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‘To the Next Level’ Articles
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To the Next Level
5 tips for using this social media tool.
Heather Townsend is the author of the newly published The Financial Times Guide To Business Networking. In this short article, Heather shares her tips on how to use Twitter to generate more referrals for your BNI chapter.
In my research for The Financial Times Guide to Business Networking, I found that many networkers discount Twitter as a serious networking tool. Actually, if my own experience is [...]
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To the Next Level
It’s about having a plan and giving it your best.
As a human resource consultant, I often work with business owners who grapple with the demands of employees, business challenges, and life events—all of which can derail a business. When asked for suggestions to get their business back on track, I turn to these five steps:
1. Have clearly defined and realistic goals. This means more than announcing “Increase sales” at your weekly sales meeting. Every [...]
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To the Next Level
Keeping a bit of nostalgia in networking.
I miss Mayberry.
Filmed in black and white, the TV classic The Andy Griffith Show featured an ensemble cast– Andy, Opey, Aunt Bea, Barney, and Gomer—and the day-to-day happenings of a sleepy town, Mayberry. What I remember most is the sense of community—the people caring for each other in genuine, albeit comical—ways. I miss it.
While technology has enhanced our lives in many ways, it has pushed [...]
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To the Next Level
Stick to what has been proven.
Have you ever noticed how the “latest and greatest” ideas can cause astute business leaders to abandon what has proven to be successful?
I recently participated in a three-day BNI Givers Symposium with Dawn Lyons, Trey McAllister, and 28 BNI assistant directors, during which we were reminded of the importance of sticking to the basics. We discussed what our goals would be in the upcoming year, [...]
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To the Next Level
The importance of refining your networking plan.
The alarm clock rang at 5:45 a.m.; I showered, dressed, quickly sipped my coffee, and was out the door within the hour. I was off to another chamber breakfast event and had to be there a little early since I had volunteered to be an ambassador.
Two days later I was on a similar schedule rushing to get to one of the two service organizations I [...]
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To the Next Level
Engage Your “Nos” and “Not Right Nows”
Sales people have a nasty habit of moving too quickly from prospect to prospect, appointment to appointment. Sales books and audio sets have told us for decades: “It’s a numbers game! Every ‘no’ gets you closer to a ‘yes’!”
There is truth to this. However, allow me to challenge your thinking. A strikeout with a prospect can be a hit for your referral partners—and become a [...]
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To the Next Level
Why your 60-Second Commercial should point to a solution.
I’m a 3-year BNI member and the education guy in our group. I also write advertisements for a living. Isn’t a BNI 60-Second Commercial or Sales Manager Moment really an advertisement? Isn’t it a sales message?
I’d like to share one way that you could do a 60-Second Commercial at your next BNI meeting.
First, consider this: What does your product or service do for your customers?
That’s [...]
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To the Next Level
The connection between one-to-ones and referrals.
During a photo op with Dr. Ivan Misner at The Evening Among the Stars gala in Irvine, California, Dr. Misner said to me, “Imagine that: The guy with the most one-to-ones is also the leading referrer.” He then asked me to share with you how I did it.
Why don’t you attend our networking group?
Curiosity led me to my first BNI meeting. In June 2009, the [...]
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To the Next Level
Identify your ideal client.
With the shift in the economy, a surge in competition, and many people’s future uncertain, buyers are making decisions differently. It’s not “business as usual.” What does this mean for your small business?
Buyers now have more choices; there’s more marketing clutter; buyers are more careful with their spending; and they want more value from every dollar.
Whether you’re in sales, or running a business online, offline, [...]
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To the Next Level
The BNI Belleville Story
Twelve years ago the BNI chapter of Belleville, Illinois, looked good on the surface with close to 30 members and solid production numbers. Internally, however, the chapter was floundering.
The majority of production was consistently generated by just 20 percent of the chapter;
There was no accountability to produce;
There was resistance to running the chapter like a business using BNI’s proven system.
Recognizing they were in a rut, [...]
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