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Welcome to the Tasmanian Networker There are many ways of finding great ideas on how to become a more effective networker.My favourite is the BNI Podcast which goes straight on to my Ipod making it possible to listen to it at any time. Or I can read the transcript on the Net. How easy is that? With the chill of Winter still around, now is the time to do some serious networking.
Enjoy this month's Newsletter. Regards, Dan Garlick
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NETWORK LIKE A PROFESSIONALDr. Ivan Misner and Hazel Walker recently gained some great exposure for BNI by contributing to the article "Network Like a Professional" in the magazine Today's Financial Women. |
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Is Your Referral Networking - Working?By Dr Ivan Misner, Founder & Chairman of BNI.
On this scorecard, record:
It's not hard to look back at what you did and analyse how successful you were in getting business from your referrals. The referral process is about committing to a series of actions designed to create a result not only for you, but also for the other people involved. Its about measuring the results and improving the system. As long as you track your activities, its not hard to measure the results. Theres a concept we use related to the tipping point idea for referrals. Whats the difference between 211 and 212? At first glance, you might think not much. But there is actually a huge difference: At 211 degrees Fahrenheit, you have some hot water but at 212 degrees, you have boiling water. What can you do with 211-degree water, other than make bad coffee and warm up a hot dog? Not too much else. But with 212-degree water, you can make great coffee, sterilize dishes and start the Industrial Revolution. Can you feel the difference between 211-degree and 212-degree water by sticking your finger in them? Probably not. But one degree makes a world of difference. Many networkers spend a lot of time warming up their referral sources. But since they cant tell the difference between someone who isnt quite ready to refer and someone who is, they waste time and energy on the wrong person. This is why its important to have a system in place for measuring actions and their results. How do you know when youve done enough to get a referral from a potential source? When you track the results, in many instances you will be able to tell what specific action tipped the scales from a potential sale or client to real results. Was it your last thank-you note that made a solid referral source out of your contact? Or was it that tip on a special deal she could get from a new vendor? You cant measure feelings per se, but you can discover what made the difference between zero and success. Armed with this knowledge, you can replicate your success at other times and in other settings. In networking, of course, people are different and situations change, but if you track the results under different conditions, youll begin to see patterns that will show you how to handle your network. If you choose not to track your results, or perhaps you dont track them consistently, youre essentially giving up control of your referral networkingwhich is OK if what youre interested in is shrugging off your own responsibility and finding other people to blame for your failures. If you cant connect success or failure to your own activities, its easy to say, This would have worked if my referral source had prepared the prospect, or The reason I failed is that nobody told me what I needed to know. In reality, your failure to adequately train your referral partners and gather the information you needed is directly tied to your failure to set up a way to measure results. Good referral networking is a lot like luck. As most people realize over time, good luck happens to those who have worked hard to prepare for it. If something happens by chance, such as a good referral, go back and track it. There was probably some series of eventsover which you either did or could have had control that brought you the good luck. Every now and then, youll get some business out of the blue, but its hard to write a business plan around that, let alone get people to want to do business with you. Dont be blind to your referral marketing and make sure to plan this part of your business. |
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BNI Tasmania |
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BNI Bowen (coming soon) |
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Join us on Ecademy! As networking evolves, we are going to see a greater combination of online and off-line or face-to-face networking. In the next few years we will also see BNI start to incorporate more online types of communication between members and bulletin board type access. As we move in this direction, BNI Tasmania has set up a special group within Ecademy (www.ecademy.com), one of the popular global online networking sites. Our BNI Tasmania Club on Ecademy, has a number of features to help raise our profile, allow us to post articles, organise functions and to include networkers in our area to participate even if they are not quite ready to become face-to-face networkers. People around the world may also wish to join our online group if they wish to do business with Aussies. We invite you to register to join this online networking site. There is no cost involved. The link is as follows: http://www.ecademy.com/module.php?mod=club&c=5903 Soon there will also be a BNI Australia club on Ecademy as well where you'll be able to network and trade with BNI members Australia wide! The founders of Ecademy - Thomas and Penny Power - with Australian National Director Frederick Marcoux and WA Executive Director Paul Marcoux at the recent BNI International Members Conference in Kuala Lumpur.
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Book of the Month
Its Not net-SIT, or net-EAT, Successful networking is about learning how to work the networking process not just letting it happen. Develop your networking skills, increase your connections, and become part of the roughly 29% of people who are separated from the rest of the world by just six degrees. Co-authored by bestselling author Dr. Ivan Misner, who is referred to as "The Father of Modern Networking," and Michelle R. Donovan, who is known as "The Referral Expert" in Pittsburgh, The 29% Solution is the first book designed to integrate networking into the way you do business on a weekly basis with fifty two quick, straightforward networking strategies. Your income is directly related to your ability to network your business for growth. This book gives you the tools to become a great networker and part of the 29% of the population that produces exceptional results. Once you decide to be great, BNI MEMBER SPECIAL |
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10 Ways to Make your BNI Membership Work for You1. Put your BNI meeting on your calendar as a recurring appointment. 2. Identify a substitute to take your place when you cant be there. 3. Schedule a BNI hour outside your meeting each week. 4. Set a goal to bring at least 1 visitor a month to your BNI meeting. 5. Do a dance card or schedule a one on one appointment at least once a month 6. Participate in at least one networking event per month; at a chamber of commerce, professional or service organization. 7. Participate as a Leadership Team member in your chapter. 8. Attend all BNI trainings, workshops and conferences held in your area. 9. Set a goal to bring at least one referral a week to a member of your chapter. 10.Create 5 or 6 meaningful 60 second presentations. The keys to success in BNI are the same as for your business. Plan
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Upcoming Events7:00 am - 06-Aug-2008 |
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 BNI is a professional business networking organisation that allows only one representative from each business or profession to join any of its chapters.The sole purpose of the BNI chapter is to generate more business for its members. BNI is the most successful business referral organisation in the world with 105,000 members in over 5,010 chapters in 39 countries. CONTACT BNI Tasmania Executive Director: Dan Garlick Ph: Email: admin@bnitasmania.com.au www.bnitasmania.com.au |
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Networking Nugget
Contrary to what you may think, the referral process is not difficult to measure.
