It’s no secret that the economy goes through cycles. Each time it takes a downturn, unfortunately, salespeople, business owners and professional service providers feel the fallout. Data released by various sources, including the SBA and American Entrepreneurs Association, reveal that more than 50 percent of all businesses close their doors within their first seven years. During a recession, the rate of business failure rises more dramatically. Not included in the statistic cited above are the departments, plan...

I have just released my first e-book.  It is called The BNI Handy Guide to Networking and is available to the public for FREE.   The book includes topics such as: 6 Types of Networks Every Networker Must Know About, The Top 10 Traits of a Master Networker,  The 5 Most Common Networking Mistakes to Avoid, The Layman’s Guide to Networking Online,  Using Technology to Network Better , as well as other topics. You may download the book for free by going to this link: The Handy Guide to Networking . Download the b...

Many people make the fatal mistake of assuming that others know a lot about their business. I heard a florist tell a networking group, “I’m not sure what else to say.  You all know what a florist does, right?”  Wrong!  We didn’t know the variety of products this florist provided.  He knew his business and assumed that everyone else knew it as well.  Later, I asked him whether his shop was an FTD florist and . . . Did he accept credit cards? Did he offer seasonal specials for holidays?  I...

Whether you’re introducing yourself to an individual or to a group, you have a choice of how you deliver your message. The primary vehicle for your introduction is your verbal presentation.  Does your introduction work? People will judge not only the message, but the messenger as well. How you look, carry yourself, listen, and leave the conversation will affect what others do with the message you’ve delivered.  The important thing to remember is to speak as if you’re addressing a single person, a ...

I received this story from one of my readers. I think it is a GREAT example of how networking is more about farming than it is about hunting. Don’t give up too soon. It  is all about relationship building, and that takes time! In any endeavor, there is an objective in mind . . . a goal line to cross. When I first joined my networking group, it was to get enough referrals and closed business that I could make more money than the cost of membership. Being an investment advisor, I was made aware that the tim...

The foundation of any word-of-mouth marketing effort is people.  Your sphere of influence represents the overall number of people with whom you network. These are people you know either very well or as casual acquaintances.  To evaluate your sphere of influence, take inventory of the people you already know. Surprisingly, many people have never established effective networking relationships with others they’ve known for a long time.  Preparing your inventory is as simple as asking yourself, “Whom do I ...

My good friend, networking expert Bob Burg, has 10 questions he personally uses when networking that he believes every networker should memorize. Bob explains that these questions are not designed to be probing or sales-oriented in any way; they are all friendly, fun to answer, and will tell you something about the way the person answering them thinks.  You’ll never need or have the time to ask all 10 questions during any one conversation but, still, you should internalize them.  Know them well enough that yo...

If you’re looking for creative ways to give referral incentives, it’s worth considering a technique I like to call “Incentive Triangulation.” This is a powerful way of leveraging other people’s services to benefit your customers, clients or patients and reward those who refer you.  The concept is simple and can be designed to fit the needs or requirements of any business. For example, a retailer might negotiate an arrangement with another local business, such as a florist, printer or ap...