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In this third installment of the “Why People Resist Networking” Video Series, I discuss another popular theme surrounding why people tend to resist networking – impatience. If new networkers don’t see immediate payoff from their efforts, they become impatient, inevitably resulting in failure early on in the networking process. Quite often, people simply don’t understand the value of taking time to build fruitful relationships and, like it or not, fruitful relationships are the cornerstone of effec...
Peter Drucker once said, “The most important thing in communication is to hear what isn’t being said.” This is so true and extremely important because the quality of our relationships depends on the quality of our communications; and when it comes to sales for your business and growing your business through referral marketing, this concept is a cornerstone for success. Of course, not all sales transactions require incredible relationships or communication (e.g., online shopping), yet even big box ...
In this second installment of the “Why People Resist Networking” Video Series, I discuss another commonly held idea behind why people most likely resist networking–they claim they are much too busy to network. The bottom line is that though people may feel they “don’t have the time” or that they’re “too busy to network,” in reality they’re simply not making the effort to take the time because they don’t realize two extremely important facts about the b...
Engagement involves a promise and an action. In order to achieve success in your group of networking relationships, you and your relationships must promise to support one another and then take the actions necessary to fulfill that promise. There are many ways that you can become engaged. Have you taken the time to regularly meet with the people in your network? Have you taken the time to educate them regularly on the key features of your business so that your products or services will be top of mind in the even...
Simple Addition Equals Success05/13/13
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...
Last Thursday I posted a blog in which I explain why confusing networking with direct selling is one of the worst faux pas you can make while networking as it completely undermines any chance you have of being a successful networker. The fact remains that if your idea of networking is walking around, shaking hands, and closing deals, you are not going to achieve real results or significant business growth from your efforts. Today, I’d like to share a fantastic new video with you which not only drives home the...
In this third installment of the Networking Faux Pas Series, I discuss the danger of confusing networking with direct selling–it is often this specific point of confusion which really causes networking to go all wrong. If your idea of networking is walking around, shaking hands, and closing deals, you owe it to yourself to watch this quick video explaining what networking is really all about and how to make sure you’re not going about it the wrong way. If you’ve had experiences with people trying to...
When one of your business contacts passes you a new referral, does that mean the prospect is ready to hear a presentation on your product or service? Repeat after me . . . NO. Assume nothing. When an associate passes you a referral, say thanks, then start digging for more information. 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? Don...
I learned an important lesson about the fundamentals of success while playing football many years ago. We had a fairly good team my junior year of high school and most of the players on the team were juniors. The following year the team had mostly seniors, and we had some pretty high expectations for the season. A situation like this can make one over-confident, and that’s exactly how we were at the beginning of my senior year. When the season started, we experienced that brutal rite of passage for all fo...
When it comes to business, having fun is something that’s almost never talked about–it’s almost like people think fun and business are two completely unrelated, and mutually exclusive things. However, I don’t share that opinion at all. I definitely think it’s important to have fun in business; in fact, over time I’ve learned that having fun is something businesses and networking groups alike need to do in order to truly enjoy lasting success. In this video, I talk about how imp...
I’m excited to announce that during April 1st-5th, I am going to be participating in an online event called “Everything Your Business Needs” and I’ll be one of over twenty business experts presenting on an array of topics and areas of business that are important for every business owner to educate themselves in. This short video, put together by the event organizer, Jarrett Gucci of Dynasty Web Solutions (who also happens to be the person I have to thank for designing the BusinessNetworking.co...
NOTE: My apologies for the poor sound quality of this video–Please turn up your speakers. Nice as the breeze may have been, it was unfortunately far from ideal for filming purposes. In this video, Jack Canfield (co-author of the Chicken Soup for the Soul Series) and I discuss the new book we’re writing about networking along with our co-author Gautam Ganglani. Because the power of a story is the most effective way to demonstrate a point, we’re searching for real life networking stories that will h...
In the book Room Full of Referrals (click here for the paperback edition and click here for the Kindle edition) which I wrote with Tony Alessandra and Dawn Lyons, we talk about the Top Ten Referral Marketing Basics and number one is: Belong to Three Different Networks A Service Network like the Rotary Club, for example. Service clubs are devised for just that, to provide service to an organization. Your main reason for joining a service clubwould not be to gain business. Most people truly believe in what the or...
A few years ago my company was in the midst of one of the largest projects in the history of our organization. The project involved many people—it was very complex and financially challenging. It was also in trouble. I needed to select a key player for the project team. The man I chose had incredibly strong technical skills. He was very qualified for the project and was the perfect person to help turn this around . . . or so I thought. I knew he came with a lot of baggage. He didn’t always play well...
For those of you who think the referral process is the safest form of doing business, here’s some information that may surprise you . . . the referral process is, in reality, the least safe form of doing business yet it is well worth the risk if you do it right and it can significantly enhance your reputation and contribute to the growth of your business. In this brief video, I talk about how referral marketing can not only enhance your reputation but can also result in a “win-win-win” situation for...
Strategy is often talked about in business schools, in fact it’s a primary focus. Culture however, is less understood. Culture involves a variety of contributing factors including a blend of attitudes, beliefs, mission, philosophy, and momentum that help to create and sustain a successful brand. It represents the vision, norms, symbols, beliefs, behaviors, and traditions that are taught to new members of an organization. Organizational culture affects the way people within an organization interact with one ...
I recorded this video a few years back for an organization interested in learning about business networking and when I ran across it last week, I thought it would be good information to share here as what I discuss is still just as important as ever. If you don’t know what a Contact Sphere is, I urge you to watch this short video because developing a Contact Sphere is one of the most important steps in business networking. After watching the video, think about who might be a good fit for you in creating a Con...
