New Blog Series with Top Referral Marketing Trainer TR Garland!

In this video, TR Garland and I announce the launch of our new, 12-month, BusinessNetworking.com blog series  “Navigating the VCP Process® to Networking,”

TR is not only my good friend, he is one of the top referral marketing trainers in the world and he and I co-authored the #1 Amazon Best-seller Building the Ultimate Network together.  I am really excited to be doing this new blog series with TR because he is in the top 1% across the globe in regard to understanding how to implement referral marketing effectively and this series is going to be a huge resource for people in learning how to understand and  implement the VCP (Visibility, Credibility, Profitability) Process® effectively to produce real, business-boosting results from networking efforts.

Whether you’re a businessperson, an entrepreneur, a novice or seasoned networker, or simply someone who wants to learn, be sure to come back to this site on Monday (2/20/12) which is when we will be posting the first blog in the series! 

So what do you think?  Are you as excited about this new series as TR and I are?  Leave us a comment and let us know your thoughts . . .

Systems and Referral Marketing

It’s International Networking Week and one of the many ways I’m celebrating is by posting this video blog on how to network better and smarter with systems.  In this short video , I talk to my good friend Bertrand McHenry, a Referral Institute Trainer and Franchisee, about how people who develop a system for referral marketing generate substantially more business through referrals.

Watch this video to find out how creating a system for referrals can help you predict the income you will receive from referrals up to 12 months in advance and be sure to check out the International Networking Week video–make 2012 the year you commit to developing a networking strategy and achieving real business growth through a structured referral marketing system!

This is International Networking Week

What are you doing for International Networking Week?

2012 marks the 6th annual celebration of International Networking Week which is now recognized by many countries across the globe, with thousands of events being held during the celebratory Week. One of the main goals of the Week is to help businesspeople everywhere build their networking skills and expand the opportunities within their reach and, in the video, my Business Networking and Sex co-authors and I offer some very valuable pointers on where to focus your efforts in order to make the most of International Networking Week.

This short, 9-minute video, sponsored by Referral Institute (www.ReferralInstitute.com) and Entrepreneur Press (www.Entrepreneur.com), explains how the week of February 6th-10th, 2012 will bring about great opportunities for businesspeople around the world and increase worldwide awareness about the powerful benefits of business networking.

For additional Information, please visit www.InternationalNetworkingWeek.com.  This is a great time to invite your friends and associates to a network you belong to.

Tell me, what will you do this week to help your networking efforts?

What Do Most Successful People Have in Common?

What’s the one thing the majority of successful people have in common?

In this video, UAE networking expert Bijay Shah and I discuss how a positive attitude is one thing that you’ll find in almost any successful person anywhere.  More importantly, we explain how YOU can stay positive and headed toward success, despite challenging situations in both your business life and personal life.

After watching the video, I invite you to leave your feedback in the comments section–what do you think of our strategies for staying positive?  Have you personally used any of these strategies already?  If so, how effective was the strategy you used in helping you maintain a positive attitude in the face of the challenge(s) you were facing?

Your Behavioral Style IS Affecting Your Referrability

As a networker, there’s no question about whether or not your behavioral style is affecting your referrability–it IS.  The question is, how can you learn to effectively communicate with a diverse array of other behavioral styles while maintaining your own style for an optimum outcome?

In this video, Dawn Lyons (whom I consider to be one of the world’s leading experts on behavioral styles/profiles and referral networking), my partner in the Referral Institute, talks with me about how behavioral styles affect networking results and referrability. She discusses behavior profiling programs that help networkers adapt to and accommodate a variety of behavioral styles for maximum referrability.

After watching the video, I highly encourage you to visit the link Dawn mentions (www.ReferralsForLife.com) and watch the educational videos to get more information about behavioral styles (CLICK HERE to go directly to the videos).

What’s your behavioral style?  After watching some of the videos on ReferralsForLife.com, come back and leave your thoughts on what you’ve learned about your own behavioral style or other behavioral styles and how you can use this new information as you network.

International Networking Week® 2011–New Video

The new video for International Networking Week® 2011, is now available on YouTube!

The short, eight-minute video, sponsored by NetworkingNow.com and the Referral Institute, discusses the history and significance of this exciting, celebratory week which will be recognized across the globe this coming February 7-11, 2011 (Mark your calendar now! :)), and it also explains a concept many networkers fail to recognize but which all networkers need to be aware of–the ‘networking disconnect’.

This is the fifth year for International Networking Week® and it is now recognized by many countries around the world, with thousands of events being held during the Week.  One of the main goals of the Week is to help businesspeople everywhere build their networking skills; don’t wait until the last minute to join in the celebration and start the year off as a better networker–watch the video now, find an event in your area, and come back and let me know what you’ll be doing to recognize International Networking Week®.

For additional information go to www.InternationalNetworkingWeek.com.

"New Year’s Resolutions and Networking"

A friend of mine, TR Garland (pictured with me in the photo at right), just wrote a great blog entry which contains some very timely information for many people across the globe and I’d like to take the opportunity to share it with you today as a guest blog.  Enjoy . . .

“New Year’s Resolutions and Networking” by TR Garland

In about 30 days, the majority of people around the world are going to be faced with the same thing we’re all faced with once at a certain point every single year.

No, I’m not talking about keeping a smile on your face while spending the holidays with your in-laws (wink-wink).  I’m talking about setting New Year’s Resolutions.

Every year, one of the top resolutions is to “get in shape.”  The truth of the matter is that most of us already know how to get in shape:

1.  Design a nutritional plan and stick to it

2.  Design a workout schedule and stick to it

3.  Track your actions and results daily and recalibrate if needed

The problem is, a large percentage of people don’t reach their goals because:

1.  They don’t write out a formal nutrition plan or workout schedule

2.  They don’t hold themselves accountable

In other words, life gets in their way.

So what can be done about this?  Well, there’s something about human psychology that pushes us to not let someone else down. Because of this, people who invest in a personal trainer to help keep them accountable tend to achieve desired results much more consistently than they ever would by attempting to get in shape on their own.

It’s important to note that this same concept holds true for business networking and referral marketing.

Many people are spending a lot of time networking by just chatting away with others and maybe grabbing others’ business cards.  By doing this, they then expect results; they expect that the people whom they’ve met and exchanged business cards with will eventually pass a referral to them.  This mindset is called being reactive ( . . . and hoping for the best!).  Being reactive is an employee  mindset or mentality that, in my opinion, gets placed into the same category as punch cards, guaranteed smoke breaks, assembly lines, benefits entitlement, and cubicles.  In other words, this mindset is something that isn’t really that viable anymore in today’s economic environment.

If you don’t believe me, look around and note which businesses are thriving and hiring.  I’m confident you’ll discover that the businesses which are doing well are those that do not have a reactive mindset and, instead, maintain an entrepreneurial mindset.

An entrepreneurial mindset is one that takes ownership and focuses on being proactive versus reactive.  Just like the “getting in shape” example above, being proactive and accountable in your business networking and referral marketing efforts is a sure-fire way to get results–plain and simple.

So, especially if you’ll be out attending holiday parties in the coming 30 days with your spouse, significant other, family, or friends, remember to be proactive with your networking efforts.  Go to each event with a purpose (in addition to your goal of having fun).  Don’t simply gather business cards, that’s not what I’m talking about.  Instead, set relevant and realistic networking goals and ask the person you went with to hold you accountable to your goals.

And, of course, there’s a time and a place for everything.  You need to respect the event you’re attending and if the environment doesn’t warrant you achieving certain networking goals . . . grab a celebratory beverage and some festive treats and remember, there’s always next year!

* TR Garland is a Referral Marketing Strategist for the Referral Institute® in Orange County, California where he is a consultant to top performers and entrepreneurs on maximizing their ROI/ROT from business contacts and networking.  Starting in 2011, you can follow TR for his tips, tactics, and techniques on effective networking at his newly launched blog located at www.BeABetterNetworker.com.

 

New German Version of Networking Now Blog Available!

Thanks to the efforts of my friend Thomas Albrecht of the Referral Institute in Germany, this blog is now being translated into German.

To view the new German version of this blog, visit: www.ReferralNetworker.com.

My sincere gratitude and appreciation go out to Thomas for his hard work and diligence in translating my weekly blog entries from English to German . . . Thomas, you are a master networker and you truly exemplify the Givers Gain® philosophy!

Learning to Use the Law of Reciprocity: 4 Tips

I posted a blog this past Monday explaining what networkers need to know about the law of reciprocity, and I promised that I’d follow up today with some tips on what to keep in mind as you learn to use the law of reciprocity in your networking efforts. Below you will find four very important things to remember:

Tip No. 1–Giving means helping others achieve success. What is your plan to contribute to others? How much time and energy can you spare for this? Do you actively seek out opportunities to help people? You could volunteer to help out with something that’s important to someone in your network, offer advice or support in time of need, or even work hard to connect someone to a valuable contact of yours.

Tip No. 2–The person who helps you will not necessarily be the person you helped. Zig Ziglar says, “If you help enough people get what they want, you will get what you want.” In other words, what goes around comes around. If you focus intently on helping others, you will achieve success in the end.

Tip No. 3–The law of reciprocity can be measured. It is a myth that networking cannot be measured and, in my latest book, Networking Like a Pro, my co-authors and I use the Networking Scorecard Worksheet, part of the Certified Networker Program offered through the Referral Institute, to measure networking. If you apply the law of reciprocity, you will see your weekly total networking score gradually rise.

Tip No. 4–Success takes getting involved. Contrary to Woody Allen’s assertion that “90 percent of success is just showing up,” you have to do more than simply be present to be a successful networker. If you join a chamber of commerce, become an ambassador. If you join a BNI chapter, get involved in the leadership team. If you join a civic organization, get on a committee. The law of reciprocity requires giving to the group; it will pay you back many times over.

A master networker understands that, although networking is not the end but simply the means to growing a business, service to your network of contacts must always be uppermost in your networking activities. Once you have established a solid reputation as someone who cares about the success of others, the law of reciprocity will reward you with an abundance of high quality referrals.

Time Equals Money in Networking

The secret to getting more business through networking is . . . spend more time doing it! OK, well, it’s a little more complicated than that because you have to spend time doing the right things.  However, based on the recently completed Referral Institute study on business networking, we finally have a definitive answer about how the amount of time spent networking impacts the amount of business that is generated.

The most dramatic statistic I have found shows that people who said “networking played a role” in their success spent an average of 6.5 hours a week participating in networking activities. On the other hand, the majority of people who claimed that “networking did NOT play a role” in their success spent only 2 hours or less per week developing their network.

What does this mean? It means there is a direct correlation between the amount of time you devote to the networking process and the degree of success that you realize from it. To illustrate this further, there is a graph below which demonstrates the “average” percentage of business generated from someone’s networking efforts in comparison with the amount of time spent on networking activities.  Here you can clearly see that people who are spending between five to nine hours a week networking are generating (on average) 50 percent of their total business from this activity. 

People who spend, on average, more than 20 hours a week networking are getting almost 70 percent of their business through referrals.

Based on this study, it is clear that people who devote six hours a week or more to networking are generating a large percentage of their business through their efforts. So, it’s time to ask yourself . . . how much time are you spending developing your personal network and what kind of results are you starting to see?

Businesses Say Networking Helps Them Succeed; Professors Have to Look up the Term Networking!

My recently completed Referral Institute study of more than 12,000 business professionals from all around the world has ended, and I’ve been going through mountains of statistics and data (oh joy).  I thought I might share an important one with my readers.  This statistic will not surprise anyone in the real world (yes professors, I’m saying you live in a fantasy world):  91.4 percent of all respondents claimed that networking played a role in their success.  Only 6 percent said it did not, and I’m guessing that the 2.7 percent that said networking wasn’t applicable were the professors I just outed as being clueless about the real world.  If you think I’m being harsh, read my blog about my experience with the dean of a local California University who said that networking would never be taught in his school!

OK, so the rest of us aren’t surprised about this result, but here’s why I posted it: Finally, we have some empirical data as to how important business networking is to the success of a business! Maybe now that we are starting to have something boring–like  hard data– more professors in business schools will start to teach this content.  Oh well, it’s good to have goals.

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