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‘Art of Networking’ Articles
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Art of Networking
Stop shaking your head; start shaking hands.
Giving your head a shake is a common reaction to some of the less-than-brilliant things we’ve all been known to think and say from time to time about business referrals and where they come from. Yes there are myths of where the best referrals originate—and it is time to dispel them.
Delusion #1: You should always get a referral when you’re in front of the referral [...]
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Art of Networking
Givers Gain—the mirror that never lies.
Imagine this scenario: You’ve been a member of BNI for a few months, maybe even a few years, but the number of referrals you’re currently generating falls short of your expectations. What’s the secret to greater success?
Perhaps it’s time for a reality check. And a good look in the mirror is a great place to start.
Let me explain with the help of an old Japanese [...]
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Art of Networking
Recognizing what a 1-to-1 is—and is not.
We all know how important it is to build your visibility and credibility with your BNI referral partners. One effective way to do that is with 1-to-1 meetings.
But just what is a 1-to-1 meeting?
Is it a High-5 at the grocery store? Is it a game of “Tag, you are it!”? Or could it be the one activity that could generate more for our businesses in [...]
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Art of Networking
Face reality and strive for more.
Are you in a “cuddle up” chapter? Does everybody love each other, and are your meetings like a wellness oasis in an otherwise tough work week? Do your visitors rave about the friendly atmosphere?
Do members of your leadership and support teams require special sessions, and do those meetings generally last at least one to two hours?
Do you receive weekly circular emails from your chapter colleagues? [...]
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Art of Networking
It’s the steps you take after paying your membership fee.
I had dinner last night with a friend who told me a story about his snow blower. The snow blower story wasn't that exciting, so I won't go into it. Although, in the middle of the snow blower story, the Penn State vs. Pitt wrestling match came on the big screen in the restaurant which caused him to light up and launched him into another [...]
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Art of Networking
Finding connections for your chapter members.
The big ask: “I’m looking to be introduced to Brian, product director for Company X.” At first glance, there is nothing unique about the request that was voiced at a recent chapter meeting. I’m certain there are hundreds, even thousands, like it made every day at BNI chapters across the globe. The difference was what I did with it.
Up until that day, anytime I heard [...]
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Art of Networking
An excerpt from Never Get a “Real” Job
Nothing is worse than a long, drawn-out meeting that feels like a trip to the dentist. The last place you want to find yourself is leading a snooze fest or a presentation that has people checking their watches every other minute.
To be an effective salesperson, it’s important to master your presentation skills and learn to engage your audience effectively with highly targeted information that gets [...]
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Art of Networking
The importance of integrating online social marketing.
Our BNI chapter meets every Tuesday morning at 7:00am, but the networking between our members doesn’t stop when we adjourn. Our members are actively involved in social networking, specifically learning how to optimize their businesses online.
As education director and our chapter’s “token geek,” our morning discussions have often focused on online social networking. This is a logical transition as we are in BNI to network [...]
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Art of Networking
Open the doors of opportunity
When I started managing medical conferences at the Mayo Clinic nearly 15 years ago, I was told that the job may be short-lived because face-to-face conferences were going away. Technology like tele-conferences and video-conferences would soon replace face-to-face meetings.
I refused to believe it then and today. According to Keith Ferrazzi, author of Who’s Got Your Back, we are on the verge of a relationship revolution.
The [...]
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Art of Networking
Operate your chapter like a restaurant franchise.
If you really wanted to, and had the time and resources, could you open your own restaurant? I think most business people and entrepreneurs could figure out what they needed to do and actually open a restaurant.
But would you be successful? Maybe, or maybe not. Dunn & Bradstreet, a provider of business and credit information, has stated that restaurants only have about a 20 percent [...]
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