Called the “Father of Modern Networking” by CNN and one of the “Top Networking Experts” by Forbes, Dr. Misner is considered to be one of the world’s leading experts on business networking and has been a keynote speaker for major corporations and associations throughout the world. He has been featured in the L.A. Times, Wall Street Journal, and New York. Times, as well as numerous TV and radio shows including CNN, the BBC and The Today Show on NBC.
Among his many awards, he has been named “Humanitarian of the Year” by the Red Cross and was recently the recipient of the John C. Maxwell Leadership Award. He is also proud to be the Co-Founder of the BNI Charitable Foundation. He and his wife, Elisabeth, are now “empty nesters” with three adult children Oh, and in his spare time!!! he is also an amateur magician and a black belt in karate.
Your Sales Are Great, But Are You Getting Referrals?
First let’s get into the mindset piece.
This part is really important, I mean seriously, if you don’t get this right then everything else…
Tactic that has had the biggest impact on Ivan’s success
Getting high quality referrals.
Result if you follow the steps in Ivan’s session
Full session with video, notes, audio and discussion inside EHQ Club. Learn more
Expert session snapshot
Most of your clients giving you referrals. Be honest, most of yourclients are giving you referrals. Most people say well no so you only have credibility with your own clients. So, the idea is to move from visibility to credibility and credibility to profitability, to get people referring you.
Your clients will be some of them. There may be others. So why do you go to networking meetings? Why do you meet people? I know a lot ofyour people do stuff online. Why do you do this online?
The VCP process works face to face. In online you you network face-to-face or online to move through the VCP process that’s the key, you’re moving from visibility where people kind of know who you are what you do to credibility where you’ve established credibility in the community and then nudge them over into profitability.
That is really really important. I’m not an online guy although I love online networking. I’m on Facebook ,Twitter, Linkedin, most of what I talk about is face to face. So, I’m happy to give some of the skill set of face to face networking if you’d like.
I think what happens is people ask their customers too early sometimes they even ask them before they become customers are. To give a perfect, example insurance agents are notorious for this, they come in they do a presentation about financial planning and then they’ll say one of the ways that I get compensated in my business is through referrals and I have a listener now they’re not even a client then they give me this sheet of paper and they say you know if you have some other people that you believe could use my services maybe you can list them here.
Don’t do that. You know there’s this old expression it never
hurts to ask right?
Totally wrong. It completely hurts to ask if you ask too soon if you ask clients or people that you’re not even at visibility with. If you ask for something too soon you’ll never be able to ask again. Here’s the concept behind this, it’s about social capital in the same way that we have financial capital the banks kind of expect that you put money in there in your checking account before you write out of check, it’s the same thing for social capital you have to invest in the relationship a little bit before you ask for a withdrawal.
So when you’re asking clients for withdrawal would you give me to a friend would you refer me to a friend of yours, you better make sure that you have built some social capital you.