Strategic Alliances The Right Way!string(34) "Strategic Alliances The Right Way!"

February 14, 2008
BNI, Collaboration, Ivan Misner, Networking, Referral Institute 2

I recently had two organizations attempt to create a strategic alliance with BNI and the Referral Institute and I got two substantially different results.   

The first company (which shall remain nameless on the grounds that they like to attack folks they are not happy with via the media) contacted me and wanted to speak.  With them, it was a case of “Glad to meet you—let’s get married!”  I really got the sense that they wanted to GIVE me the privilege of sharing my entire database of contacts with them based on who they were and how amazing it would be for me to even say I had stood in their shadow!  Get the picture? 

When I explained our corporate philosophy and my own personal belief system that deepening a business alliance and building a relationship with a partner business took time and effort before getting to the “let’s get married” stage, they abruptly ended the call and (I’m sure) moved on down their computer-generated list of businesses to call.

By contrast, here is how the second organization (Brian Tracy University) approached the same issue:  Brian Tracy himself contacted me and started the conversation by asking me what our company goals were.  I shared with him that we recently set the goal of  “92 in ‘12” (9200 chapters by the year 2012).  The next statement from him was, “We want to help you achieve that!”

From there it went from “Glad to meet you” to “Let’s get to know each other better!”  Brian shared with me that he had ideas that could help us achieve our corporate goal and help our members do better business at the same time.  When I explained, as I had with company X, that our philosophy as a networking organization was one of mutual cooperation and that our belief was that anything that would really be of value to either of us would take time, he completely got it, respected it, and supported it!

If you want to create strategic alliance relationships with other companies, be sure you work with organizations that are willing to work with and respect your corporate culture and make sure to understand that the process takes time.  If you do, you will have great success with a business alliance. 

Our relationship has developed organically and we are now offering a very special program through the Brian Tracy University (www.briantracyu.com) to BNI members and Directors. I’m not sure how company X is faring; I don’t hear so much about their program anymore!  I wonder why? Hmmmm . . .

Looking back over two decades of building an international company, I can clearly see that no one person or company brought something to the table that launched my company to the next level.  Instead, it was the cumulative effect of many people, many strategic alliances, and many well-nurtured relationships with companies that were willing to get to know us and gradually, over time, build each other’s businesses through combined efforts.  Each contact, each opportunity to reach out to each other and each mutually beneficial activity served as just one more spoke in the wheel as we rolled up the hill toward success.

Welcome to International Networking Weekstring(40) "Welcome to International Networking Week"

February 4, 2008
BNI, Collaboration, Ivan Misner, Networking, Self Development

Welcome to the second annual International Networking Week (February 4-8, 2008).

Last year, thousands of people from around the world recognized the week, and even more are expected to recognize it this year during hundreds of large events and thousands of small events and networking meetings all around the world.

International Networking Week is about celebrating the key role that networking plays in the development and success of business around the world. It is about creating an awareness of the process of networking. Not just any kind of networking, but what I call “relationship networking,” an approach to doing business based on building long-term, successful relationships with people through the networking process.

International Networking Week has now been acknowledged by several governmental organizations (including proclamations from the governors of Nevada and Maryland, a joint resolution of the California State Assembly and Senate, as well as the county supervisors for the County of Los Angeles).

If you belong to any networking groups, make sure to tell them that this is International Networking Week.

Below is an eight-minute video that talks about International Networking Week, 2008. Share the video with others and feel free to show it at your networking meetings during International Networking Week (you will note that I talk about this blog on the video):

 

Click Here for 2008 Video

Go to www.InternationalNetworkingWeek.com for more information. Share with us here on the bulletin board. What will you be doing to recognize International Networking Week?

Business Networking Trends (Part 1): Online Vs. Face-to-Facestring(60) "Business Networking Trends (Part 1): Online Vs. Face-to-Face"

January 17, 2008
BNI, Collaboration, Connections, Ivan Misner, Networking, Referral Institute, Social Capital 13

Several emerging issues and trends surrounding the process of networking are being created out of the need to find an effective way to develop business for entrepreneurs and salespeople in this new century. Over the next few blogs, I will address three of the most prominent trends that I believe will become more important in the coming years. Here is the first one:


Online and face-to-face networking will both continue to flourish.

I’m a proponent of online networks such as Ecademy.com and others. I think they will continue to grow successfully and help many of their members. However, they are not the final answer to business marketing or to networking. They are another great tool for people to connect with others (especially outside their local geographic area).

On my Referrals For Life blog, someone recently said: “I don’t know that it is true anymore that referrals are about relationships.â€? He went on to say, essentially, that technology is changing the rules and that just participating in a website will be good enough. Well, in one word, I’d have to say, “wrong.”

Referrals are and will be, for the foreseeable future, all about relationships. Whether they are relationships built online or face to face, they will still involve relationships. People refer people they know and trust. They will not regularly refer someone just because he or she is listed on a website. That’s called advertising, not networking.

 

Online networking works, but relationships must still be part of the process. Using the internet to exchange ideas, share knowledge and increase your visibility will be imperative in the coming years. Virtual networking is catching on in many circles. Some people involved in face-to-face networking feel threatened, as if online networking were going to replace their tried-and-true system.


Those who foretell the demise of face-to-face networking fail to note one important thing: the facts. Face-to-face networking groups continue to expand. The growth rate of my own referral networking organization, BNI, bears this out. Since the internet first became popular in the mid 1990s, BNI has experienced more than a 1,000 percent growth rate. That is not a typo.

Technology flattens the communication hierarchy and provides opportunities to improve your networking efforts–not replace them. I believe people who understand this will begin to use technology effectively–without replacing relationships–to take their marketing to new levels in the years to come.

International Networking Week–It’s About Time!string(58) "International Networking Week–It’s About Time!"

January 7, 2008
BNI, Butterfly Effect of Networking, Collaboration, Connections, Ivan Misner, Networking, Referral Institute 4

Finally, there’s a week to recognize one of the most important ways that people can build their businesses–networking. International Networking Week is right around the corner. Last year, thousands of people from around the world recognized the week, and even more are expected to recognize it this year.

International Networking Week is about celebrating the key role that networking plays in the development and success of business around the world. It is about creating an awareness relating to the process of networking. Not just any kind of networking, but what I call “relationship networking,” an approach to doing business based on building long-term, successful relationships with people through the networking process.

International Networking Week has now been acknowledged by several governmental organizations (including a joint resolution of the California State Assembly and Senate). Start the new year out with more business. If you belong to any networking groups, make sure to tell them that International Networking Week is Feb. 4-8.

Below is an eight-minute video that talks about International Networking Week, 2008. Share the video with others and feel free to show it at your networking meetings during International Networking Week (you will note that I talk about this blog on the video):

 

Click Here for 2008 Video

Go to www.InternationalNetworkingWeek.com for more information. Share with us here on the bulletin board. What will you be doing to recognize International Networking Week?

Referral Marketing–You Can’t Do it Alone!string(53) "Referral Marketing–You Can’t Do it Alone!"

December 14, 2007
BNI, Connections, Ivan Misner, Marketing/Sales, Networking, Referral Institute, Referrals 7

At the BNI International Directors’ Conference in San Diego a couple of weeks ago, I was talking to Dawn Lyons, one of the Master Trainers for the Referral Institute, about the struggles many people face with referral marketing. As we exchanged ideas about various referral marketing issues, such as inconsistency, quality levels, lukewarm referral sources and, ultimately, the uncertainty that people can sometimes feel, Dawn told me about a new catch phrase she has been using. Her new phrase is, “Referral Marketing … You Can’t Do It Alone!” I thought, wow–it’s a pretty simple phrase, yet it’s so true that it really makes a powerful statement.

As entrepreneurs, one thing Dawn and I both know is how control-oriented most entrepreneurs are. We like to get things done ourselves, and we typically would rather go out and make something happen than wait for things to come our way. Unfortunately, those entrepreneurial tendencies don’t mesh very well with referral marketing because of an important theory that Dawn asserted people must understand. She said, “Where do referrals come from? They come from other people!” Certainly, nobody can debate that. This is exactly why Dawn’s catch phrase holds such power–referrals come from other people who trust us enough to refer us, and who have found someone in need of our services. Referrals will never be generated from an individually focused mindset.

As Dawn put it, “Suggesting that we, as individuals, can go out and make referrals happen for our business is just silly … You Can’t Do It Alone!” Other people are the key factor in helping anyone generate referral business. Dawn has written a more detailed article on this topic, which clearly explains the concept of where referrals come from and shows specific places to go in order to increase referral business. If you are out there trying to generate your own referrals, by all means, take a look at her article and stop wasting all that time and effort.

Remember, being a self-starter and possessing an entrepreneurial spirit are some of your biggest strengths; but when it comes to referral marketing … You Can’t Do It Alone!“

Setting the Stage for a Successful Word of Mouth Programstring(56) "Setting the Stage for a Successful Word of Mouth Program"

December 10, 2007
BNI, Connections, Ivan Misner, Marketing/Sales, Networking, Networking Prep, Referrals 1

During a conversation last week, one of our assistant directors for BNI in Michigan, Leslie Fiorenzo, made an interesting point of comparison between appreciating opera and learning to use word-of-mouth marketing in your business. She said, “The best way to experience opera is to see it on the stage, and the best way to use word of mouth is to put a referral marketing plan in place. The novice, in either case, may not know where to begin.”

We started talking about a system to generate business by referral and, just like opera, if you have little or no experience with referral marketing, it would be a mistake to jump into action without preparing yourself. Central to the referral-marketing process is getting people to send you referrals. To do so, they must know exactly what you do–what product or service you provide or make; how, and under what conditions, you provide it; how well you do it; and in what ways you are better at what you do than your competitors. You absolutely must communicate this information to your sources. And to communicate effectively, you must know the same things. Before business owners map out their referral marketing campaign, they must stop and get a clear picture of where their business currently stands.

Leslie commented that when people begin to learn and study opera, they begin with basic works by composers such as Giuseppe Verdi and Giacomo Puccini before moving on to more complex works by composers such as Richard Wagner. In the same way, when marketing your business by word of mouth, there is a place to start before you meet with the people in your network. You begin by preparing answers to some basic questions about yourself and your business like:

1. Why are you in business?
2. What do you sell?
3. Who are your customers and
4. How well do you compete?

The ability to communicate this information to your sources and prospects will be invaluable as you begin to build your network and formulate your plan to gain more and more business the most effective way–through referrals.

Once you master some basic tools, you can move on to a deeper understanding of the process. For example, there are three laws of Notable Networking:

1. Have a positive and supportive attitude, and provide a positive and supportive environment for other business people.
2) Learn how to use networking tools efficiently, including business cards and an informative name badge, and have a business-card case to hold others’ cards.
3) Networking is an acquired skill that requires listening to tapes, reading books/articles, talking to great networks and practicing what you’ve learned.

One great place to get more information on this subject is www.bni.com. I highly recommend that you become familiar with the basic tools of word-of-mouth marketing and begin to implement them in your business so that you can begin to watch it grow. Because, just like appreciating opera, if you don’t begin with the basics, you won’t experience the optimum result.

You’re the Average of the Five People You Hang Out with Moststring(66) "You’re the Average of the Five People You Hang Out with Most"

November 23, 2007
BNI, Ivan Misner, Networking 10

I just attended the international BNI Conference last week with more than 800 directors and members from almost 40 countries from around the world. It was an incredible experience that felt a little like a United Nations meeting!

One of the keynote speakers was Jack Canfield (seen to the right with Amy Brown of BNI, myself and Patty Aubrey of Chicken Soup for the Soul Inc.).

Jack shared many great stories and did an outstanding presentation (I’d highly recommend him to any organization). One of his comments really resonated with me. He said that “we are the average of the five people we hang out with most!” This comment reminded me of my belief that we become what we read and whom we hang around. This is a powerful concept great for anyone (including our children).

So, what are you reading and with whom are you hanging around? With this thought in mind, do you plan on making any changes in the near future? Good things to ponder.

I consider Jack a good friend and have an opportunity to spend a couple weeks with him every year as part of his Transformational Leadership Council. Thanks for your great presentation, Jack. You’ve given us many ideas to think about.

Attitude is Everything in Networkingstring(36) "Attitude is Everything in Networking"

November 12, 2007
BNI, Ivan Misner, Networking, Networking Prep 7

Last week, one of the big items on my calendar of things to do was a marathon day of radio interviews beginning at 4a.m.  As you can imagine, getting up at an hour when roosters haven’t even begun to think about warming up their vocal chords is not the most enticing of tasks.  However, after stubbing my toe in the pitch blackness and yelping out a word I won’t mention here, I remembered that as the Founder & Chairman of BNI, the world’s largest business networking organization, I had agreed to do these interviews at such an outrageous hour because it is my responsibility to do whatever needs to be done to network for the organization.

Now, can you imagine what would happen if  I answered the interviewer’s first question—which is always “How are you doing today, Dr. Misner?â€?—by grumbling about how I had stubbed my toe and how I wished I was back in my warm bed?  Well, what would happen is that people would be immediately turned off by my negative attitude and nobody would listen to me.

This brings me to my point that in order to be a master networker, you must always maintain a positive attitude no matter what.  With over two decades of professional networking experience, one thing I’ve learned is how important it is to have a positive attitude in order to successfully network.  And if I’m going to go around telling other people how to discipline and train themselves to network effectively, then I darn well better be walking the walk (or at least limping along, stubbed toe and all) and maintaining the positive attitude of a master networker.

Now that I’ve told you about the second most important trait of a master networker, I figure might as well give you the other nine.  Here they are, ranked in order of their perceived importance to networking:

1. Follows up on referrals
2. Positive attitude
3. Enthusiastic/motivated
4. Trustworthy
5. Good listening skills
6. Networks always
7. Thanks people
8. Enjoys helping
9. Sincere
10. Works their network.  

“Happy” Networking!

Honor the Eventstring(15) "Honor the Event"

November 5, 2007
BNI, Introducing Yourself, Ivan Misner, Networking 1

I had a conversation recently with a new BNI member who expressed that she has always been somewhat uncomfortable networking because she’€™s always been afraid of sounding like she’€™s being pushy, and she has a hard time knowing when it’s even €œOK to approach the subject of business with other people.I told her what I’€™ve said countless times over the years to many other people–that the absolute key to networking appropriately is making sure to always honor the event.

You can network any time and any place, but as long as you are honoring the event, there is nothing to be afraid of.However, this means that in some cases you are going to network a lot differently than you would in other cases.For example, networking at a chamber mixer is one thing, while networking at church social event is something completely different.


It is essential to understand that networking does not mean that you should constantly be trying to sell people your products or services. Networking does mean that you should constantly build relationships. The best way to build relationships is to help someone whenever possible.


In order to appropriately network at a church social event, for example, you should make contacts, put people together, help others and build relationships.However, you should not be actively promoting your business.You should simply focus on putting people together and helping others.


Always keep your networking goals in sight at all events and opportunities, but don’€™t become a networking vulture or someone that everyone else runs from when they see you coming. Honor the event and tailor your networking strategies so that you fit in without being tuned out.


Always be sincere; and remember that no one minds the opportunity to exchange information that will benefit one or more people, even when that exchange takes the form of helping someone..

Wild Fire Fundstring(14) "Wild Fire Fund"

October 24, 2007
BNI, Giving, Ivan Misner 3

The wild fires ravaging Southern California bring back some horrific memories.  Just a few years ago, a 40 foot wall of flames came past my home near the foothills in Claremont (shown below).   In the photo, you can see me hosing my head down to douse the hot embers falling from the fire.  I was attempting to keep the wood beams in my backyard from catching fire as the flames swept through the open space behind my home.  More than two dozen homes burned down in my community.  Luckily, ours was not one of them.

Fire

I can relate to the feelings that many residents near these fires are experiencing.  To help the victims of the current fires in Southern California, the BNI-Misner Foundation is creating a fund to support the Red Cross efforts with helping victims of the fire.   The BNI-Misner Foundation is doing a matching fund of up to $10,000.  If you would like to join BNI in contributing to the survivors of this tragedy, please go to this URL where you can make a credit card contribution to BNI’s matching Wild Fire Fund:   

  1. Go to http://www.calfund.org/8/giving_bnimisner.php
  2. Click on the link to “make a secure contribution now” towards the bottom.
  3. Fill out the required information, and follow the prompts.

Or, checks can be sent to the BNI-Misner Charitable Foundation at 545 College Commerce Way, Upland, CA 91786.  Make sure to state that the contribution is for the matching “Wild Fire Fund”.

New Orleans – After Katrinastring(33) "New Orleans – After Katrina"

October 23, 2007
BNI, Giving, Ivan Misner, Networking, Social Capital 3

I spent the last few days in New Orleans for a BNI event hosting the 210 winners (and guests) of the 2007 USA Member Extravaganza for the organization.

There are two things I want to share about my visit to the area.  The first, is my impression of the business people.  It’s great to see business “start” to come back in the city.  One of the things that struck me was how so many businesses THANKED us for visiting the city and helping in some small way to bring back the economy.  It was truly dramatic.  Every time my wife and I purchased something, the stores went out of their way to thank us for our business.  When we told them were with a group of 210 people, they were extremely thankful.  It felt great to help the city and I invite you to visit New Orleans.  They definitely need more business and they appreciate it more than any group of people I’ve seen in recent years.

The second thing I want to share relates to the many stories I heard about courage and giving.  Prior to the event I mentioned above, I had an opportunity to speak to about 150 BNI and Jefferson Chamber of Commerce members in the greater New Orleans area .  I heard many stories about the hurricane and its aftermath.  One that really jumped out at me was a BNI member by the name of Dr. Morris Panter.

Dr. Panter (seen here with me at the event) told me that immediately after the hurricane, he had no practice!  His office was damaged with holes in the roof but it was still partly usable.  So, he spray painted a plywood board that said “Relief Workers Adjusted for Free.”  He told me that over the next several months he adjusted 900 relief workers helping to clean up from the disaster!

I think Dr. Panter’s story is another one of the many examples of courage and giving that we have seen come out of this horrific event.  In the face of the temporary loss of all his business, he took the time to “give” to the people helping his city.

It was an honor to speak to people throughout the greater New Orleans area and I wish them continued success in building the city’s economy back up.

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