Dress to Impress

Dress to Impress

So how should you address when attending a BNI meeting, Chamber Mixer or any other type of networking event? What is appropriate?

I was involved in a discussion on this very question over the weekend. It took on many views and opinions and I guess it comes down to the individual’s opinion.

Three examples given in this discussion so let’s share them now and you decide what is best for you.

1 A plumber turns up every week dressed like he has just come off the job, dirty clothes muddy looking boots. Does he look like a plumber? Yes. I f he turns up in jeans and a jacket does he look like a plumber? Maybe

2 A builder who goes everywhere in a tie and coat minimum and a suit where appropriate. He says that he is a business owner and not a builder, so dresses as a business owner.

3 An event service owner who wears jeans, over shirts and always look like he needs a shave. He is having trouble receiving referrals to the corporate hotel and convention centre chains he desires for his business.

So what do the three examples say? Should you dress for how you feel? What you do as a business person?

Is your BNI meeting or any other work related meeting a business meeting? The answer is YES so you must dress as a business person.

There are people who won’t refer you because of the way you dress or present yourself. If I introduce you to a good friend or client are you going to turn up looking like you do for a business meeting? This is real and will be costing you business.

So dress to impress? Yes treat every meeting as a business meeting and dress that way.

Does it mean a suit? Maybe for some, but at least smart trousers/jeans, shirt and shoes is a minimum.

What does it mean for women? Revealing clothing? Casual wear versus smart business clothing?

So how do you DRESS to IMPRESS?

Happy Networking

Glenn

Award Recogintion for Referral Results

One of our BNI chapters, BNI Baulkham Hills has been recognised with an award for consistent business growth and helping each other to achieve over $700,000.00 closed business for two years in a row.

I presented the award on Tuesday 7th September evening at the groups "Spring into Action Business Dinner" held at the Jin Yang Asian in the Castle Hill RSL with 62 local business people.

There are over 5400 chapters internationally in 43 countries who are eligible for these awards annually, and we get one here in the Hills, how exciting and what a tribute to local business here. It shows the power of relationships and structured referral marketing.

With a mindset of abundance there is plenty to go around for others, it is worth checking out said current President Brooke Fogarty.

Eat Meet Succeed

If we look at cultures and history we see often that having a meal with some one or groups of people is a common theme in relationships. Why? I guess because whilst you are having a meal you are talking and getting to know each,and sharing ideas and seeking advice.

So with relationship building with the purpose of helping each other achieve results, meeting regularly is essential. Over a meal or even a coffee will enhance results.

Let’s look at the two points in the above paragraph.

• Meeting regularly means just that, if you want to network and build relationships you can’t do it on a casual or part time basis. You need to meet and communicate regularly. So attending a monthly after 5 or a social mixer is really only the first step, yet people rely on this for results.
• Over a meal or coffee enhances results because you share and build trust with that sort of intimacy. Trust is the key to results in referrals by relationship and this is not gained lightly.

In Business Network International (BNI) we meet weekly and over breakfast, brunch or lunch. We also meet 1 to 1 outside the meeting regularly, with a purpose so that relationships can be firmed with integrity and trust, and then contacts open up between parties.

Of course all this takes time, and like any thing worthwhile you need to invest. We are investing time here to build futures together, yes that whole farming not hunting thing again but it is so true.

Remember "Givers Gain" and if you “row someone across a river you get there yourself” so invest in your relationships, over a meal, (put it in your diary) regularly and reap the harvest.

Happy Networking

Glenn

Networking VS Referral Marketing.

Networking is about meeting people. Referral marketing is about relationships. We need to turn our contacts into relationships.

So let’s look at Referral Marketing here.

Dr Ivan Misner, offers the following, and my experience is, this is right on the money.

A referral marketing plan involves relationships of many different kinds. Among the most important are those with your referral sources, with prospects these referral sources bring you and with customers you recruit from the prospects. These relationships don’t just spring up full-grown; they must be nurtured. As they grow, fed by mutual trust and shared benefits, they evolve through three phases: visibility, credibility and profitability.
We call this evolution the VCP Process.

Any successful relationship, whether a personal or a business relationship, is unique to every pair of individuals, and it evolves over time. It starts out tentative, fragile, full of unfulfilled possibilities and expectations. It grows stronger with experience and familiarity.

It matures into trust and commitment. The VCP Process describes the process of creation, growth and strengthening of business, professional and personal relationships; it is useful for assessing the status of a relationship and where it fits in the process of getting referrals. It can be used to nurture the growth of an effective and rewarding relationship with a prospective friend, client, co-worker, vendor, colleague or family member.

When fully realized, such a relationship is mutually rewarding and, thus, self-perpetuating.

This simple concept has made a bigger difference in more people’s networking efforts than any other single idea discussed by Dr Ivan Misner.

So what are you doing to work on mutually rewarding relationships? Are you nurturing or still waiting for things just to happen?

Next we will look at the V part of VCP

Happy Networking.

Glenn

Networking or "premature solicitation"

Recently when starting a new chapter of BNI, one of the core members had feedback to say that “business networking was a thing of the past” and social/internet networking was where it was at.

I was flawed when I heard this, because relationships are the proven way to build a business from referrals.

This week Dr Ivan Misner (Founder of BNI and known as the Father of Networking) has publicly stated in the UK this week the following.
Too many people are now being tapped up for business by people they did not really know or trust. "It comes from people who either practice premature solicitation or receive it and are frustrated," he said. "They think hitting on people to do business is networking. And people don't like it. There is this backlash against bad networking."

Dr Misner, who is in the UK this week to mark his network's 25th anniversary, believes social media sites can be as effective in drumming up business as local chambers of commerce or rotary clubs. But he warned that the web exposes the amateur networker mercilessly: "I say absolutely do social media. It substantially builds the visibility side of your business. But everything is faster online. If you are a really bad at networking you are bad at light speed.

"There's still a lot of misunderstanding with networking. Most people think that it's walking around, handing out cards. Networking is more about farming than it is about hunting. It's about cultivating business relationships."

He is supporting a protest campaign set up on Facebook called "Facebook Users Who are Tired of Premature Solicitation".

The message is clear…. Relationships are still the way to build trust for the referrals we all need.

Happy Networking

Glenn

Networking- Easy isn't it?

So networking, easy isn’t it?

You just turn up to a mixer or any event and it all comes naturally.. easy right?

So you don’t agree? Feel clueless at times? OK lets deal with this because you are in the majority.

Having read Dr Ivan Misner’s book “Masters of Networking “ again recently to prepare for a presentation the chapter listening and being heard offers the following standard techniques that will help you get your message across and provide a positive response.

1. Get the person’s attention. Show interest by asking questions: “How are you?” “Where are you from?” “What do you do?” “Have you heard about? . . .” “Did you know? . . .”

2. Add interest. Respond to the answer but don’t move the conversation to you; elicit more information from the other person.
3. Involve. Use the “feel, felt, found” formula (”I know how you feel, I felt the same way, and this is what I found”) to involve yourself in the other person’s message before you deliver your own.

4. Network. Tie it all together by connecting one person’s needs or goals with the resources, needs, or goals of another person. For example: “I felt the same way until I met John Jones. He really helped me accomplish my goals. Why don’t I have him give you a call? Is tomorrow evening convenient?”
The book goes on to say this is networking at its best. I have to agree and encourage you to think and plan your method for the next mixer or after 5 you attend.

Why not join me this coming Wednesday evening starting 6pm at the Blacktown Workers Club for the Blacktown Business Network and give some of this a go.

Happy Networking

Glenn

Referrals from Relationships The 3 Steps

The other day I was talking about the Currency of Relationships, and afterward got to thinking how does a networking relationship develop, what is the process? I then remembered the VCP ProcessTM, so here it is...

Every relationship, regardless of its nature, goes through a process. In the world of networking, the process of building a business relationship is called the VCP ProcessTM. Following are the steps in the VCP ProcessTM:

Visibility - This is the point in the relationship at which individuals first meet. They might simply have a conversation, trade contact information, and move on. This might happen several times. At this stage, individuals merely have to remember one another and have some basic knowledge of the other.

Credibility - This is the second phase of the relationship. In this phase, two individuals have interacted several times and trust one another. The longer they know, work with, and support each other, the deeper their credibility and trust. At this phase of the relationship the two networking partners begin to trust and help each other—and the relationship continues to grow.

Profitability - This is the third phase of the relationship. At this point, two networking partners completely trust each other, open their networks and customer databases to each other, and proactively help each other. Each has a deeper understanding of the other’s business and knows how to develop referrals and connections as well as open doors.

Remember, its a journey not a sprint, time = results.

Happy Networking

Glenn

What Makes a Great Networker

What Makes a Great Networker
Recently when I asked the question “What is Networking”? to a group of business people I got the answers like, listening more than talking, building relationships and farming, someone asked me what makes a great networker, so I started to break it down, here is the result.

Givers Gain Attributes

•Some one who gives without the expectation of something in return.
•Some one who does things for others without the expectation of something in return.
•Believing that your business needs will be met (and exceeded) by giving to others, referrals, thank you notes, recommendations, written testimonials etc.

Abundance Mindset

•Believing that there is an abundance of opportunity.
•Believing in the expanding the pie, not fighting over the pieces.
•Believing in the "Law of Reciprocity" - what is given comes back many times.

Relationships

•Putting FUN in Fundamentals of networking activities.
•Building win/win relationships.
•Being accessible, approachable and available.
•Being yourself.
•Being punctual and professional.

Happy Networking

Glenn

Networking Tips for Success #1

Recently while reading the 29% Solution by Dr Ivan Misner & Michelle Donovan two things jumped out at me. Glenn Kirkwood a BNI colleague said to me there are so many tips in this book, just really look. Here are a couple of tips he pointed out.

Block out time to Network

There are four steps to changing a behavior: want it, learnt it, try it, and live it. For most of us, advertising won't produce enough new business to keep us going indefinitely. Networking, if done strategically and exceptionally well, has the potential to generate all of your new business by word of mouth. It is ultimately about generating referrals over time for your company. The time & energy you spend on networking are part of your sales & marketing program. Set aside the time necessary to be successful.

Profile Your Preferred Client

This directs you towards the diverse people you need to meet and helps to mold & clarify your message - i.e. how you describe your business when introducing yourself to someone in a networking encounter. You can be more effective at networking your business when you're able to profile your preferred client to those listening to your message. When a listener identifies a match, there's a good chance you'll get a referral.

Happy Networking

Glenn

Abundance and Networking

What business mindset do you have? Are there abundant business opportunities and therefore lets share, or they are scarce and you cherish every one that comes along, in fact they are so scarce you can’t share.

The mindset of abundance is that of a networker.. if I continue to share opportunity, they will be shared with me. Remember; if you row somebody across a river you get there yourself.

Do you notice that the media is creating a scarcity mentality and telling us to get ready for bumpy rides etc, which then changes focus from a positive frame to a negative one?

So how do I have an Abundance Attitude?

There are seven key aptitudes that are identified in a book by Kim George

Coaching into Greatness: 4 Steps to Success in Business and Life.

I challenge you to work on one at a time.

1. Self-worth. Abundant people understand their uniqueness and how they add value to their customers, their networking partners and others in their lives.

2. Empathy. Abundant people do their best to understand and serve their customers in any given situation, and they sustain themselves through tough times by networking with supportive friends who are able to provide reciprocal support empathically .

3. Self-expression. Abundant people are convinced that they are the best with whom to do business and they retain a professional posture of sticking to their personal standards, which pulls people to them.

4. Actualisation. Abundant people don’t sit on the sidelines waiting for things to happen. They take action consistent with their skills and talents. They accept responsibility for their actions and don’t blame others for shortcomings. If they face a barrier, they ask for help and support to find an acceptable solution for all sides. They comfortably give and receive.

5. Significance. Abundant people are confident about their uniqueness, knowing they are the best person for a particular job. They demonstrate self-confidence when asking for business, building their social capital and following up.

6. Surrender. Abundant people don’t view surrender as a form of weakness, rather a sign of letting go of old habits, attitudes and behaviours that don’t serve them in a healthy way. They see potential opportunity in everything that passes by.

7. Inquiry. High Abundance Intelligence means high openness to other points of view. Uncertainty is a reason to thrive and be curious. Security in their curious and creative aptitude enables abundant people to move through all challenging situations. Learning while acting keeps them growing and improving while being pioneers in their industry.

New Year Resolution and Networking

At this time of year you see many people making New Years resolutions for themselves - You know - Spend more time with their family, Lose a few kilos, or just simply to Work less and I am no different.

My New Years resolution this year; “To spend more time getting to know people better so we can help each other get where want to go” That great saying IF YOU ROW SOMEONE ACROSS A RIVER YOU GET THERE YOURSELF comes in to action with this resolution.

The first step in this is below and comes from the book 29% Solution by Dr Ivan Misner & Michelle Donovan.

Tip 1 - Set Networking Goals

Every goal you create should be SMART: Specific, Measurable, Attainable, Relevant and Timed with a deadline.

S - Clearly defined with parameters
M - have some quantifiable way to measure progress
A - within reach
R - so you will be motivated to accomplish it
T - so you won't lose your focus and your desire.

Happy Networking

Glenn