research Archives - Dr. Ivan Misner®

15Nov2012

Which Is Better–Online Networking or In-Person Networking?string(64) "Which Is Better–Online Networking or In-Person Networking?"

In this brief video, Roger Green and I talk about online networking versus in-person networking and also what I discovered when doing research for the book Business Networking and Sex in regard to how much time is necessary to invest in networking in order to get results.

When it comes to networking, there’s online networking and there’s face to face networking. The simple fact is–it’s not “either/or” . . . it’s “both/and.” Online networking doesn’t impact face-to-face networking in a negative way. It enhances it.

If you want to be successful in building your personal network, you need diversity in your networks. I highly suggest that people join a few different networks, rather than just sticking with one.

What in-person networks do you currently belong to? Which online networks do you currently belong to? In the comments section, please share which networks (both in-person and online) you belong to that you’ve had the most success with–perhaps someone else might read about your experiences and gain success with those networks as well.

8Nov2012

If You Don’t Get This, You Won’t Succeed at Networkingstring(66) "If You Don’t Get This, You Won’t Succeed at Networking"

In this brief video, Roger Green and I talk about the two styles of engagement (Relational vs.Transactional) and The VCP Process®.

Throughout the course of my research, I’ve found that, on the average, when it comes to networking, men’s behavior typically goes in one specific direction, and women’s behavior goes in a very different direction. It’s very important to understand this but what’s even more imperative to understand is the VCP Process®–if you don’t get VCP, nothing else you do will work at networking; you have to understand VCP.“

Remember: Generating business through networking is a referral process; not a sales process. After watching the video, please share your thoughts in the comments section regarding the VCP Process®–which part(s) of the process do you currently excel at and which part(s) do you feel you might need to work on? Do you believe your are better at certain parts of the process due to being either transactional or relational, or because of your gender?

2Jul2012

Want to Achieve Networking Success with the Opposite Sex?–Advice for Women & Menstring(91) "Want to Achieve Networking Success with the Opposite Sex?–Advice for Women & Men"

Last week I posted a summary of the conclusions my Business Networking and Sex co-authors and I came to after surveying over 12,000 people and conducting months of research. I promised that this week I would post advice for both women and men in achieving networking success with the opposite sex so below I’ve outlined some key tips Frank De Raffele, Hazel Walker, and I put together.

We Say . . .

We’re all trying to get to the same place. It will be much more profitable for all of us if we can help each other along the way. Here are a few things to guide your success in networking with the complementary gender:

For the Ladies

Don’t get stuck in the credibility phase of the VCP Process®. Ask for what you want.
When asking for help, communicate clearly exactly what it is that you want.
Make time for networking.
When speaking to men, try to impress them and share your accomplishments.
When spoken to inappropriately, speak up about it immediately.
Dress for business at business events.
Put systems in place to track your business.
Stay in contact with and follow up on leads, referrals, and acquaintances made.
Diversify your networks.
Remember that networking is ultimately about getting business, so ask for both business and referrals.
Convey an image to others that you are a serious businessperson, in all that you do.
Get educated about referral systems.
Don’t lump all men into the same group.

For the Guys

Slow down and build the relationship.
Work through the VCP Process® in the proper order of its phases. Don’t race through the credibility phase.
Make and maintain eye contact.
Listen and ask relational questions.
Don’t assume that women don’t take their business seriously.
Don’t hit on women at networking events.
Edit what you are about to say, using filters to sift out what is not business appropriate.
Stay in contact with and follow up on leads, referrals, and acquaintances made.
Stay informed about the best, most current, and cutting-edge networking practices.
Develop and use systems for your networking activities.
Make time for networking.
Speak to relate, not just to impress.
Remember that women are at networking events for business gain, just as you are.

The difference between the genders when it comes to networking is a great advantage, not a disadvantage. By following the tips we have outlined above, you should be able to develop more productive relationships with members of both sexes. Also, be sure to visit www.BusinessNetworkingAndSex.com if you would like to follow the latest developments on the subject of business networking and the genders.

25Jun2012

Survey Says: Summarized Conclusions about Business Networking & Genderstring(75) "Survey Says: Summarized Conclusions about Business Networking & Gender"

What have my co-authors and I concluded after 12,000 individual surveys, almost 1,000 comments and stories, numerous interviews, months of research, and years of experience? Below is a recap of the facts we uncovered.

Study Findings, Summarized

91.4% of the respondents said that “networking has played a role in their success.”
Men and women were closer together than we expected in most areas.
However, the perception of the difference is very dramatic. Remember: The exception becomes the perception.
Women feel that networking has played a slightly larger role in their success than men.
Women use a much wider variety of techniques to learn their networking skills than men do.
Men are more likely to focus on business first than women are. Women are a little more likely to focus on building the relationship first–then the business.
The time of day for networking was not a big issue for either gender. This was a surprise to us.
Family obligations were more of a problem for women.
Women definitely did not feel as safe as men in attending evening events.
Men preferred either a structured or unstructured networking event. Women felt okay with either.
Both men and women felt that other people were more uncomfortable networking than they felt about it themselves.
Men felt stronger about transactional aspects of networking. Women felt stronger about relational aspects of networking.
Men spent a little more time networking.
Women received a higher percentage of their business from networking than men.
The more time either men or women spent in their networking efforts, the higher the percentage of business they generated.
The more often people used systems to track their business from networking, the more likely they were to feel that networking played a role in their success.

Men and women are not so different in the success they desire in business and networking. However, the process, the mindset, and the way of making the results happen are very different. The reason is that we have different ways of viewing the world. Some of this comes from nature and some from nurture. What it means is that if we want to be more effective, we must learn how to respect, appreciate, and embrace one another’s differences. We must understand that we can work more effectively together as a team in business and in our networks. We just need to learn to be adaptable, empathetic, sensitive, and understanding that THEY are not you.

You can and will beat the odds. The exception doesn’t have to become the perception. It can be you!

Come back next week for some advice from the whole team of Business Networking and Sex co-authors–these tips will help you achieve your highest potential when it comes to networking and guide you into your brightest future in referral marketing.

11Jun2012

People Hate to Network… Not!string(34) "People Hate to Network… Not!"

June 11, 2012

Ivan Misner

Book Data, cold calling, Comfortable Networking, Dislike of Networking, Generating Business, I'm Better at This Than Others Effect, Proximity Effect, research, Study, Uncomfortable Networking Book, Business Networking and Sex, Networking, Statistics / Data, Survey 1

I was recently contacted by a reporter from a major U.S. national newspaper who said:

“I was wondering if you might be able to point me in the direction of some research that says that many people don’t like networking? I see that concept cited all over the web, but I can’t find anyone who has actually conducted a survey or done some sort of study to back it up.”

I sent her the chart in this blog, which comes from the research I did for the book: Business Networking And Sex, (not what you think). She was very surprised by these results. She said that she had always heard that people didn’t like to network and so she assumed it was true.

As you can see in the graph, over 57% of the respondents were comfortable or loved to network! Only 37% or just somewhat comfortable networking and less than 6% were uncomfortable or did not like networking. This is substantially different than the impression the news reporter had about the process.

I think there may be two reasons why she may have believed that most people don’t like to network.

The “proximity effect.” People tend to take on some of the beliefs of people that they hang out with. Newspaper writers ‘tend’ to be around other writers and editors. They generally do not hang out with sales people and entrepreneurs. However, it is the small business person that is out there selling and networking. The writer is writing about people she doesn’t tend to be with all the time and may get a point of view about networking from other people – not entrepreneurs.
The “I’m better at this than others effect.” One of the things we learned in doing the research for this book was that most people think “they” are better at networking than “other” people. This tends to create a belief that other people may not like it because they surely are awkward and poor at it (more to come on a future blog about this topic).

The bottom line is that the majority of business people do like to network or are somewhat comfortable networking. It is a powerful way to generate business and it sure is a whole lot more interesting than cold-calling!

How about you – do you hate to network, love to network, or something in between???

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.

22Nov2010

Taking Chargestring(13) "Taking Charge"

The best word-of-mouth programs I’ve seen happen by design, not by accident or wishful thinking. Unfortunately, many businesspeople view word of mouth somewhat like the weather: “Sure it’s important, but what can I do about it?”

Based on more than two decades of research, observation, and practical experience, I’ve found that in addition to focusing on the important issue of customer service, the average businessperson has much to do in order to build a referral business. Word of mouth can be planned and nurtured. Anyone, including business owners, entrepreneurs, sales representatives, staff employees, even individuals serving in a volunteer capacity in any field, can accomplish plenty with a well-structured and systematically executed word-of-mouth plan.

All too often I have seen businesspeople waiting for business to walk through the door. They think because they are good at what they do, people should be flocking to them. I’m afraid the truth is, it doesn’t work that way! You have to take charge, no matter what business you’re in or how good you are, and bring the business to you.

I once saw a cartoon strip of two large, ravenous-looking vultures perched on a tree limb, overlooking a dry desert plain. After quite a while, one vulture turns to the other and says, “Wait for something to die? Heck, let’s kill something!” So it is with word-of-mouth marketing. You can’t simply wait for people to come to you. If you do, one of your competitors who also provides good customer service will most likely find them before they show up at your doorstep.

If you want to succeed, you have to go get your business, or better yet, have someone else get it for you through referrals.