Viewing all posts under Relationships
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...
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...
No Time for Small Talk04/22/13
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...
This is the first post of a series of video blogs I’ll be doing on networking faux pas. The faux pas I talk about in this video is what I call “abusing the relationship.” I tell the story of a woman who used her relationship with another networker in a way that was very wrong and even somewhat deceptive. Over the next couple of months, I’m going to do videos from time to time on some of the most egregious faux pas I’ve seen over the years when it comes to networking. I’d love t...
If you interact with your clients, customers, referral sources, and contacts with a referral mind-set, show them that you are a giver, help others, and continually and strategically give referrals, you’re modeling the behavior you want others to exhibit toward you. By itself, however, that’s not enough to train them to give you referrals. Contacts who are not involved in your strong-contact network may not be aware of what is involved in the kind of true referral networking that you are conducting. ...
Many people have surface-level referral relationships. They know just enough about a referral source’s business to get by. They don’t actually know a lot about the person themselves. They tend to say vague things like: “They are really nice,” “You’ll like them, they are a good person,” or “Well, if you just meet with them, I am sure you’ll like them.” So, what are the key points to having a deep referral relationship? If you know the following points...
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...
In this video, I talk to bestselling author Stewart Emery about his concept “Who’s in Your Room?” which prompts people to practice discernment in regard to those they let into their life. Just imagine you are going to have to live your entire life in one room with an entrance door but no exit door–who would you let in and who would you keep out? Knowing the answer to this may be more valuable than you realize . . . What do you think about this concept? Does it encourage you to be more care...
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...
This week marks the 7th annual celebration of International Networking Week which is recognized each year by thousands of people around the world. International Networking Week is about celebrating the key role that networking plays in the development and success of business around the world. It is about creating an awareness relating to the process of networking. Not just any kind of networking, but what I call “relationship networking”–an approach to doing business based on building long-term, success...
International Networking Week® 2013 is almost here and with it comes tremendous opportunity for businesspeople across the globe to grow business through the development of powerful new connections! International Networking Week® is an initiative of BNI® and its focus is to celebrate the key role that networking plays in the development and successs of business around the world. It’s about creating an awareness of the process of networking. Not just any kind of networking, but “relati...
Last October, I posted a video I did with referral marketing expert Eddie Esposito on emotionally-charged connections (CLICK HERE to view that video). On a recent vacation in Bali, I had the opportunity to do this new, five-minute video with movie producer Barnet Bain (producer of the Academy Award winning film “What Dreams May Come”) which is a perfect follow-up video to the one I did previously with Eddie. Here, Barnet shares his two-step process for unlocking the key to being able to connect emotiona...
The new video for International Networking Week® 2013 has just been released! This short, 11-minute video, sponsored by the Referral Institute, explains how the week of February 4th-8th, 2013 will bring about great opportunities for businesspeople around the world and increase worldwide awareness about the powerful benefits of business networking. 2013 will mark the 7th annual celebration of International Networking Week which is now recognized by many countries across the globe, with thousands of events being hel...
Back in October, I posted a brief video in which Dawn Lyons, Mike Macedonio and I discuss the new definition of networking (Click on the graphic below to view the video.). Today, I’d like to provide much more detail and further clarification regarding this new definition. Twenty years ago, I wrote a book called The World’s Best Known Marketing Secret. In it, I discussed several terms new to the business community, specifically about how they could help grow a business. One term that seemed to have multip...
TR Garland (pictured with me in the photo below) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.” He’s also considered a top trainer for the Referral Institute. For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®. Ten months ago, we started a much-anticipated 12-part monthly series of blog posts which addresses this and contains some v...
