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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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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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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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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...

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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.  ...

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Are you using coin-operated networking? In this short video, I discuss coin-operated networking vs. Givers Gain networking and I explain why the transactional process (I will give you this, now you have to give me that) doesn’t work because there is always a scorecard. The value of the referrals may also be the different — think of the monetary value for two referrals to a florist vs. two referrals to a realtor. If you try to use coin-operated networking, it will absolutely, categorically fail.  To get m...

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At a recent Referral Institute Conference, I was interviewed by Tiffanie Kellog (Trainer for the Referral Institute in Tampa, Florida) about the most crucial component for referral success.  Before you watch this short video where I give Tiffanie my answer, try to come up with a couple of possibilities for what my answer may likely be.  After watching the video, I would love for you to share in the comment forum below what your initial guess or guesses were regarding what you thought my answer was going to be.  I&...

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Most people are involved in at least two types of formal networking groups.  The first is intraprofessional networking, or “Knowledge Networking,” as Megatrends author John Naisbitt calls it.  Knowledge Networks foster self-help, information exchange, improved productivity and work life, and shared resources, according to Naisbitt, who cited networking as one of the ten megatrends impacting our society. The second type of networking is interprofessional networking: multidisciplinary professionals and oc...

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Understanding your behavioral style and how it relates to your networking is extremely valuable.  Most importantly, learning how to identify behavioral styles in others and learning how to adapt your own approach to those different styles can really make a difference in your referability. Often times your behavioral style can be observed at a fairly young age.  When I was 11 years old, I missed the bus to school one day. The school was only a little over two miles away and I had time, so I started walking. Along th...

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When you tell a story, is it compelling? In this short video, I’m joined by Deanna Tucci-Schmitt, a successful business owner and master networker, who shares the reason why storytelling is such an integral part of business.  She reminds us that stories are much easier to remember than statistics and facts.  When you tell your business’ facts in story form, your “story” is retained, retold, and often referred. After watching the video, please share how telling some of the key stories about y...

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How specific are you when asking for referrals?  Do you say you want business from “somebody”. . . or “anybody”. . . or do you give the name of the specific person you want to meet? Joining me in this brief video is Andrew Hall, a master networker based in China. Watch as Andrew tells an engaging story about the importance of being specific, or as he calls it, “Referral Magic.” After watching the video, please leave your thoughts, comments, and/or feedback in the comment forum bel...

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The First Law of Notable Networking: Have a Positive and Supportive Attitude Good networking involves providing a positive and supportive environment to other business people.  Remember this: Notable Networkingis predicated upon the concept that Givers Gain®.  If you freely give business to others, they will give business to you.  This concept is based on the age-old notion that “what goes around, comes around.”  If I give business to you, you’ll give business to me, and we will both do better ...

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Over the last few decades, I’ve met individuals who have developed such incredible networking skills that they get almost 100 percent of their business through referrals.  They’ve been successful at building a word-of-mouth-based business because they’re as committed to giving referrals as they are to following up on the referrals they get.  What does it take to achieve results like these? There are three requirements or laws for becoming a Notable (or effective) Networker.  Without applying thes...

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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®.  Nine months ago, we started a much-anticipated 12-part monthly series of blog posts which addresses this and contains some ...

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The secret to getting more business through networking is. . . spending more time doing it!   OK, well, it’s a little more complicated than that because you have to spend time doing the right things.  However, devoting the necessary time is the starting point.  So how much networking time (or NetTime) should you spend developing your personal network and what kind of results can you expect to see? Based on a survey that I helped to write and conduct of over 12,000 business professionals from every populated ...