Dr. Ivan Misner, Founder of BNI
Business Network International
An instructor on iLearningGlobal's "Daily Success Stream," we enjoyed Dr. Misner's tips on one of our recent online networking calls. Here are the notes I took during that session.
TEN Commandments for Networking an EVENT
1 Have Tools with you
~ Name tag
~ Business card
~ Business card file of other people that you can refer to
2 Have a goal of how many people you are going to meet
~ Get all their cards
3 Act like a HOST, not a guest
Do things for others, volunteer to help greet, introduce people and act like a conduit.
4 Listen and ASK questions
After you have learning what another person does, THEN tell them what you do. Get them to open up first.
5 Don't try to close a deal.
Networking is only about establishing the beginnings of a relationship, NOT to try to "sell" them on your product.
6 GIVE Referrals
Be a giver, not a taker. If you don't have a referral to give them, try to give them information that is helpful, perhaps information about another upcoming event.
7 As for TWO business cards.
~ one to give away
~ one to keep
8 Manage your time efficiently
Spend no more than 5 or 10 minutes with each person. Set appointments to speak further with those who you have a connection
9 Write NOTES on the backs of your business cards to help you remember the people and what you spoke about.
10 FOLLOW UP
~ Fulfill any promises you've made in getting back to them.
~ Develop a follow up strategy to build your "SOCIAL CAPITAL"
TRAITS OF A MASTER NETWORKER
10 Work your network
~ organize contacts in CRM software
~ carry referral partners business cards and info
~ meet with new contacts to get to know them better
Be sincere in your efforts to help others and be truly interested in the other person. Give people your UNdivided attention
8 Enjoy helping others
Look for opportunities to help others, pass along info and referrals, etc.
7 Say THANK YOU
Take the time to say "Thanks." This is sorely lacking today and it will make you stand out from the crowd
6 Network ALWAYS
Never be "off duty." Network in all aspects of your life
5 Good listening skills
4 Be trustworthy
When you refer business to someone you are putting your reputation on the line. Refer to people you know can be trusted to follow up and do the right thing.
3. Enthusiasm and motivation
2 Having a POSITIVE attitude
A negative attitude drives away people. POSITIVE people are like magnets.
1 Follow up on referrals
Ivan Misner, Founder of BNI
Called the "Father of Modern Networking" by CNN, and the "Networking Guru" by Entrepreneur Magazine, Dr. Ivan Misner is the Founder & Chairman of BNI, the world's largest business networking organization with thousands of chapters throughout North America, Europe, Australia, Asia and Africa.
Dr. Misner's Ph.D. is from the University of Southern California. He has written ten books, including his New York Times best sellers, Masters of Networking and Masters of Sales, as well as his #1 bestseller, Truth or Delusion, Busting Networking's Biggest Myths. He is a monthly columnist for Entrepreneur.com and also writes a regular networking blog for them at www.NetworkingEntrepreneur.com. He has taught business at several Southern California universities and has recently been asked to be on the faculty of iLearningGlobal.tv
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