Episode 670: Networking Is a Contact Sport (Classic Podcast) / 第670集 網絡是一項接觸性的運動（經典播客)

 第670集 網絡是一項接觸性的運動（經典播客)

August 26, 2020 by Ivan Misner 3 Comments

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深思熟慮的參與是您在BNI投資回報的答案。參與是聯網過程中的關鍵步驟。 它涉及一種相互支持的承諾，以及為實現這一承諾而採取的行動。 吸引力法則只有在您採取行動後才有效。

這意味著您必須比大多數業務聯繫人更深入地與BNI成員保持聯繫。 以下是提高參與度的五種方法：

1. 您是否有時間與BNI成員進行一對一會面？
2. 您是否已花時間對您的同事進行個別的業務培訓？
3. 您是否已花時間對其他成員的業務的關鍵要素進行了教育？
4. 你有沒有到你的BNI成員的營業場所去拜訪他們？
5. 您是否使用過BNI其他成員的產品和服務？

你能找到什麼新的方法來支持你的網絡夥伴？在評論中分享你的答案。

第424集完整版

Priscilla:

大家好，歡迎回到BNI官方播客，由NetworkingNow.com為您帶來，這是網絡上領先的網絡下載網站。我是Priscilla Rice，我來自加州伯克利的Live Oak錄音室。我今天在電話中加入的是BNI的創始人和首席願景官，Dr. Ivan Misner.。你好，Ivan。你今天怎麼樣？

Ivan:

我很好，Priscilla。我想，我今天有一個有趣的話題

Priscilla:

太好了

Ivan:

上週我大獲成功。 本週，我想談談網絡是一項接觸運動。

Priscilla:

好的。 告訴我們，因為我不知道你的意思。

Ivan:

對於每個收聽此播客的人，我想您都希望獲得對BNI的時間和金錢投資的回報。 事實是，深思熟慮的參與實際上是您對BNI投資回報的答案。

參與是建立網絡過程中絕對關鍵的一步。它包括承諾和行動。因此，為了在BNI中與你的同伴成功合作，你必須承諾互相支持，然後你必須採取行動來實現這個承諾。

大多數人都讀過《秘密》這本書或者看過《秘密》這部電影。你是否看過《秘密》這部電影或者看過《秘密》這本書？

Priscilla:

有的

Ivan:

這是關於 "吸引力法則 "的。我相信吸引力法則，但你知道，"行動 "這個詞是 "吸引力 "這個詞的一部分。所以吸引力的一部分是採取行動。您必須做出承諾，然後必須採取行動來實現您想要帶入生活中的承諾，承諾或吸引力。

唯一有效的方法是在更深的層次上與你的大多數商業聯繫人進行聯繫。因此，在BNI的背景下，你要與人們在更深的層次上建立聯繫，而不是與你所擁有的一般業務聯繫。

您可以通過多種方式與其他成員更加互動。

我將與您分享這些。 我有五個

一、你有沒有花時間定期與小組中的人一對一見面？這意味著在正常的會議之外，安排時間與他們見面，並在專業層面上了解他們。

現在，這裡的事情。我知道有人會說，"是啊。我知道我應該這樣做，但我還沒有做到這一點。" 好吧，為什麼不呢？別再找藉口了 這不僅可以幫助您為他人引薦，還可以為您自己提供引薦。

您必須一對一地做這些事，並且與BNI這樣的小組會議相比，可以與人建立更深的聯繫。 那很重要。

第二，您是否抽出時間定期教育您的會員？ 單獨並定期處理您的業務要素，以便即使您的產品或服務遇到需要您做事的人，也將成為您的首要考慮。

我們在BNI會議上往往做的是試圖推銷。我們在那裡是為了銷售產品和銷售服務，而不是教育。我們必須記住，BNI會議實際上是一個培訓銷售人員的機會，而不是一個完成銷售的機會。這與其說是一個成交的機會，不如說是一個培訓銷售隊伍的機會。如果我們能培訓人們如何引薦我們，那就是典型的例子，網絡更多的是關於耕作而不是狩獵。它是關於培養這些關係。

第三，你有沒有花時間去了解你的合作夥伴的企業、你的同伴的企業的關鍵要素，以便你也能為他們做同樣的事情。這是對等的。你不僅要教育他們，還要被他們教育。如果你不做這兩部分，根本就不會有效地發揮作用。

四，你有沒有... 這是個有趣的問題，我沒怎麼談過。你去過他們的辦公室嗎？你可以直接了解他們的工作。我認為這是非常重要的。這些都是你的引薦夥伴。你應該去他們的辦公室。你應該去他們的設施，他們的業務，這樣你就可以看到他們的操作。他們也應該為你做同樣的事情。你有沒有這樣做？

我知道很多分會都會做，你知道的，每年三四次的分會聯歡會。有些分會在會員的一個地點進行，這樣就可以讓大家參觀會員的地點。我認為這是一個絕妙的主意。

我不建議你每個月都這樣做。太多了。但每年有幾次，做一個商業混搭，只是為了分會。邀請公眾，但在會員所在地進行，而不是在酒店或餐廳。我喜歡在會員所在地進行，這樣你就能讓人們在那裡看到你的工作。

第五是如果可能的話，你是否使用過他們的產品或服務，以獲得第一手資料，了解他們的工作質量？我認為這一點非常重要。這都是成為全身心投入到這個過程中的一部分。網絡真正是一項接觸運動。它涉及到充分參與，以獲得堅實的結果。

事實上，研究表明，在商業關係中的對等參與會帶來更高的生產力。根據《今日心理學》的研究，積極參與商業環境的人，其生產力會提高43%。

這是一個不可思議的數字。 43%的人比那些沒有生產力的人更有生產力。這是基於《今日心理學》上發表的一項研究。

此外，他們說，參與包括定期對話，工作關係的質量，對風氣和價值觀的理解以及對關係的認可。

因此，有效的網絡交流實際上是在建立有意義的關係，其中包括我前面所說的大多數甚至所有的特徵或事物。

因此，每次我聽到有人談論網絡對於他們的工作方式不起作用時，我都會聽到，因為這是我的職責。 這是我所知道的。 人們說：“這種聯網功能對我不起作用。”

當我與他們交談時，我發現這是因為他們從未對與網絡相關的關係建立過程進行過深入的研究。他們的大多數網絡活動實際上都是膚淺的，或更糟糕的是，這主要是直銷的嘗試。聯網不是面對面的冷門機會。 如果做對的話就不對了。

如果做得好，就是要建立那些長期有意義的關係。就是要慢慢培養這些長期關係的過程。所以，隨著時間的推移，這個長期的過程讓你有機會收穫大量的業務，其理念是：人脈更多的是農場，而不是狩獵。

只有在參與過程中才會發生，所以我希望BNI成員本週要做的是，除了我在播客中給你的五種方法之外，花一些時間思考你可以支持你的網絡夥伴的新方法。我認為，通過思考這五個問題，以及如何將這些問題和其他問題結合起來，它將幫助你促進與你的網絡小組的接觸--你越是有這種充分的接觸，我認為你越是會看到分會內部的推薦率大幅上升。

這就是我本週的信息，Priscilla.

Priscilla:

好的，太好了。 我想評論的一件事是一對一的。 當您一對一地神奇地完成您或他們的推薦後，這是驚人的。

Ivan:

這是驚人的。另一方面，從統計學的角度來看，這是完全可以預測的。更多的一對一的分會推廣，更多的他們實際上做的分會，更高的引薦比率。

這是一個完全可以預測的現象，我可以告訴你，它來自於建立關係的過程。這就是它的來源。所以不要再找藉口了。走出去。做一對一。做這些其他的事情。這真的是關於充分參與。你越是全情投入... ... 因為網絡是一項接觸性的運動。您獲得更多參與的機會越多，您在BNI中的成功就越多。

Priscilla:

好的。謝謝你

Ivan:

謝謝你

Priscilla.

Priscilla:

我想本週的節目就到這裡了。我只想提醒各位聽眾，本期播客由NetworkingNow.com帶來，它是網絡上領先的網絡下載網站。非常感謝您的收聽，我是Priscilla Rice，我們是在網絡上領先的網絡下載網站。我是Priscilla Rice，我們希望您下週能加入我們的行列，收看另一集精彩的BNI官方播客。

Episode 670: Networking Is a Contact Sport (Classic Podcast)

August 26, 2020 by Ivan Misner 3 Comments

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This is a rebroadcast of Episode 424.

Synopsis

Thoughtful engagement is the answer to a return on your investment in BNI. Engagement is a critical step in the networking process. It involves a promise to support one another, and action to fulfill that promise. The law of attraction only works if you take action.

That means you have to connect with your fellow BNI members on a deeper level than you do with most business contacts. Here are five ways to be more engaged:

1. Have you taken the time to meet one-to-one with your fellow BNI members?
2. Have you taken the time to educate your fellow members—individually—on the key elements of your business?
3. Have you taken the time to become educated on the key elements of other members’ businesses?
4. Have you visited your fellow BNI members at their places of business?
5. Have you used the products and services of other BNI members?

What new ways can you find to support your networking partners? Share your answers in the comments.

Brought to you by Networking Now.

Complete Transcript of Episode 424

Priscilla:
Hello everyone and welcome back to the Official BNI Podcast, brought to you by NetworkingNow.com, which is the leading site on the net for networking downloadables. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you today?

Ivan:
I am doing great, Priscilla. I have, I think, a fun topic for today.

Priscilla:
Oh great.

Ivan:
I got on a rant last week about what success is. This week, I want to talk about networking is a contact sport.

Priscilla:
Okay. Tell us about that because I have no idea what you mean by that.

Ivan:
For everyone listening to this podcast, I am guessing that you would like a return on your investment of time and money in BNI. The truth is that is really is thoughtful engagement is the answer to a return on your investment in BNI.

Engagement is an absolutely critical step in the networking process. It involves a promise and an action. So in order to achieve success with your fellow members in BNI, you have to promise to support one another. And then you have to take action to fulfill that promise.

Most people have either read the book or seen the movie, The Secret. Have you either seen the movie or read the book, The Secret?

Priscilla:
Yeah.

Ivan:
It is about the Law of Attraction. I believe in the Law of Attraction, but you know, the word “action” is part of the word “attraction”. So part of attraction is taking action. You have to make a promise and then you have to take action to achieve that promise, commitment, or that attraction that you want to bring into your life.

The only way to do this effectively is to connect on a deeper level than you do most of your business contacts. So in a BNI context, you want to connect with people on a deeper level than you do with the average business contact that you have. There are several ways that you can become more engaged with your fellow members.

I am going to share those with you. I have five.

One, have you taken the time to regularly meet with the people in your group on a one to one basis? This means setting up time to meet with them outside of normal meetings and getting to know them on a professional level.

Now, here is the thing. I know there are people going, “Yeah, yeah, yeah. I know I am supposed to do it but I haven’t done it.” Okay, why not? Stop making excuses. That really is the way to help not only generate referrals for other people but to generate referrals for yourself. You have to do those one to ones and make a deeper connection with people than you can in a group meeting like in BNI. That is so important.

Number two, have you taken the time to educate regularly your fellow members? Individually and regularly on the elements of your business so that your products or services will be top of mind in the even that they meet someone with a need for what you do.

What we tend to do at BNI meetings is try to sell. We are there to sell products and sell services instead of educate. We have to remember that BNI meetings are really an opportunity to train a sales force more than an opportunity to close a sale. It is more of an opportunity to train a sales force than it is an opportunity to close a sale. If we can train people how to refer us, that is the classic example of networking being more about farming than it is about hunting. It is about cultivating those relationships.

Three, have you taken the time to become educated on the key elements of your partners’ businesses, your fellow members’ businesses, so that you, too, can do the same for them. This is reciprocal. You not only have to educate them, you have to be educated by them. If you don’t do both parts, it is not going to work effectively at all.

Four, have you- this is an interesting one that I haven’t talked about a lot. Have you visited their offices? You get a firsthand understanding of what they do. I think that is really important. These are your referral partners. You should go to their office. You should go to their facility, their business, so that you can see their operation. They should do the same for you. Have you done that?

I know a lot of chapters will do, you know, a chapter mixer three or four times a year. Some of the chapters do it at one of the member’s location so that they get everybody visiting their members’ locations. I think that is a brilliant idea.

I don’t recommend you do that every month. It is too much. But a few times a year, do a business mixer just for the chapter. Invite the public, but do it at a member’s location rather than at a hotel or a restaurant. I like the idea of doing it at a member’s location so that you get people there to see what you do.

Number five is have you used their products or services, if possible, to get firsthand knowledge of the quality of what they do? I think this is really important. This is all part and parcel in becoming fully engaged int he process. Networking truly is a contact sport. It involves full engagement in order to get solid results.

In fact, research has shown that reciprocal engagement in a business relationship results in higher productivity. According to Psychology Today, people who are actively engaged in a business environment are 43% more productive. That is an incredible number. 43% mor productive than those who are not. This is based on a study published in Psychology Today.

Furthermore, they say engagement includes regular dialogue, quality of working relationship, perceptions of ethos and values, and recognition of the relationship. So effective networking is really truly about building meaningful relationships that include most if not all of the characteristics or things that I was talking about earlier.

So every time I hear someone talk about how networking doesn’t work for them, and I hear this, you know, because it is what I do. It is what I am known for. And people say, “This networking thing doesn’t work for me.”

When I talk to them, I discover it is because they have never done a deep dive on the relationship building process related to their network. Most of their networking activities are really superficial, or worse yet, it is mostly an attempt at direct selling. Networking is not a face to face cold calling opportunity. Not when it is done right.

When it is done right, it is about building those longterm meaningful relationships. It is about the slow process of cultivating those longterm relationships. So over time, this longterm process gives you the opportunity to harvest a substantial amount of business with the concept that networking is more about farm that it is about hunting.

It happens only with the engagement process, so what I would love for BNI members to do this week is to spend some time thinking about new ways that you can support your networking partners in addition to the five that I gave you for the podcast. I think that by thinking of these five and how you can incorporate those and others, it will help you promote engagement with your networking group – and the more that you have that full engagement, the more I think you are going to see referrals go up substantially within the chapter.

So that is my message for this week, Priscilla.

Priscilla:
Okay great. One thing I want to comment on is the one to ones. It’s amazing when you do a one to one how miraculously either you or they end up with a referral. It is amazing.

Ivan:
It really is. It seems amazing but it is totally predictable. You walk out of it going, wow, this is amazing. On the other hand, from a statistical perspective, it is completely preditable. The more one to ones chapters promote, the more they actually do in a chapter, the higher the referral ration. It is a completely predictable phenomenon, and I can tell you it comes from the relationship building process. That is where it comes from.

So stop making excuses. Go out. Do one to ones. Do these other things. It is really about full engagement. The more you get full engagement- because networking is a contact sport. The more you get that full engagement, the more successful you are going to be in BNI.

Priscilla:
Okay, then. Thank you.

Ivan:
Thanks, Priscilla.

Priscilla:
I think that is it for this week. I would just like to remind the listeners that this podcast has been brought to you by NetworkingNow.com, which is the leading site on the net for networking downloadables. Thank you so much for listening. This is Priscilla Rice and we hope you will join us next week for another exciting episode of the Official BNI Podcast.

https://www.bnipodcast.com/2020/08/26/episode-670-networking-is-a-contact-sport-classic-podcast/