information Archives - Dr. Ivan Misner®

2Jan2014

Can Networking Help You with Health Challenges?string(47) "Can Networking Help You with Health Challenges?"

January 2, 2014

Health Challenges, help, information, Networking, Networking Stories Health, Misner Plan, Networking, Referrals, Social Capital, Video Blog

Networking can be powerfully useful in so many ways and many people don’t realize that when they come up against a health challenge, networking can really work in their favor to bring them the help and information they greatly need.

In this video, I talk not only about how networking can help you with health challenges but also about how people who have really strong networks have actually been found to be healthier!

If you have a story about how you, a family member, or a friend have gotten through a health crisis by reaching out to your network for help, I’d really love to hear from you. Please share your story in the comment forum below and be sure to submit your story at www.SubmitYourNetworkingStory.com. When you submit your story via SubmitYourNetworkingStory.com, it will be considered for inclusion in the upcoming networking book I’m writing with Jack Canfield and Gautam Ganglani. Thanks in advance for your participation–I’m looking forward to reading your stories!

24Feb2011

Generate More Business by Offering Value-added Advicestring(53) "Generate More Business by Offering Value-added Advice"

It’s no secret that we all want to do business with people whom we know and trust. So, how do you build rapport and create trust with new contacts at networking events? By offering value-added advice–solid, helpful information provided out of a genuine concern for another person.

Let’s say you’re a real estate agent talking with someone at a networking event who, although not ready to buy a home today, is heading in that direction. You could say something like this:

Well, I know you’re not interested in buying a home right now. But, when you’re ready to start looking, I highly recommend checking out the north part of town. A lot of my clients are seeing their homes appreciate in the 10 to 20 percent range, and from what I understand, the city is thinking about building another middle school in that area.

See how it’s possible to offer some value-added advice without being too salesy? A statement like this acknowledges that your prospect is not currently in the market (first sentence) but still demonstrates your expertise, so he will remember you when he’s ready to move.

This model works for consultants, CPAs, accountants, financial planners, coaches–just about anyone in a service-based industry in which knowledge is the main product. If you’re concerned about giving away your intellectual capital for free, look at it this way: few people are going to sign up to do business with you if they’re not sure you can do the job. In the absence of a tangible product, you have nothing but your technical expertise to demonstrate that you have the goods. And when you think about it, that makes sense. Whenever you’re ready to buy an automobile, it doesn’t matter how much research you’ve done on a particular model, you’re probably not going to write your check until you’ve taken the car for a test drive.

The same is true for your prospects. Give them a little test drive to show how it would feel to do business with you. If you’re a marketing consultant, give them a couple of ideas on how they can increase the exposure of their business. Don’t go overboard; maybe offer a technique you read in a magazine or tried with one of your clients. Just give them something they can try on to see if it works.

Not only will this open up a good conversation with new contacts while you’re out networking, if you play your cards right, whom do you think they’ll go to when they’re in need of your kind of service? 🙂 When it comes to building rapport and creating trust, nothing does it better than offering value-added advice.

21Feb2011

The New Indiastring(13) "The New India"

I’ve been in India for the past several days conducting seminars on business networking and, I have to say, I’ve been very impressed by the business community here. The businesspeople I’ve met are passionate about learning and they are hungry for information and knowledge. I have found the audiences here to be extraordinarily respectful and almost sponge-like in their interest in absorbing new ideas.

Although it is still a developing nation, it is obvious that the infrastructure of India is growing quickly. There are construction projects going on virtually everywhere and the development of transportation systems seems to be a high priority.

India has quite an interesting blend of history, tradition, and modern society, along with a serious quest for improving people’s lives. I don’t think the West fully recognizes the transformation that is taking place here. Although the middle or entrepreneurial class in India is only about 20% of the population, this percentage represents over 200 million people!

The fact is, education is crucial to achieving growth and success; India’s business community truly understands this and it is inspiring to see how they wholeheartedly embrace a culture of learning. With their interest in education and training, and their focus on creating infrastructure, I believe that India is likely to be the financial powerhouse of Asia within the next decade.

Businesspeople around the world would benefit tremendously by following India’s example in regard to the value the people of this country place on education. It has been an amazing opportunity to be able to experience the culture of India and the graciousness and generosity of the people here. I am deeply grateful to all those I have met during this trip and judging from the way these people embrace knowledge and exude the Givers Gain® philosophy, I have full confidence that India will soon achieve tremendous growth and worldwide recognition.

17Feb2011

Calling All Business People!–Help Define the Current State of the Global Business Economystring(95) "Calling All Business People!–Help Define the Current State of the Global Business Economy"

Last month I announced that my company recently created a “business index” to consistently gauge the ever-changing economic state of business based on quarterly global survey results of retailers, service companies, and manufacturing companies all around the world.

The statistics gathered from the survey results are intended to keep small business owners, entrepreneurs, and companies, as well as the media and the general public, educated and informed as to the changing state of the global business economy and the current business trends that become apparent over time.

The first BNIBusinessIndex.com report was published last month and, based on survey results gathered from the participation of over 5,000 businesses across the globe, the report reveals important, accurate evidence that the global economy is improving (click here for full details on that report).

The next worldwide report will be published in April and it will be based on results from a new survey which is currently being conducted on BNIBusinessIndex.com. I encourage all readers of this blog to take a few quick moments to answer the four simple questions in the current survey. Your participation will play a very important part in obtaining an accurate assessment of the state of business around the world–as I often say, you may not make a world of difference but you can make a difference in the world. So, please, take this opportunity to stand up and make your voice count. Your input will truly help to define the current state of the global economy, information which serves as a valuable resource to businesspeople in every part of the world.

Please click here to take the current survey now.

I extend my sincerest gratitude to all of you who take the time to participate in this important project. On behalf of businesspeople and entrepreneurs everywhere, myself included, we are extremely grateful to you for your invaluable input.

3Jan2011

50 Best Blogs for Young Entrepreneursstring(37) "50 Best Blogs for Young Entrepreneurs"

I am excited to announce that this blog was listed as #26 in the list of “50 Best Blogs for Young Entrepreneurs”!

Here’s what they said:

“Networking Entrepreneur: Even if you think you’re a pro at networking, check this blog for new tips and strategies as your business grows. Recommended Posts: Make No Assumptions and Clueless When It Comes To Conversing? Four Tips”

The list, published by OEDb (Online Education Database), was created as a resource for young entrepreneurs who are looking to learn some basic business principles and discover how to communicate and collaborate in the real world before finding success. Divided into categories (“Tools & Resources,” “Inspiration & Testimonials,” “Tips & Education,” “Industry News,” and Insights “From Young Entrepreneurs”), the list presents the top blogs that will help you communicate, collaborate, master the science of SEO and social media marketing, shake hands like a professional, and more.

Young entrepreneur or not, this list contains a cornucopia of excellent links that will provide you with an endless amount of useful information.

I’m honored to be included in this list of the “50 Best Blogs for Young Entrepreneurs” and I encourage all of my blog readers to check out the list and explore the great (and FREE) information that’s out there to help contribute to your success!

23Sep2010

Think You Don’t Need a Network?–Think Again . . .string(61) "Think You Don’t Need a Network?–Think Again . . ."

As a small-business professional or entrepreneur, how do you:

Get advice and help when problems arise
Gather the information you need for making important business decisions
Identify your markets and locate potential clients?

Unfortunately, most people get help in times of need from individuals or businesses they don’t know well. Instead of anticipating and planning for needs and emergencies, they are forced to react to every situation. They search the internet or ask friends and associates to help solve problems or recommend solutions, even though these people may not have the necessary expertise, and the sources they recommend may have little relevance to or experience with the business operation that is in need.

As a small-business owner, you don’t have the built-in resources to employ a management team to plan ahead, proactively problem solve, obtain and maintain ready access to vital resources–information, personnel, funding–and make informed decisions quickly in an emergency. What you need is the functional equivalent of a management team and that is exactly what a network is for!

Your network is a systematically and strategically selected group of people on whom you can call as the need arises. It is a diverse, balanced and powerful system of sources–people from all facets of the business world–that will provide referrals, information and support in key areas of your business or profession, over both the short and the long term.

So, if you know someone who doesn’t want to put in the time and effort to establish a network because he thinks his business is just fine without one, do him a huge favor and explain why he needs to think again.

30Aug2010

‘Mastering the World of Selling’string(44) "‘Mastering the World of Selling’"

When one of your business relationships passes you a referral, don’t assume that the prospect is ready to hear a presentation on your product or service. When an associate passes you a referral, say thanks . . . then start digging for more information.

You will want to determine whether what you offer is a fit for what the prospect needs. Taking the time to do this upfront saves a lot of time and energy–for both you and the prospect. Exactly what does the prospect do? What products or services does he want from you? Will your offerings truly fulfill his needs? What is his behavioral style? What are his business goals? How large is his company?

Even with the referral in hand, don’t skip steps in your sales process. Before you approach the prospect, decide on a strategy based on whatever you can find out about him–the same as you would when preparing for any sale. Although the prospect was referred to you, all you’ve really received is an opportunity to approach the prospect with a favorable introduction. (This is not a bad thing–a single referral can open the door to a prospect it may have taken weeks, months or even years to connect with–if you even could at all.) But whether the prospect becomes a client or not depends on how well you convince him that what you offer, at the price and under the conditions you offer it, will fulfill his needs.

It’s always a good idea to consistently hone your sales skills and strategies. If you need a good sales resource, look no further than Mastering the World of Selling. It’s a brand-new book by Eric Taylor and David Riklan, and it contains one of the greatest collections of sales training wisdom for the 21st century that I’ve ever come across. It features sales strategies and advice from 89 of the world’s top experts including Brian Tracy, Zig Ziglar, Tom Hopkins, Jeffrey Gitomer, yours truly and more. 🙂 To find out more about Mastering the world of Selling, click here.

Do you have any dynamite sales wisdom that you’ve picked up over the years? If so, I invite you to share it here by leaving a comment–there’s no such thing as too much useful information. Thanks!

17Jun2010

Become a Customer to Become a High Prioritystring(43) "Become a Customer to Become a High Priority"

One of the friendliest and most natural ways to make contact with a referral source is to buy her products or services, whether in large or small dollar amounts. It’s important to note that the purchase doesn’t necessarily have to be from her primary line of business–perhaps a ticket to a fundraiser, a used car, a computer, even a box of Girl Scout cookies from her daughter.

By purchasing something from your network member/referral source, you become one of her customers. As a customer, you are high on her priority list; she will be more inclined to do business with you and give you information, support and referrals. This approach also increases your source’s interest in getting to know you and staying in touch.

Tips for purchasing from your network:

Analyze how you are spending your money now.
Decide how much you want to spend.
Test your relationship with the people you buy from now. Do they know you? Do you benefit from doing business with them?
Identify the products and services your sources offer that you want or need–or the purchase of which might benefit your business in the long run.
Are you buying products and services from people and organizations that see you as an individual? Do the people you buy from know your name and think of you as their customer? There’s a big difference between being a customer of Sears and being a customer of Joe’s Shoe Store.
Use your purchasing power in a way that gives you more benefits and builds relationships. Buy at least half of your products and services from people you know; however, don’t do it in a way that makes them feel obligated to buy things from you.