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If you believe that promoting yourself, in the traditional sense, is the best way to get referrals, I hate to break it to you but it’s actually not a particularly effective way of generating referrals.  The thing is, just talking about yourself is not enough–you’ve got to teach people how to refer you. You’d think that people would listen when you describe what you do and then just naturally put two and two together when they come across somebody who needs your product or service but unfortun...

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In this fourth and final installment of the “Why People Resist Networking” Video Series, I discuss a fourth reason why people likely shy away from networking–Lack of Understanding. Unfortunately, many people simply don’t understand what networking is and, in addition, they don’t understand the benefits of networking. In this video, I put some common misconceptions to rest about what networking is and I explain why, no matter what business you’re in, it’s best to “take o...

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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...

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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...

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Over the past few weeks, I’ve posted blogs on how embracing quality, adding members, and seeking engagement are all things that will help networkers and entire networking groups achieve success.  Today, I’d like to talk about an additional tactic for obtaining stellar networking results–sharing stories. Listening closely to the information shared by those in your referral network will help you in telling positive stories about them when you come across potential opportunities to refer them.  Condu...

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  In this first video in the “Why People Resist Networking Series,” I list four ideas about why people most likely resist networking and then delve more deeply into detail about the very first idea–Lack of Confidence. I offer insight into three different reasons why people lack confidence when it comes to networking and then give explanations & solutions (solutions which have helped me in my own networking efforts, I might add) to combat this reasoning which too often prevents people from r...

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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...

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In this fourth installment of the Networking Faux Pas Series, I talk about the faux pas which I see happen most out of the faux pas topics I’ve discussed thus far.  It also happens to be the faux pas which frustrates me the most (Seriously–it drives me crazy!)–it’s when you give a networking partner a referral and they drop the ball and don’t follow up on it. Remember, if you aren’t following up when your referral partners call you and/or aren’t following up on the referrals...

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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...

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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...

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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...

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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...

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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...

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In this second installment of the Networking Faux Pas Series, I talk about Premature Solicitation (a term you certainly don’t want to attempt to say three times fast as it very well may get you into a little bit of trouble . . .)–a classic example of how NOT to network. I share a personal story of an occurrence where somebody tried to prematurely solicit me and I explain how I handled it–suffice it to say, that “somebody” will not get a second chance to make a first good impression. As...

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People often mistakenly perceive what goes on at networking meetings and events as making small talk with a bunch of strangers.  Real business networking , however, isn’t about making small talk at all; rather it is about building meaningful, mutually beneficial relationships with other business professionals and small talk isn’t generally something that helps further this aim.  Serious networkers, recognizing that they have limited time to introduce themselves and convey the essence of what they do, ge...

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Just a couple of weeks ago, I was in Sweden on business and my wife Beth and I had the truly unique and memorable experience of staying at the Ice Hotel®.  The owner of hotel happens to be a member of BNI®, the global networking organization I started back in 1985, and during my time there I had the opportunity to not only spend time with some of the members of the nearby BNI chapters,  but also to record this short video with Gunnar Selheden (National Director for BNI Scandinavia). In this video, Gunnar and I di...

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Since business referrals are the principal tools and the valued currency of networking, you should make sure that yours are both timely and appropriate.  Here are five important points to consider in giving a good referral: 1. Listen for needs from the people you meet.  When you meet someone who expresses a need, tell her you know a person whose business can provide the product or service she’s looking for.  Tell her about your business experience, if any, with that person.  Give her the business card of th...