Quality | Dr. Ivan Misner®

15Oct2020

The Networking Benefitsstring(23) "The Networking Benefits"

October 15, 2020

customer spending, financial, Networking Benefits, Quality Networking, Networking Tactics, ROI, Social Capital

Networking benefits outweigh the perceived obstacles. These obstacles include the time away from the office to the cost to join the networking group. However, the networking benefits far exceed these concerns. The biggest benefit of networking is building strong relationships with others. The more solid relationships you build, the more credible you become. The more your credibility grows, the more people will hire and recommend you. Therefore, there are networking benefits that affect your finances, customer spending, and the impression of the quality of your business.

The Financial Networking Benefits

Before looking at the financial networking benefits there are both soft- and hard-money costs to consider. “Hard money” includes credit cards, cash, checks, and other possessions with monetary value. The term “soft money” is used to assign value to services or the invested time you spend on your business, otherwise known as sweat equity.

The time investment in business networking also builds social capital. Businesses develop and maintain solid, professional relationships through successful networking which create the value behind social contacts. The value of your invested time – “soft money” – is actually greater than the value of your “hard money” spent. Calculate the value of soft-money investments in networking and building relationships. You will be surprised at the financial value you have delivered to your business.

Networking Benefits Include These Positive Wealth Effects

Added sales volume
Higher average transaction amount per sale
Greater closing ratio
Referrals tend to be very qualified professionals
Higher occurrences of leads and referrals
More repeat business
Greater positive word-of-mouth marketing benefits
More customer loyalty
Stronger community recognition
Greater perceived value

The Networking Benefits on the Impression of Quality

The impression of the quality of your business is powerful. Consumers are willing to pay more for services and products that they equate to be of higher quality. The impression people have about the quality of your business is enhanced through networking.

Networking allows others to share testimonials about your business and to say good things about you. They help to convey the image of quality for your business. Networking allows others to say things about you that may be considered bragging if you said them. Imagine how powerful it is when your fellow networkers believe in you, they cannot stop talking about you with people they know. Your name is passed along with more and more frequency and confidence.

Your networking efforts are rewarded in many ways. After you have repeatedly established proof of quality, you will be referred to in such a manner that will greatly enhance your customer spending, and positively affect your finances. In conclusion, these networking benefits greatly outweigh the perceived obstacles.

25Oct2018

Quality Truly is King in Networkingstring(35) "Quality Truly is King in Networking"

October 25, 2018

Ivan Misner

networking for success, Quality, quanity Networking, Relationships, Video Blog

Quantity is important, but networking is not so much a numbers game as a people puzzle, one that works by making connections between other people. You need to have a wide set of contacts, but your connections need to go deep. It’s not just who you know, but how well you know them. If you know your connections well enough to be able to call and ask for a favor–and get it–that is a powerful network. Quantity is good, but quality truly is king.

The more people you meet at an event, the more successful your networking efforts are–and that’s simply not the case. Instead, the quality of the connections you form is much more significant than the quantity of connections you make.

Networking is not a numbers game. It’s more like a people puzzle. It’s about building relationships with the close people in your network. That means that it’s about finding ways to interconnect the relationships you have to build a powerful personal network. In order to do that – you actually have to have a fair number of quality relationships in that sea of contacts.

If your network is a mile wide and an inch deep, it will never be successful.

Instead, your network needs to be both wide and – in places, deep. That is, you need to have a wide set of contacts but some of those need to be connections that go deep. Therefore, the quality of your network is just as important, if not more important than the quantity of your network. This doesn’t mean that quantity isn’t important. It is important. The thing is that a small network of quality people limits your success. However, a large network with multiple quality relationships makes for a much more powerful, personal network.

It is a little like your left hand and your right hand. Both are really important. But one is generally stronger, more powerful, and generally used more than the other. You can’t accomplish what you want as easily without both. However, one is the stronger hand. This is similar to the quantity vs. quality argument in networking.

Click here to listen to a personal story about this comparison

I believe that it is NOT, what you know, or who you know – it’s how well you know each other that counts.

Strong relationships take simple “contacts” and turn them into powerful “connections.” It doesn’t really matter if I have an amazing database of people with many phone numbers. What really matters is if I can pick up the phone and ask some of them for a favor and they take my call then are willing to do that favor.

29Jun2017

While Quantity is Important, Quality is King in Networkingstring(58) "While Quantity is Important, Quality is King in Networking"

June 29, 2017

Ivan Misner

Quality, Quantity Networking, personal story, Video Blog 2

If your network is a mile wide and an inch deep, it will never be successful.

Click here to listen to a personal story about this comparison

I believe that it is NOT, what you know, or who you know – it’s how well you know each other that counts.

19Jun2017

Quantity is Good but Quality is Kingstring(36) "Quantity is Good but Quality is King"

June 19, 2017

Ivan Misner

Building Relationships, networking approach, Quality, Quantity Building Relationships, Connections, Ivan Misner, Networking, Networking Tactics, Relationships 3

A few years ago, I had a long conversation with a good friend who was considered a networking expert in Europe. He did a lot of work with online networking or social networking. During this conversation, we got into a fundamental disagreement on the subject. He believed that networking was first and foremost a numbers game. He said that “the more people you were connected to the stronger your network.” At first, I went along with this comment agreeing that the number of people in your network was in fact, very important. I then said, “the only thing more important than the quantity of people was the quality of people in your network.” Suddenly, our paths diverged. He said the “quality of people in your network are really not that important, instead it is all a numbers game.”

To this day, I steadfastly disagree. Networking is not a numbers game. It’s more like a people puzzle. It’s about building relationships with the close people in your network. That means that it’s about finding ways to interconnect the relationships you have to build a powerful personal network. In order to do that – you actually have to have a fair number of quality relationships in that sea of contacts.

If your network is a mile wide and an inch deep, it will never be successful.

I believe that it is NOT, what you know, or who you know – it’s how well you know each other that counts.

By the way, since that argument a few years ago, my friend is no longer in the networking business. Quantity is good but quality truly is King.

6Jul2015

Quantity Is Fine, But Quality Is Kingstring(37) "Quantity Is Fine, But Quality Is King"

Photo Courtesy of stockimages at FreeDigitalPhotos.net

One of the biggest misconceptions I’m aware of in regard to networking is the notion that it’s an “all you can eat” affair. In other words, people go to an event, work the room in an effort to meet everyone there, and then judge their success by the number of cards they accumulate. Although I see a certain superficial logic in that, there’s only one fatal flaw with this kind of thinking: it assumes that the more people you meet at an event, the more successful your networking efforts are–and that’s simply not the case. Instead, the quality of the connections you form is much more significant than the quantity of connections you make.

Businesspeople unfamiliar with referral networking sometimes lose track of the fact that networking is the means–not the end–of their business-building activities. They attend three, four, even five events in a week in a desperate grasp for new business. The predictable result is that they stay so busy meeting new people that they never have time to follow up and cultivate those relationships–and how can they expect to get that new business from someone they’ve only just met? As one of these unfortunates remarked to me, “I feel like I’m always doing business but rarely getting anything done.”

I certainly agree that meeting new people is an integral part of networking, but it’s important to remember why we’re doing it in the first place: to develop a professional rapport with individuals that will deepen over time into a trusting relationship that will eventually lead to a mutually beneficial and continuous exchange of referrals.

When meeting someone for the first time, focus on the potential relationship you might form. As hard as it may be to suppress your business reflexes, at this stage you cannot make it your goal to sell your services or promote your company. You’re there to get to know a new person. A friend of mine told me something his dad always said: “You don’t have to sell to friends.” That’s especially good advice when interacting with new contacts.

This certainly doesn’t mean you’ll never get to sell anything to people you meet while networking; it does, however, mean that you’ll need to employ a different approach. Networking isn’t about closing business or meeting hordes of new people; it’s about developing relationships in which future business can be closed. Once you understand that, you’ll stand out from the crowd with everyone you meet.

When you’re networking like a pro and treating new contacts as future referral partners, you’ll absolutely blow away any competitors who still feel compelled to meet as many people as they possibly can. Why? Because when you call your contacts back, they’ll actually remember who you are and be willing to meet with you again.

13May2013

Simple Addition Equals Successstring(30) "Simple Addition Equals Success"

May 13, 2013

Ivan Misner

Addition, Networking, Quality, Referrals, Squared Connection Effect Advertising, Building Relationships, Business, Connections, Networking, Networking Prep, Networking Tactics, Success 6

Years ago I learned that there is a dramatic correlation between the size of a quality networking group and the number of referrals which are generated by that group. The fact is, the addition of new members brings an increase in the likelihood that any given networking group will be successful.

Groups under 20 people do not generate as many referrals (proportionately) as do groups over 20 people and the math proves it. If you have a group of 16 people, that group has 256 connections (16 x 16). However, a group of 32 people has 1,024 connections (24 x 24)!

In a network, the number of relationships leads to a number of possible business referral connections that is a squared multiple of the actual number of people in your network. I call this ratio of people in a group compared to the total connections that are created, the “Squared Connection Effect.” Hence, the quantity of people you build networking relationships with truly makes a difference in the total number of connections and inevitably the amount of referrals which can be generated from your group.

So as you begin to build your own network of referral relationships, keep in mind that the more the better! The bottom line is that the more connections you have (based on quality relationships, of course), the more referrals you can generate. The math is pretty significant and consistent.

Is your networking group currently positioned for success in regard to the number of people belonging to the group? If not, what are some things you might be able to do this week to help your networking group grow?

6May2013

Does Your Networking Group Put Enough Emphasis on Quality?string(58) "Does Your Networking Group Put Enough Emphasis on Quality?"

In order for a networking group to be successful and thus ensure optimum networking results for each of its members, the first thing the group needs to do is ensure they are embracing quality.

Embracing quality means being very selective about who you bring into the group. The only people you should be inviting into the group are quality business professionals who have a positive, supportive attitude and are good at what they do. If an individual does not meet these criteria, they should not be permitted into the group, period.

Effective networking is dependent on the quality of the relationships are developed within any given networking group, therefore it should go without saying that embracing quality also means building deep relationships among all referral partners in order to generate more referrals. If your network is a mile wide and an inch deep, you won’t be getting the referrals you expect.

Another aspect of embracing quality is ensuring quality participation which means there absolutely must be accountability within the group. One of the greatest strengths of a good network is that many of the members are friends. One of the biggest weaknesses, however, is that . . . well . . . many of the members are friends; friends don’t generally like to hold other friends accountable. You need to remember, as do your fellow networking group members, that the purpose of your group is not to be a friendship club–your purpose is to be a referral group and in order to generate quality referrals, all members of the group must hold each other accountable for maintaining quality participation.

If you expect the best from your fellow referral partners, you’ll get it. Likewise, if you expect less than the best from them, you’re guaranteed to get that as well. Why accept mediocrity when excellence is an option? Accountability within a group will help all involved to achieve excellence.

The last part of embracing quality is applying the Givers Gain® philosophy within the networking group (i.e., when each member focuses on helping their fellow members achieve goals, gain referrals, and grow business, their fellow members will reciprocate by helping them back in the same way). The more members who live this philosophy (particularly as it relates to referrals), the more successful a group will be.

How does your networking group currently excel at embracing quality? Which aspects of embracing quality could your group stand to improve upon? Please share your thoughts in the comments section and I’ll be more than happy to offer suggested solutions to any challenges your group may be having with putting enough emphasis on quality. Thanks!