Ivan R. Misner Articles

You Never Know Whom They Know - Click To Read Article
Don't think a gardener can be a referral source to the rich? Think again. Discounting even one potential networking opportunity can be disastrous.

Working from Home and Word of Mouth - Click To Read Article
I’m often asked about how to best generate referrals and develop word of mouth for those who are running their businesses out of their homes. Let me start out by stating that I ran two home-based businesses for many years. Working from home has its own unique rewards and challenges. As one of my businesses grew, they began to take over the house and I was forced to move the business out (so that a new baby could join our family). During the eight years I worked from home, I learned a great deal about the pros and cons of working from home and how it related to my networking efforts.

Why We Need to Teach Networking - Click To Read Article
Relationship-building courses have yet to become a business school requirement. Isn't it time that changed?

Word-of-Mouth: The World's Best-Known Marketing Secret - Click To Read Article
Everyone knows about it, but hardly anyone does it well. It's time to change your approach to word-of-mouth marketing.

Why Getting Published Can Help You Network - Click To Read Article
Recently, an associate of mine who’s read my books and attended some of my training sessions, called me up and said, “I really love your material, but [oh, I always worry when there’s a “but”] why don’t you emphasize your ideas about creating your identity as a brand and how it affects your networking efforts more?” He went on to say, “That idea has made a huge impact on my business, and I don’t hear you talking about it very often.” Well, he was right. I haven’t talked a lot about it in my material, though I should. (You’ll learn why I haven’t up to this point at the end of the article.)

Who Joins a Word of Mouth Marketing Group - Click To Read Article
Recently my Word-of-Mouth Marketing company, BNI, cooperated with Steve Brewer, a graduate student from St. Thomas University in the United States, as part of his Masters Thesis in Marketing. As a result of this research, we have acquired an interesting picture of the type of business person/entrepreneur who joins a word-of-mouth marketing group.

What's Better: A Lead or a Referral? - Click To Read Article
Knowing the difference between the two can make your marketing efforts go much more smoothly.

We All Speak the Language of Referrals - Click To Read Article
The idea of growing your business through word-of-mouth marketing is a concept that crosses cultural, ethnic, and political, boundaries. It resonates within entrepreneurs all over the world. It resonates in Europe, Africa, Asia and the Americas – because we all speak the language of referrals.

Want to Join a Networking Group? - Click To Read Article
With six types to choose from, narrowing the field will help you find the groups that are best for your business.

What Is Business Networking, Anyway? - Click To Read Article
It's more than showing up and shaking hands; it's about being proactive.

Using Events to Gain Referrals - Click To Read Article
Gain a reputation as the person everyone wants to do business with by setting up a popular event. Entrepreneurs are learning so much about growing their businesses through word of mouth and increasing their referral base; it's time to start thinking outside the box and exploring new dynamic ways to encourage others to use you, refer you, and partner with you in growing your businesses. Catalyst events are one such out-of-the-box way to stimulate more referrals and build relationships that may result in referrals from people you could once only dream of sending customers your way.

Use Small Actions to Get Big Results - Click To Read Article
When it comes to creating relationships with other companies, take a long-term approach.

To Bow or To Shake Hands—Cultural Differences - Click To Read Article
We now live in a fully global society where it is imperative to have an awareness of cultural differences as they relate to networking etiquette. We often notice differences within our own states. Certainly between regions of the nation; but what about businesses that are networking with businesses in other parts of the world? We actually cross cultures with every person we meet.

Tracking Income From Referral Marketing - Click To Read Article
Before you can gauge the success of your networking program, you need to set goals.

The ROI of Networking - Click To Read Article
Is networking really worth the trouble?

The Networking Trick That'll Increase Business - Click To Read Article
Start referring your contacts to other professionals and watch your business grow. When I was just starting my consulting business in the early '80s, I knew that I wanted networking and referral marketing to be a major part of my business development strategy. One of the biggest questions I had in mind at the time was, "How do I generate referrals for other people?" Today, I'm asked that question a lot, and so I suspect that many of you might have that same concern. I'd like to share with you just one of the techniques I used that had a huge impact on my ability to provide quality referrals to others--which, of course, led to me getting referrals.

The No. 1 Way to Grow Your Business - Click To Read Article
Forget the fancy advertisements and expensive PR campaigns. The best way to build business is still through good ol' word of mouth. Note: This article is excerpted from Ivan R. Misner's The World's Best Known Marketing Secret(Bard Press).

The Importance of Sales in Networking - Click To Read Article
Truth or delusion? If you’re getting all the referrals you need, you don’t need to sell. Delusion. Anybody who’s experienced and successful in referral marketing will tell you that sales skills are absolutely essential. And they’re needed in every part of the process--not just in closing the sale with the prospect.

The Golden Rule of Networking: Stay in Touch With Your Clients - Click To Read Article
Six ways to foster solid relationships with clients, year after profitable year

The 10 Commandments of Networking - Click To Read Article
Leave out any of these strategies, and your networking is just a waste of time.

Success Isn't an Entitlement--It's Earned - Click To Read Article
If you want to be successful, you have to make some tough choices and change your behavior.

Specialists Win More Referrals - Click To Read Article
If you claim to do everything, your clients won't rely on you for anything.

Smart Ways to Use Your Business Card - Click To Read Article
Successful networking is "all in the cards" with these 4 strategies. Your business card is one of the most valuable networking tools you have in your quest for increased referrals. Can you envision a reality where 20 to 30 people in your word-of-mouth marketing circle carry your cards and have them ready to hand to prospects they're actually qualifying for you? I certainly can, and am excited every time I hear someone say, "Let me give you my friend's business card; oh, and by the way, may I have him (or her) give you a call?"

Scorched Earth Word of Mouth Marketing - Click To Read Article
Over my 20+ years of developing a word-of-mouth marketing business and coaching networkers, I have noticed some very different styles of networking. One of these styles results in the ground smoking wherever these networkers tread. I call this “Scorched Earth” Word-of-Mouth Marketing

Shape up Your Business With Networking Aerobics - Click To Read Article
7 exercises to help you maintain networking momentum

Secrets to Getting Referrals - Click To Read Article
How to encourage the members of your networking group to recommend your business to others

Referral Incentives The Gift For Giving - Click To Read Article
How important is it to offer some type of incentive for people to give you referrals? Everybody loves referrals and one thing I’ve learned, is that they also love to be recognized for giving referrals.

Referral Truth or Delusion - Click To Read Article
I am currently working on a new book idea with two business associates, Mike Macedonio and Mike Garrison (we call them Mike2), of the Referral Institute. The thought came to us that many business people have a perception about word-of-mouth marketing that isn’t based on reality. It’s a delusion!

Referrals and the Do Not Call Registry - Click To Read Article
What does this new law mean for your business's networking efforts?

Power Word of Mouth Marketing Leveraging Your Referral Generating Ability - Click To Read Article
There’s a lot of talk going around these days about leveraging…leveraging your time, your money, your ability. How does leveraging apply to word-of-mouth marketing? I can think of one very specific way to exponentially increase the ability to generate referrals for your business with “one hit.” This method is sometimes known as the “rubber chicken circuit.”

Power Word of Mouth Marketing Leveraging Your Referral Generating Ability - Click To Read Article
There’s a lot of talk going around these days about leveraging…leveraging your time, your money, your ability. How does leveraging apply to word-of-mouth marketing? I can think of one very specific way to exponentially increase the ability to generate referrals for your business with “one hit.” This method is sometimes known as the “rubber chicken circuit.”

Practice Makes Perfect Networking - Click To Read Article
Implement these 2 simple strategies and watch the referrals pour in.

Networking Trends Education and Technology Are Key - Click To Read Article
There are several emerging issues and trends surrounding the process of networking that are being created out of the need to find an effective way to develop business for entrepreneurs and salespeople in this new century. I’ll address three of the most prominent trends that I believe will become more important in the coming years.

Networking at Conferences and Trade Shows - Click To Read Article
These four tips will help you make the most out of your time at a trade show or expo.

Network Like a Pro - Click To Read Article
Want people to talk about your business? Time to take your networking skills to the next level

Networking on the Net - Click To Read Article
Learn how to utilize the Internet as part of your networking strategy.

Network With Confidence - Click To Read Article
Afraid to meet new people? It's time you faced your fears, because that's what networking is all about.

Making WordofMouth Marketing Work - Click To Read Article
Word-of-mouth marketing is often considered one of the oldest and most powerful forms of advertising. In fact, most business people understand that it works, they just don’t know how it work.

Making the Most of Networking Opportunities - Click To Read Article
Start by learning how to tailor your networking approach for different occasions.

Managing Your Business Cards - Click To Read Article
Try these tips for organizing all those business cards you've accumulated.

Making Word-of-Mouth Marketing Work for You - Click To Read Article
You can't just sit back and wait for word-of-mouth to do its thing--you need to put some effort into it.

Making Introductions That Last - Click To Read Article
Tips for getting your networking contacts to remember you

LaserSharp Networking - Click To Read Article
Did you know that the energy put out by a normal light bulb is equal to the energy put out by a laser beam? A laser has a very tight beam and is very strong and concentrated. A light bulb, on the other hand, releases light in many directions, so the light is comparably weak and diffuse. The difference between the two allows the laser, with focused energy, to have the power to do very fine and delicate surgery, artistic etching and play the broad, full sounds of an orchestral overture. Does that sound like the kind of precision you want from your networking activities? I've found that there are three ways to bring your networking efforts into laser-sharp focus to make it an even more powerful way to build your business:

Investing in Your Social Capital - Click To Read Article
It pays to take advantage of knowledge and relationships when building your business--and your bottom line.

How to Network With a Large Group - Click To Read Article
A simple game of "business card bingo" will get the introductions rolling.

How to Become a Master Networker - Click To Read Article
Adopt these 10 traits, and you'll have people knocking down your door trying to do business with you.

How to Combat a Slow Economy - Click To Read Article
Don't join the ranks of miserable complainers. Instead, use this time to improve your networking skills.

How Deep Is Your Network - Click To Read Article
Networking is about developing broad and deep contacts. This article talks about the importance of going deep in your network.

Getting Referrals That Count - Click To Read Article
Not all referrals are created equal. Learn how to identify weak referrals and mold them into sales-generating leads.

Good Customer Service Alone Doesn't Win Referrals - Click To Read Article
Don't wait around for your excellent service to pay off. Instead, build a network for word-of-mouth marketing.

Get the Right Networking Mind-Set and Skill Set - Click To Read Article
Make more and better connections when you get your mind and skills in gear for networking. When you're thinking about becoming a more skilled networker, you usually think about what you can do to network more effectively. This includes teaching others what kinds of referrals you're looking for, asking for referrals from your clients, and using incentives for those referring you. These are all components of your skill set.

Generating More Referrals - Click To Read Article
There are plenty of opportunities to develop quality referrals--you just have to look for them.

G A I N S in Word of Mouth Marketing - Click To Read Article
For success in generating referrals, it's crucial to know your sources -- the members of your word-of-mouth team. To that end, there are five things that are critical that word-of-mouth marketing teams should know about each other.

Finding Your Starting Point - Click To Read Article
Central to the referral-marketing process for any entrepreneur is teaching people how to send you referrals. To do so, people must know exactly what you do – what product or service you provide or make, how and under what conditions you provide it, how well you do it, and in what ways you are better at what you do than your competitors.

Engage Your Staff in The Word of Mouth Process - Click To Read Article
From time-to-time, business owners ask me how to get their staff members to buy into word-of-mouth marketing as a way to grow their business. I find that many times business owners don’t even consider asking their staff to cultivate strong word of mouth for the company

Emotional Intelligence and Word of Mouth Marketing - Click To Read Article
Emotional Intelligence, also known as Emotional Quotient or EQ, is all the buzz right now. EQ is the ability we have to use, communicate, recognize, remember, learn from, and manage our relationships with other people. It is, in effect, the skills that we have developed at building our social capital with those people with whom we wish to network.

Educating Vs Selling - Click To Read Article
When entrepreneurs try to develop a qualified, consistent, and dynamic circle of networking partners who are going to provide them with referrals for new business, I’ve noticed that their tendency is to “sell” those individuals on their product.

Diversity and Networking - Click To Read Article
Question: I recently visited a networking group but, I’m hesitant to join because it is mostly made up of small business owners and sales people. I think it would be better to join a networking group of business-to-business professionals who I can relate to better and who are looking for the same type of contacts that I need. What is your opinion?

Do Referrals Happen by Coincidence? - Click To Read Article
No, they don't. Here's how to stop relying on luck to create word-of-mouth for your business.

Creating an Effective Business Card - Click To Read Article
The right business card will help you make a great first impression.

Developing a Networking Contact Sphere - Click To Read Article
Forming symbiotic relationships with other entrepreneurs may help you boost business.

Debunking the Six Degrees of Separation - Click To Read Article
Do you believe that anyone in the world is only six people removed? Here's why that theory's wrong and what it means for networking.

Desperation Isn't Referable - Click To Read Article
Nurture an abundance mentality instead of a scarcity mentality and you can have an unlimited supply of referrals.

Develop a Magnetic Personality - Click To Read Article
Every person has a little magnetism already inside him. Learn how to leverage it to draw in more business.

Contacting Prospective Customers - Click To Read Article
Your referral source has done her job. Now it's time to contact the prospect. But be careful: The purpose of your first contact is not to make a sale or even ask the prospect if he has questions about your business. If--and only if--the prospect asks, should you present your products or services during this initial contact.

Conquer Your Fear of Public Speaking - Click To Read Article
Don't shy away from a networking group because they ask you to do a presentation. Here are five ways to vanquish your nervousness.

Boost Sales With More Referrals - Click To Read Article
3 secrets to help you increase lead generation from networking opportunities

Building a Think Tank for Your Business - Click To Read Article
Use existing contacts and make new ones to create your own expert network.

Build Relationships That Last - Click To Read Article
Follow these three phases of relationship marketing and networking, and your connections will be here to stay.

Becoming a Master Networker - Click To Read Article
Adopt these 10 traits, and people will be knocking down your door trying to do business with you.

Be Remembered at Networking Events - Click To Read Article
How to use memory hooks to stand out in a crowd

Anticipating Referrals - Click To Read Article
If you're not sure what to expect from your marketing efforts, take these variables into account.

5 Ways to Break Into Online Networking - Click To Read Article
How do you go about developing networking skills, relationships and trust in an online environment? Here are five ways to do it:

6 Ways Others Can Promote Your Business - Click To Read Article
When people ask if they can help you, be prepared to say yes with these simple strategies.

A Referral Doesn't Mean Closed Sales - Click To Read Article
You shouldn't skip steps in the sales process, even with a recommendation. Here's how you can make the most of your leads.

15 Ways Other People Can Promote Your Biz - Click To Read Article
Put your networking circle to work for you with these guaranteed ways to generate new business.


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