difference in individual lives as well as communities.

Business can be honorable. It can be something that improves people’s lives as well as supports and helps local communities. It can do so, by not only helping to generate more business for one another, but by giving back to the community, mentoring others, immersing in a culture of shared learning, and by collaborating with others.

The BNI Foundation

When corporations have a vision bigger than their profit and loss statement, amazing things can happen. BNI, the world’s leading referral organization, is one such corporation. Started by Ivan and Beth Misner in 1998, the BNI Foundation has been supporting children and education in the United States and around the world by mobilizing resources to give kids everywhere a quality education. The focus of the BNI Foundation is to help the youth of our community to find the path to productive and successful lives. For us, the mechanism to help with this shift is by investing our time, treasure, and talent to assist in education where we can. http://bnifoundation.org/ 

What is Business Voices ™?

The BNI Foundation has a long, proud legacy of helping out where schools have needed extra funding for projects not provided for by school districts or state funding. A pivotal factor of our philanthropic work was the creation of the Business Voices™ initiative to provide even more to the schools which have with the greatest needs.

Our initiative pairs BNI members and concerned, engaged and motivated corporations, service clubs and community groups with schools and educational organizations. The goal is to help them find the resources they need to have maximum impact on the kids of our communities.

Hyperconnectivity and the Rise of Constant Partial Attention

Hyperconnectivity and the Rise of Constant Partial Attention

Where is your cell phone right now? For many of you, you’re reading this blog post on it. For those who aren’t, it’s probably within arm’s reach. However, we are always connected to our jobs, our families, our outside lives. All thanks to that little ringing device we carry in our pockets and bags. Therefore, this state of hyperconnectivity leaves us often dividing our focus. Rarely are we 100 percent paying attention to any given thing.

Check out this week’s video blog by clicking on the graphic below, or clicking here, to hear what I have to say about this rising phenomenon.

How many times have you been at a networking function and realized that half of the people there are paying more attention to their mobile devices. Therefore, they are not paying attention to the other attendees?  Worse, have you yourself been guilty of staying so glued to your phone or tablet that you have missed the opportunity to make a powerful connection with the person standing right in front of you?

Continuous Partial Attention

We are living in a world that is more connected than ever. There are some definite pitfalls in our hyperconnected world as it intersects with our business relationships and our networking.  One of these pitfalls is that hyperconnectivity can lead to a state of what I call ‘continuous partial attention.’

In this video, I introduce the concept of ‘continuous partial attention’. I also discuss the risks and repercussions which accompany it.  Watch the video now to learn how to avoid falling into a state of continuous partial attention and prevent it from wreaking havoc on your productivity at work and your ability to achieve your goals.

If you have any stories about how falling victim to a state of continuous partial attention has affected you or someone you know, I’d love for you to share your experience in the comments below.  Thanks!

Givers Gain®

Givers Gain® – The Video

In this video, I share the story of the philosophy of BNI: Givers Gain®. Understanding an important philosophy based on the law of reciprocity can make your networking far more powerful, but only when self applied.

Click on the graphic above, or click here, to see the video!

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.

Givers Gain® is a philosophy based on the law of reciprocityIn the context of networking groups, people who adopt this philosophy dedicate themselves to giving business to their fellow networkers rather than making their foremost concern getting business for themselves.  In doing so, other people naturally become eager to repay their kindness by sending them business in return.

Culture Eats Strategy For Breakfast

Culture Eats Strategy For Breakfast Video

This is another classic video in the “Ivanism” Garage to Global series, hosted by Entrepreneur.com. I expand on common phrases I’ve used over the years. How can they apply to your business and referral networking style? Today I discuss the Ivanism, Culture Eats Strategy for Breakfast

Culture is a blend of attitude, beliefs, mission, philosophy and momentum. As a result, culture helps to create and sustain a successful brand. The way people interact with one another and the overall growth of your company is affected by culture. What creates organizational culture? Culture is key in an organization for long-term success. It is the most important thing in an organization and it applies at all levels, from the top of the organization all the way down.  Rules, regulations, and operating standards are important, of course, because you have to have systems in place to guide activities. But culture is the factor that stands above all others.

Strategy is often talked about in business schools, in fact it’s a primary focus.  Culture however, is less understood.  Culture involves a variety of contributing factors including a blend of attitudes, beliefs, mission, philosophy, and momentum that help to create and sustain a successful brand.  It represents the vision, norms, symbols, beliefs, behaviors, and traditions that are taught to new members of an organization.  Organizational culture affects the way people within an organization interact with one another and the people they serve.

There are many factors that go into building an organizational culture.  Each successful company has a different combination of factors that makes their culture successful.

The factors that go into building the organizational culture and will make your company successful are…

  1. TRADITIONS AND CORE VALUES
  2. VISION
  3. ENGAGEMENT

Please watch my video to learn more about these factors and share your comments below.

working in your flame

Working in Your Flame vs Your Wax

This is the second classic video in the “Ivanism” Garage to Global series, hosted by Entrepreneur.com. I expand on common phrases I’ve used over the years. How can they apply to your business and referral networking style? Today I discuss the Ivanism, “Working in Your Flame vs Your Wax

In this classic video, I explain why I equate the phrase ‘working in your flame’ with being in business and loving what you’re doing, and the phrase ‘working in your wax’ with being in business and really not liking or enjoying what you’re doing.

Are you flame or wax happy? That sounds like a bizarre question–but it’s not.

When you’re working in your wax and when you’re working in your flame are two very different things, and can affect you in different ways. If you’re flame happy, you’re excited, motivated and ready to pursue your ambitions. But what happens when are wax happy, and simply complacent with working on things that you aren’t passionate about?

The video below talks about this idea and ways you can make sure you’re always flame happy.

Watch the video now to learn how to take small yet significant steps in your journey toward truly loving what you do for a living!  What does working in your flame mean for you?  What is it you do in your chosen profession that you truly love?  Likewise, what is it you do that causes you to work in your wax and how might you delegate those tasks to another employee who might actually enjoy those same tasks?  I’d love to get your feedback on this–thanks!

Four Behavior Styles

Four Behavior Styles (the video)

There are Four Behavior 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.

six things

Do six things a thousand times

In this classic video, I talk about productivity and setting priorities. This Ivanism, “If you want to scale a business, do six things a thousand times; not a thousand things six times“, is one of my quotes that I’m asked to talk about a lot and I thought I’d post this video again.

Are You Spread Too Thin?

What I often find is that business people look for these bright, shiny object,” he says. “Oh look at this, this is a great idea, let’s try this, let’s try that… no. Do you want to be successful? You have to do things over and over and over again, consistently.

“We are what we do, repeatedly. Therefore excellence is not a single act — it’s a habit.”

What does this quote really mean?

  1. Focus on key priorities and making them perfect (or close to it) before moving on to other projects or tasks.
  2. Making your business the best at a few services, not simply OK at several.
  3. Success comes from being like a dog with a bone.
Third Paradigm

The Third Paradigm Survey

What happens after competition and after collaboration, that’s the third paradigm.

Please participate in this survey about co-creation. I need your help.

Thank you to everyone who participated in a previous survey. I need your feedback again.

I am working on a new book about people working together to crowdsource products, services, or ideas in a team or in an organization. Furthermore, it is about creating something together through a joint effort.

There are only 10 questions and it will only take a few minutes to complete. Therefore, I’d really appreciate if you’d participate. I will need about 4000 total responses. In addition, Feel free to share the survey on your social media pages with as many people as you would like. All ages welcome. However, we particularly need responses from people under 30. Plus, please email this video link too.

We are using the results from the survey to help talk about the third paradigm in the new book.

Here is the link to the survey:
https://www.surveymonkey.com/r/CrowdsourceCollaborate

Ignorance on Fire

Is Ignorance on Fire Ever a Good Thing? (classic video)

The following video is classic rebroadcast of my “Ivanism” Garage to Global series, hosted by Entrepreneur.com, where I expand on catch phrases I have used frequently over the years. Originally published on May 31, 2016.

I know, it’s a strange concept: Ignorance on fire is better than knowledge on ice.” Most people read that statement and think, someone who’s excited but ignorant can do more harm than good. I’m here to tell you that the opposite of your intuition is true. That’s right–and you’ll see why below.

Ignorance on fire

One thing I have learned over the last 30 years is I can teach people how to do something.

  • I can teach them how to network.
  • I can’t teach them to have a good attitude.
  • I can’t teach them to have a fire in your belly.
  • I don’t have time to send them back to mom to get retrained.

The only thing better than ignorance on fire is knowledge on fire. So as you develop skills and you develop knowledge, don’t lose that fire. Hang on to that.

I would rather have a member in BNI who really doesn’t know how to network but they are committed versus a member who says, “Yeah, I know how to do this,” but they are not committed. Ignorance on fire is better than knowledge on ice. The only thing better than that is knowledge on fire.

Related Posts Plugin for WordPress, Blogger...
1 2 3 24
   Follow Me

Get every new post delivered to your inbox