effectiveness | Dr. Ivan Misner®

3Dec2012

Networking Is an Acquired Skillstring(31) "Networking Is an Acquired Skill"

The Third Law of Notable Networking: Networking Is an Acquired Skill
(Click Here to read about the First Law of Notable Networking and Click Here to read about the Second Law)

Most people are not born networkers; they develop the skills through education, training, the right attitude, and long practice. Any technique of value requires a commitment to learning how to use it effectively. The next generation of business professionals will operate under a different model of management, in which networking will be an integral element. Take advantage of every opportunity you have to learn to network more effectively. It is a skill that will only grow in importance.

Remember Will Rogers’ statement about being on the right track: “If you’re just sitting there, you’re going to get run over!” If you are active in a networking organization, you’re “on the right track.” The key, however, is to take advantage of the opportunities that these groups have to offer. This means you need to be an active participant in the networking process to get any substantive results.

Curiously, many people invest time in networking, but not in learning how. This is like trying to play tennis or golf without lessons. Sure, you can perform, but how well? Simply attending meetings is not enough. You need to listen to CDs, read books and articles, talk to people who network well, and most important, practice what you’ve learned. This is no less than what you would do to learn how to play golf, manage people, or sell a product.

Always keep in mind that in order to develop a successful word-of-mouth-based business, you must attend every networking event that you can and practice, practice, practice! Practice greeting people, handing out your card, asking for their cards, listening, excusing yourself, and introducing yourself to others. If you have questions about what to do (and/or not do) in order to most effectively greet people, exchange cards, listen, excuse or introduce yourself, please let me know in the comment forum below. I’m more than happy to do follow-up blog posts on any/all of those specific aspects of networking (as well as any other aspects you may have questions about). Thanks!

29Nov2012

Preparation & Follow Up–the Two Keys to Referral Successstring(67) "Preparation & Follow Up–the Two Keys to Referral Success"

In this brief video, filmed at the 2012 BNI® International Directors’ Conference in early November, I talk with Terry Hamill, a respected business networking expert based in Europe. Terry explains two important keys for maximum effectiveness and success in business referral generation–preparation and follow up.

Terry advises that the true gold is in the follow up and that the most successful networkers use the strongest follow-up methods; he also offers a few important tips for preparation prior to attending networking meetings and events.

Do you have a favorite follow-up method or a highly effective preparation tactic that you use prior to attending networking functions? If so, we’d love to hear about it! What works well for you could really help other people in their journey to networking success so, by all means, please feel free to share your favored methods and tactics in the comment forum below. Thanks!

19Nov2012

Are You Using Networking Tools Effectively?string(43) "Are You Using Networking Tools Effectively?"

The Second Law of Notable Networking: Learn How to Use Networking Tools Effectively
(Click Here to read about the First Law of Notable Networking)

A Notable Networker must have and use the right tools to network skillfully. All professionals need the tools of their trade to conduct business. A painter needs a brush, a teacher needs a blackboard, and an administrative professional needs a computer. To achieve success, networkers need their own tools as well. Good networkers’ tools include:

name tags to identify themselves to others,
card holders to carry their business cards, and most important,
card files to carry other people’s business cards.

It has been said that the U.S. Chamber of Commerce coined the term “networking.” Over the years, I’ve gone to many Chamber of Commerce business mixers. Unfortunately, too many of them seem to practice a passive form of the technique. However, depending on the chamber, some mixers can be an outstanding way to meet many new people. At Chamber of Commerce mixers, people from a variety of businesses get together with the idea of meeting one another.

At these meetings, I often encounter people who don’t wear a name tag. Of those who do, many neglect to put their company name or profession on the badge. I can’t imagine anyone going to a business meeting and not telling everyone what business he or she is in! You’ve got to let people know who you are and what business you’re in if you want to reap the full rewards of networking.

I also run into people who don’t have any business cards with them. Business cards are one of the most inexpensive forms of advertising available and a crucial tool for networking. They should be well designed and present a professional image. Most important, you need to have them in your possession! A large stack of cards sitting in the desk drawer at your office doesn’t help much at a business mixer. Always carry a small card case full of business cards with you and keep a large box of business cards in the glove compartment or trunk of your car for restocking your card case on the spot. Use the backs of any cards you get from others to make notes that will jog your memory about each individual or about the conversation you had.

In addition, you should go a step further and carry a vinyl or leather card-carrying case or book for the cards of the people you network with. These are people in your own personal network of contacts, people who presumably are storing your cards and referring you as well. Always keep three or four of their cards so you can hand one to anyone interested in their services.

One way to enhance your networking efforts is to use computer software. When you get back to your office, you can enter the new names and information you’ve acquired into a contact management program to help you organize your information and enable you to easily handle follow-up activities. In addition to these, several general database programs, such as Relate2Profit, provide contact management capabilities. You can log in new information and contacts, get reports of your progress, and reminders. If you’re not already using a program such as this, rest assured that the learning time is a couple of hours or less.

Do you have a favorite networking tool or a particular software program that you’ve found to be especially useful in enhancing your networking efforts? If so, please write about it in the comment forum below–I’m always interested in hearing about new tools for increasing networking effectiveness. Thanks!

10Sep2012

8 Tips for Throwing a Successful Business Mixerstring(47) "8 Tips for Throwing a Successful Business Mixer"

Establishing a word-of-mouth, referral-based business sometimes requires getting people to come to “your cave” to learn more about your products and services. Throwing a business mixer is a great way to do this yet, I’ll admit, throwing a successful business mixer isn’t easy.

However, if you remember that your primary purpose is to facilitate networking, you’ll be okay. Here are eight tips that will help you host an effective, successful business mixer:

If you have a large enough office, throw a business mixer there to get exposure for your business.
Plan the mixer no less than eight weeks in advance. Invite many guests and get people to donate door prizes.
Allow all to bring information on their products or services. Have one or more large tables set aside with a sign for this purpose.
Designate several “Visitor Hosts” to greet the guests as they arrive. When people start to arrive, make sure all fill out their name tags properly. Have few chairs available.
Conduct a short networking exercise, such as having each guest meet three people he hasn’t met before or having everyone find someone in a similar business and ask one another what their most effective networking tactics/efforts have been.
There are many innovative things you can do to make a mixer both fun and successful, such as have a “Meet Your (Business) Match” mixer with designated areas for specific business professions such as finance, real estate, health care, etc. Or, have everyone pick a card with the name of one half of a famous duo out of a hat. Then, each person keeps meeting people until he or she runs into his or her “partner.”
Always remember what’s mentioned in the intro to this blog: your primary purpose is to facilitate networking and if you focus on that and don’t try to distract from that purpose by dominating the event with speeches or presentations, you’ll be on track for mixer success.
At the end of the mixer, spend no more than about ten minutes doing introductions and giving door prizes.

If you’ve hosted networking mixers before and have some additional tips to offer or if you have interesting stories to tell about your experience with hosting a mixer, please share your thoughts in the comments section so we can all learn from what you have to say. Thanks!

9Jul2012

Congruent in Words and Actionsstring(30) "Congruent in Words and Actions"

I recently saw someone’s Twitter update telling me all about how his vitamin line will not only make me skinny and healthy, but will also make me wealthy. While there is nothing objectionable about any of these outcomes, the jarring reality is that the man promoting this wonderful opportunity is neither skinny, nor healthy, and he had just been posting updates about how he was desperately trying to dig himself out of debt!

Do you see the disconnect here? I’m sure you have seen people at networking meetings and events who will stand, introduce themselves, and deliver a promise-filled monologue about how their product or service will bring you all kinds of things which they themselves obviously do not have the benefit of enjoying.

What’s missing is congruency. When your professional message is not congruent with your personal situation, your networking efforts will not be effective. If you are promoting yourself as a wellness coach, and yet you are often sick and carrying 20 extra pounds, there is a jarring incongruence for which it will be hard for you to compensate. When I want to refer my colleagues to a wellness coach, I will refer one who is healthy, fit and obviously achieving the results she promises I will receive from participating in her program.

This may seem logical, but I often see people all over the world with incongruent messages. Ask yourself how congruent your message is. If you’re a professional organizer, is your briefcase a disaster? If you’re a car detailer, how does your own vehicle look? If you have never done so, take stock today of your message. Evaluate what you’re saying the benefits of your products or services are compared to what you are showing people they are.

Ralph Waldo Emerson once said, “What you do thunders above your head so loudly, I cannot hear the words you speak.” In his book Inside the Magic Kingdom, Tom Connellan calls this “walking the talk.” How are you doing when it comes to walking the talk in your business? It will have a definite effect on the success of your networking efforts.

Share a story with me about someone (don’t name names!) whose message was not congruent with their actions. I’d love to hear other stories.

13Feb2012

The Profit Puzzle of Businessstring(29) "The Profit Puzzle of Business"

February 13, 2012

Ivan Misner

business model, business plan, checklist, costs, Don Osborne, effectiveness, finance, franchise, goals, Management, operations, opportunities, personnel, production, Profit Puzzle, resources, skills Business, Educational Resources, Guest Blog, Management, Profitability, Recommendation, Success 2

I recently had several business associates ask me about finding a good model for a business plan that they can use for their franchise.

Being able to market your business is, to a large extent, based on understanding your business. Understanding your business begins by creating a plan. One of the best models I’ve seen is one that I have used and recommended for years. It’s called the “Profit Puzzle.” It was developed by a good friend of mine – Don Osborne.

Below are the key categories (or puzzle pieces) that Don uses in his system. If you need, or want, to produce a business plan for your business. I recommend you check out www.ProfitPuzzle.com. Just remember – once you have a structure for your plan – it requires that you commit a fair amount of time and effort to actually complete the plan (the plan doesn’t complete itself!). You have to do the hard work to think about what goes into each part of the puzzle.

Check out Don’s categories below. They are very thorough.