Learn about the receiving more referrals in this video.
Tiffanie Kellog, trainer for Asentiv Florida, explores the VCP process as it relates to what stage of the referral relationship you are in with others to build referral sources. #vcp
When networking, it’s important to remember the basics of interpersonal communication–making eye contact, listening more than you speak, and of course, actually remembering people’s names.
Yeah, I’d say remembering someone’s name is high up in the list of mannerisms that will impress others in networking. It shows you pay attention to detail, you listen well and are interested in the person, not just their business.
It can be challenging to remember names, especially if you’re an avid networker. Years ago, I was told about a four-step process that will ensure you never forget your manners–and it actually works!
1. Repetition is key. When you are introduced to someone new, ask for their business card and read it carefully. Then, read the name on the card and ask them to repeat it; it will help lock the face with the name. “Hi! It’s great to meet you, Betsy Smith. It’s pronounced Betsy, yes?”
2. Use their name in conversation. When you begin a conversation, listen to what they are saying and respond by using their name; “Wow, Betsy, that sounds like an incredible opportunity! I’d love to sit down with you over lunch and talk more.”
3. Connect them with others and use their name in the introduction. You are networking after all, so it’s important to connect others if you can. Whe introducing two people, use their names when they first meet. “Joe, I’d like you to meet Betsy. Betsy is a realtor who just landed a big contract with the city. I bet you two would have a lot to talk about!”
4. Dedicate it to memory. Once you’ve left the networking event and you’re back at home or work, take out the business card and try and remember what that person looked like and what they were doing and saying. Maybe even send them a quick “nice to meet you” email to help you remember the conversation you had.
The next time your at a networking event, try to use these devices and see if it helps. If you can remember the devices, that is.
When was the last time you heard someone say, “Wow, your baby sure is ugly!” If they’re smart, probably never.
How about this one? “Your clothing, marketing message and overall business image are not referable?” Ouch.
We occasionally think this about people we meet, but will rarely say it out loud. Which is why you are responsible for making sure your business, your “baby”, is in the right condition for receiving referrals.
I’ve seen thousands of people join networking groups and focus heavily on building their network but forget to take a good, hard look in the mirror, both at your self and image and your businesses. I’m challenging you to make an honest appraisal of yourself and your business and ask, “Am I worthy of business referrals?” If you’re not sure how to start, here are five ways to get you going.
1. Define your Emotional Charged Connection (ECC): If you are asked seven times this week, “What do you do for a living?” do you respond with seven different answers? Your marketing message should be clear, concise and consistent; it should also tug at the heart strings a bit and have some ECC. This combination will leave a lasting impression and, most importantly, give others a clear way of explaining your message to others.
2. Walk your talk. Do what you say in less time than promised. Be on time for meetings, don’t check your phone while others are talking to you–and follow up with everyone and everything.
3. Dress for success: If you’re a mechanic and you wear a three piece suit to a business meeting, one might assume you’ve just come from court. Whatever people in your profession typically wear–uniform, polo shirt and khakis, suit and tie, dress and heels–just be sure to wear it well. You don’t have to spend hundreds of dollars on a new wardrobe, but make sure what you wear is clean, wrinkle-free and tucked in. You want to look sharp, because your first impression when you walk into a meeting is a lasting one. If you’re messy or too casual, people might assume you have the same attitude about your business.
4. Be self-aware: Eighty percent of someone’s perception of you are based on your nonverbal cues, including eye contact, facial expressions and mannerisms. Ask someone you trust to simulate a meeting or pitch with you and have them point out what they think is working–and what’s not.
5. Keep your social media presence professional: It’s vital to remember that your professional image exists on and offline. That’s not say you can share a funny joke or have fun on social media, but be aware that people are judging you by your online behavior. Two of every three posts should be about something personal, but don’t make controversial statements or divulge every intimate detail about your life. In this digital age, if you are what you say, you are also what you post.
Your baby is not ugly, it’s beautiful. Your business image is not ugly, it’s also beautiful and worthy of referrals. But nothing else will matter unless our personal brand and referability are in order. After all, we are our biggest advertisement.
This article is from guest blogger and BNI Executive Director Dana Gallagher.
For the first time in American history, three generations – Baby Boomers, Generation X, and Millennials – all with different work ethics, values, beliefs and experiences are working side-by side. One generation stands out from the rest because they have become the largest generation in the workforce. Who are they? You guessed it… Millennials!
Let’s take a step back. What is a Millennial? This term refers to the generations born between 1982 and the early 2000’s. Born in the year 1990, I am proud to say that I, myself am a Millennial. In this article I will be focusing on how my generation does business, communicates, and networks.
Face-to-face networking will never go out of style. This leads me to a common misconception; that millennials would rather network with one another via social media than face-to-face. All of my experiences, and everyone I know, have shown this to be the exact opposite. If we had a choice of either type of networking the answer would be face-to-face every time, hands down. Human interaction is one of the most powerful ways to network and connect with others.
With that being said, getting out to networking events every night and seeing people isn’t always an option. Lucky for us, we have other means of building relationships when we are unable to meet face-to-face. So what are some of the other ways we network and how does our different generational attributes effect the way we communicate?
On a daily basis, I communicate with people approximately ten different ways. The most common ways are text messaging, group text messages, phone calls, e-mail, Facebook, Facebook group pages, Facebook Messenger, SnapChat, FaceTime, and LinkedIn. Many other millennials use apps, like GroupMe, Voxer, Twitter, Skype, and Kik as a means to meet and connect with other people. Wait a minute, why do Millennials choose to use all these ways to communicate? Simply put, it’s quick, easy, and switching tasks helps hold our interest.
While referring to our communication style, informality is key. For the most part we find it completely acceptable to reach out to other business associates, bosses, and acquaintances via text, LinkedIn, Facebook messenger, Google hangouts, or whatever else. As long as we get in touch with the person we need, why does it matter how we do so?
After meeting someone at a networking event, wedding, back yard barbecue, or any other get-together, we will most likely friend them on Facebook, add them on SnapChat, follow them on Instagram, connect with them on LinkedIn, or all of the above. By having so many resources to connect with each other we are able to build relationships faster (from the mass amounts of information online) and keep our relationships longer because of the ease of staying in touch. I may not see you for two years but I know you have become engaged, bought a house, went on vacation, and adopted a new dog, all because you friended me on Facebook. In short, it’s easier for millennials to establish long term relationships.
We are a generation that prefers to socialize and work in groups because we grew up in an environment that promoted constant team work. On a daily basis, our school teachers would have us work in groups to accomplish assignments. When everyone played their part, we learned that by working together we can achieve more, create a better result, and have fun! Our grade school teaching style fostered the belief that collaboration is the most effective way to get a job done.
One of the reasons that BNI is so great for millennials is that it accomplishes two things at once. We are able to socialize in a group setting while also building a network of people who can help accomplish one another’s goals by working together as a team. There is no better support system for a young entrepreneur or business professional than a group of entrepreneurs, professionals, and field experts that can share their best practices and learn together.
Our generation is pursuing careers for more than a paycheck and rejecting the old school mentality of the more you work, the more you’re worth. We believe that success is based on efficiency and results, rather than long hours and harder work. By completing our work quicker, we are able to get more accomplished throughout the day and fulfill our desire to maintain a healthy work-life balance.
The focus on a healthy work-life balance has caused a change in the beginning stages of networking. Rather than the typical conversation starter, “Tell me about your business,” you are more likely to hear millennials start a conversation off with, “What do you like to do?” or “Tell me about yourself.” Why is that? Well, we’re pickier about the people with whom we do business. Millennials prefer to work alongside people whose values and interests align with their own.
Of course, it goes almost without saying that every person is an individual, so keep in mind that some of the characteristics we’ve discussed may not be applicable to every millennial. However, the information in this article refers to the millennial generation as a whole and the common trends that will help you to network and better communicate with them in professional circles.
This is the first in a two part series.
Do you find yourself a networking event, standing alone awkwardly and wondering why you can’t hold a conversation? Do you wonder why others don’t seem interested in talking to you, while those around you are conversing easily and often? You wore the right thing, you have a drink in your hand and clearly you have no one to talk to–so why aren’t people lined around the corner to speak to you?
I hate to be the one to say it, but it has to be said–it might be you. Not the inherent you, not your personality or your reputation; but your body language and behavior can turn a stranger into a referral partner or into just another body in the room. If you want to make this networking thing happen, you have to know–
Are you approachable or alienating?
Here’s how to know if you are APPROACHABLE:
1. Positive Attitude: You smile, laugh and look like you are a pleasant person to talk to. Although this seems ridiculously simple, you’d be surprised how many people don’t realize their frowning or looking bored in conversation. Go look in the mirror and watch how your face changes when you frown and when you smile–you’ll see what a difference it makes!
2. Open Body Language: In the book Networking Like a Pro, I talk about positioning when a person is conversing with others. Instead of talking to someone in a one-on-one conversation, standing closely together with your shoulders facing squarely at one another, make sure your stance allows the room for someone else to approach and join in.
3.Congruence: Conduct yourself as if every person you meet is the host of the event, going above and beyond to make them feel good. Don’t over compliment or lay on the schmooze, but do make a point to encourage others in conversation and seem genuinely interested in them and their business.
Next week: Are you alienating?
I’ve been thinking about the concept of trust lately. Given all that’s happening around the world, with the constant influx of distressing news, it’s hard to know what information to trust, or who to trust, or even where to place our trust.
In networking, trust is a major factoring in giving and receiving referrals– remember, it’s not what you know or who you know, but how well you know each other that counts. In this fast-paced, digital, 140-character age we live in, having an actual conversation with an actual person can feel daunting (and sometimes, we notice that we’ve forgotten how to do it.)
On that note, I wanted to take a moment a reflect on a fundamental of networking, and a fantastic way to start to earn trust–the GAINS exchange. When you have a 1-2-1 with someone you’ve networked with, it’s important to begin to build the foundation of the relationship in an effective, time efficient way. GAINS is the perfect way to do that.
The ice breaker goes as follows: Goals, Achievements, Interests, Networks and Skills. Whether these are professional or personal answers (or possibly both) it’ll help the conversation flow easily and begin to build that foundation of trust.
The first time you introduce the ice breaker, it can feel a little awkward; but the more you do it, the more comfortable you’ll be with it. Begin practicing the exchange with someone you’re comfortable with–you might be surprised at their answers!
Take some time to write down your answers, and really reflect on it. You might even learn something new about yourself.
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.
Passion. Energy. Gratitude.
Those tokens are what I remember from those who attended the BNI Conferences of Italy and England.
For those of you who don’t know, my wife Beth and I were in Europe the past three weeks traveling to Italy and England for their BNI National Conferences. This was our first trip to Italy, and I hadn’t visited England in several years, so this was a big deal for all those involved.
One of the reasons I enjoy traveling to the international conferences, is because I love meeting the people who drive BNI: our Members. Business owners who are working hard to make it in the world, who are dedicated to our core values, who are passionate about learning ways to make their business better. Seeing their energy and their commitment is what drives me to keep producing content and find new ways to give real people real advice on networking and small business performance.
In Italy, what impressed me the most was the hospitality of the people. The warmth and kindness was palpable and I had no problem opening up–even with the language barrier. Like I always say, networking is the same in any language, and culture can’t stop people from interacting from one another. (In fact, I challenge you to network with someone who practices a different culture than you do– you might be surprised at just how similar you are.) Everyone wants to succeed, everyone wants to use the tools given to them in the right way–which is something I felt deeply from Italian Members. At every turn there was someone shaking my hand, thanking me for helping them push through some of the hardest times of their professional lives–for that, I am grateful.
Our Members in England were unique in their energy, to be sure. The excitement and enthusiasm was something I wish I could bottle and take whenever I need a boost! Once I took the stage on Friday at their conference’s Members Day, the Tweets began multiplying like fireworks–hundreds within a mere few hours. It wasn’t ignorance on fire, but passion, which is even better. They took every word of my speech to heart, hung on every word, which made me feel completely humbled and appreciative. I look over those tweets and think, “Wow! They liked me–they really liked me!”
Take a look through this photo album and see if you can feel what I felt during that time. It was truly something I will never forget.
“Are You Spread Too Thin?” is the third video in the “Ivanism” Garage to Global series, hosted by Entrepreneur.com. In this series, I expand on classic phrases I’ve used over the years.
Do six things a thousand times and NOT a thousand things six times!
But what does that really mean?
Wait, I can’t give it all away! Watch the video below to get the full scope of the idea.
Ignorance on fire
The following video is part of my new “Ivanism” Garage to Global series, hosted by Entrepreneur.com, where I expand on catch phrases I have used frequently over the years.
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.
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.
A question from India came to me via Twitter, and I found it to be such a universal topic that I thought I’d share it with you all.
(And BONUS–it was shot in my new home studio!)
What happens when your networking group hits a plateau?
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