Networking Now:

At networking meetings and events around the world, I often meet people who are uncomfortable with introducing themselves to new contacts. For some people, the barrier is a feeling of inadequacy (”Why would anyone want to meet me?”), but mostly the problem is the sheer awkwardness of approaching a stranger and saying “Hi.”

One of the best ways to put yourself at ease and overcome this awkwardness is to act like the host of the event. This approach is recommended in Dr. Adele Scheele’s book, Skills for Success, and I cover it in a new (free) show hosted by yourBusinessChannel.

The idea is that by acting as if you are the host of an event, you learn to behave in an active way, not a passive way. All of a sudden, it seems natural not only to introduce yourself to people, but also to introduce people to each other, to watch for lulls in conversation and prompt further conversation, and so on. In other words, you are acting just as you do when you are the host of your own party or event.

This is a great trick for improving your networking abilities, and you can even take it a step further by not just acting like the host but by actually being the host. What I mean by this is that most networking organizations, BNI included, have a position available in their networking meetings for a person to be the host for a given meeting and welcome new people.

I believe  it’s often the lack of context that makes it awkward to introduce yourself to new people at a networking event and, by being the host, you provide yourself with proper context.

Frank DeRaffele Jr., host of the Entrepreneurial Excellence radio show, has been a good friend of mine for years and his show is a great tool for entrepreneurs everywhere.  He recently brought on a “dream team” of CEOs, authors, coaches and consultants to join his show to help the small business entrepreneur, and I am privileged to have been asked to be a part of the team.

I’ve spent the past 25 years of my life helping small-business entrepreneurs grow their businesses through the referral process, and I think Frank’s show and the dream team are incredible resources for the business owner.  I am honored to be on the team with Ken Blanchard, Michael E. Gerber, Larry Winget, Marci Shimoff and Jay Conrad Levinson.

The purpose of the Entrepreneurial Excellence show is to provide a free resource of information and education for the small-business entrepreneur who is always looking for ways to improve.  You can listen to the show live or listen to its archived episodes by visiting EERadioShow.com.

Let me know what you think of the show.  Frank is a regular reader of this column.

I’ve always said that I “refuse to participate in a recession,” and I just co-authored a new e-book on business and success that helps people learn how to go about doing just that. 

The book was co-authored with 11 of the world’s foremost authorities on business. It’s called The Way Out!–Your GPS “Guided Path to Success,” and it is a road map for how to steer clear of the recession and drive toward success and prosperity. It was published by iLearningGlobal with the goal of giving people everywhere turn-by-turn directions to help navigate away from challenges such as the current economic state, and toward the destination of their personal, professional and financial goals.

You can download the e-book for free by clicking on the picture of the book cover to the right. The reason we are distributing this book for free and prohibiting it from being sold is because it is our sincere effort to offer a real bailout and stimulus package to businesspeople and organizations worldwide so they can get out of debt, create security and, ultimately, prosper.

You can read my article, “Networking Mixers: Break the Ice, Build Your Contacts and Grow Your Business,” on page 49. The rest of the book is full of tremendous articles by other iLearningGlobal faculty members. A few examples are: “How to Get RED HOT in a Cool Market” by Terri Murphy, “How to Sell in a Tough Economy!” by Don Hutson, “Deciding to Decide: How to Thrive in Chaos” by Marsha Petrie Sue and “Freeway of Life” by Brian Tracy.

I’m proud to be a part of this project, and I strongly encourage you to read through the book and refuse to participate in a recession by putting the powerful tools it offers to use. By the way, if you’re not familiar with iLearningGlobal, it’s the world’s largest, highest-quality online library of professional and personal development content by the world’s top speakers, authors and thought leaders.  If you want to learn more about iLearningGlobal, please CLICK HERE.

When you download the free e-book, let me know what you think about it here on this blog.

There seems to be a new trend in keeping appointments that I was completely unaware of until recently. You see, I’ve always operated under the assumption that when I set an appointment with someone for a meeting, a lunch or some kind of face-to-face engagement, it is presumed I’m going to be there unless I notify them otherwise.  However, it has recently come to my attention that I’m apparently no longer safe in assuming that this is the case. 

Just last week, I received a frantic call from a man who had confirmed a lunch meeting with me a few weeks ago.  He called because he seemed uncertain if we were still on for lunch.  On a side note, I find it quite interesting that when he called, he was 90 minutes away from our meeting destination and our lunch meeting was supposed to start in 30 minutes!

More and more, I am experiencing scenarios very similar to this, and the emerging trend I’m beginning to see is that if you schedule an appointment and don’t hear from the other party again before the scheduled date, this means that the appointment has been magically and mysteriously canceled by the appointment fairies.

I’m not alone in this either . . . my wife, Beth, had the same experience last week with a group of ladies she was planning a brunch for.  “When I didn’t hear from you over the weekend, I presumed it was off,” she was told by one of the five ladies who didn’t show up.

When did this start happening?  Did I miss the memo?  Maybe it’s tied to the “reminder call” system that most of my doctors are using now.  The front desk now has the task of calling clients a day or two before their appointment to remind them that the doctor is expecting them at such and such a time. (Beth told me that spas and beauty salons are now doing this same thing, but I can’t really vouch for that since my personal experience in that area amounts to none.)  If doctors didn’t have the front desk call me to remind me of my appointment and I went ahead and presumed my appointment was canceled as a result, I wonder if they would waive the no-show fee when I didn’t show up?  Hmmm . . . I doubt it.

So—I am hereby stating for the record—if you set an appointment with me, it’s firm unless you hear otherwise.

Unfortunately, there seems to be a new trend coming on when it comes to appointment protocol . . . can someone please send a memo? (I must have missed the last one.)

I just spent time in Kiruna, Sweden–home of the legendary Ice Hotel and Ice Bar.  It was an amazing experience that I recommend to everyone. A large portion of the hotel facility is completely made of ice. Although there are normal hotel rooms at this location for the faint of heart, the truly brave live big and stay in the amazing “ice accommodations.” This portion of the hotel is a completely different set of buildings and has about 90 rooms along with a truly unique Ice Bar (seen here to the right). The Ice Hotel and Ice Bar are both completely made of ice (including the tables, chairs and,  yes, even the drinking glasses).

The beds at the Ice Hotel are made of ice with a small foam mattress and reindeer hides covering them (see below).  They are actually fairly comfortable and, with the high-quality sleeping bags, the room is fairly warm despite the fact that it is  minus 5 degrees Celsius (20 degrees Fahrenheit) inside the hotel and minus 22 Celsius (minus 8 degrees Fahrenheit) outside.

I had the opportunity to meet one of the co-founders of the Hotel and Bar, Kerstin Nilsson. Kerstin and husband Yngve Bergvist started the hotel in 1990 when they did a small exhibition of art in a custom-made igloo on the frozen Torne River, which is adjacent to the hotel.  It turns out that one night a group of foreign guests, equipped with reindeer hides and sleeping bags, thought it would be a good idea to use the cylindrical-shaped igloo as accommodations.  The next morning the group raved about the unique experience of sleeping in an igloo, and the Ice Hotel was born.

The hotel and bar have since become famous for their unique concept and famous works of ice art.  Even the chandeliers are made of ice, as seen in the last photo below.  The entire hotel, bar and art all melt away each spring and are re-created with a new design each November.

The conversation I had with Kerstin was interesting. They have partnered with Absolut Vodka and have now franchised the idea of the Ice Bar with locations in Stockholm, London, Tokyo and Copenhagen, in addition to the original. They are planning on many more locations but have not released them as of yet. I told her that if they open one in Los Angeles, I am soooo there!

The Ice Hotel and Ice Bar are a classic case of how creative entrepreneurship works.  A small hotel in a VERY far-away portion of a country comes up with a little idea (an exhibition hall made of ice) to help build its business. This idea (with a lot of hard work) turns into a hotel and bar. The bar spins off into a worldwide franchise co-developed by a major Vodka company–and a small business becomes an international one. I love the creativity of entrepreneurship.

You can see more photos of my visit to the Ice Hotel and Ice Bar by going to my FaceBook page.  You can also see more about the hotel and bar by going directly to the website at IceHotel.com.

One of the most common networking questions I get asked is, “How do I generate referrals for other people?”  Well, this same question is exactly what I was asking myself in the early ’80s when I was just starting my consulting business. I came up with a technique that had a huge impact on my ability to provide quality referrals to others–which, of course, led to me getting referrals.

I realized that I needed to be the person whom people came to if they needed a referral for anything–the “gatekeeper” of referrals . . .  the “go-to guy.”  So I composed a letter that I sent out to my client list several times a year.  Today you could send out a quick e-mail to your database, but you should send it at least once a year as hard copy just to stand out from everybody else who’s e-mailing your clients.  Here’s a sample letter:

Dear________:

I really believe in the process of referrals, so part of the service I provide is to be sure to refer my clients and associates to other qualified businesspeople in the community.

Attached is a list of areas in which I know very credible, ethical and outstanding professionals.  If you’re looking for a professional in a specific area I’ve listed, please feel free to contact me.  I will be glad to put you in touch with the people I know who provide these services.

Sincerely,

Dr. Ivan Misner

Notice when you read this letter that I just listed professions; I didn’t list names and phone numbers.  I wanted my clients to contact me so I could put the referral and the contact together–so I could build business relationships through being the go-to guy.  What began to happen was that others would ask someone on my client list, “Whom do you know who does XYZ?”  If they didn’t know anyone, then they would send that person to me.

The importance of becoming a gatekeeper is huge for anyone seeking to grow a business with word-of-mouth marketing.  It’s a strategy that gets people not only to contact you for a referral, but also to open up a dialogue with people about what your business is all about and how you can help them.  This, in turn, leads to more business with existing clients and new business with prospects.

Allow this to open the door for reciprocal sharing and giving.  You’ll be amazed at how much more business you’ll find you’re able to do as a result.

I just read a great book called Do you matter? How great design will make people love your company.  Co-written by my good friend, bestselling author and corporate consultant Stewart Emery along with former Apple industrial design director Robert Brunner, the book begins by asking if you, in fact, matter to your customers.

Think about it . . . this is a really important question.  Has your product, service or brand established an emotional connection with your customers to the extent that they’re invested in your lasting success?  If you disappeared, would their lives be diminished in some way?

As the book explains, when you know how to use design as a complete strategy, starting with the ideal customer experience and then building an internal supply chain to deliver in a way that exceeds expectations, you’ll create products, services and experiences that truly matter to your customers’ lives–and your business will thrive.  However, the reality is that few companies know how to create great design, and even fewer know how to implement a design strategy that will secure enduring success.

This book offers tremendous value to anyone who reads it because it clearly outlines how to transform any business into a design-driven business that follows in the steps of companies such as Nike, Apple, Ikea and BMW, all of which use design values to make a positve difference in the lives of their customers.  The authors also include some really great stories of successes as well as missed opportunities, all of which make it a really interesting read.

Well done, Stewart: I love the book.

To find out more about the book, click here.

A couple of weeks ago, I attended the Speakers-Authors Networking Group (SANG) in Las Vegas and got to spend some time talking with my good friend Marci Shimoff.  Marci is one of the teachers in the movie The Secret and I met her some years ago at a meeting of Jack Canfield’s Transformational Leadership Council, of which we are both members.  While in Vegas, Marci shared with me some ideas from her new book, Happy for for No Reason. I found her ideas about finding happiness amid a recession to be particularly valuable, so I’d like to share them with you here.

Marci’s “Rx for the Recession,” as she calls it, is to follow these four simple techniques:

1. Reach out and touch someone.  Schedule time every day to call or visit someone you love or care about.

2. Anchor yourself to silence.  Take a moment to step off the hamster wheel of your everyday activity and just “be” for a change  . . .  sit quietly, close your eyes and breathe.

3)  Become a “joy juice barista.”  Your brain contains natural happiness-enhancing neurochemicals–endorphins, serotonin, oxytocin and dopamine.  Use this to your advantage by releasing those chemicals as much as possible through proper nutrition, exercise, getting plenty of rest, and–simply enough–smiling.

4) Don’t just stand there, express yourself.  When you’re being creative, the parts of the brain associated with fear, anxiety and worry are less active.  So instead of stewing about the state of the economy, think of a creative project you can begin or a workshop you can take.

“In times of uncertainty,” Marci says, “when the events in your life seem beyond your control, the key to staying afloat–and even thriving–is to find that place of unshakable peace and well-being inside.  Join the ranks of the resilient by becoming ‘happy for no reason.’  It’s the best Rx for the recession there is.”

I can tell you from firsthand experience that Marci is a person who really walks the talk.  She has achieved a significant amount of success by putting her ideas about maintaining a positive mindset into action. I highly recommend her material to all.  If you’d like to find out more about Marci and her new book, click here.

I’d like to take this opportunity to personally invite all of my blog readers to join me in Las Vegas, Nev., less than two weeks from now for the iLearningGlobal Launch Conference and Mastermind Event.

I will be speaking at the conference on Friday, March 2o, and I would love the opportunity to meet you face-to-face.  John McLelland, CEO of iLearningGlobal, has generously provided me with a link to share with my network that offers a 10 percent discount on registration fees.  In addition, if you use this link to register for the event, iLearningGlobal will donate $50 to the BNI Foundation in your name to promote children’s education worldwide!  CLICK HERE to take advantage of this offer and register for the event, and feel free to pass this offer along to your friends, family and colleagues.

Not only is this event going to be an amazing networking opportunity, it also features 14 of the world’s foremost authorities on success and achievement, such as Bill Bartmann, Tony Alessandra and Steve Siebold, just to name a few.

My friend Brian Tracy said, “Getting ahead in this uncertain time can be a great challenge, but considering the economy’s potential for future growth, it can also be a great opportunity.”  I think the iLearningGlobal conference is extremely important in relation to this idea because one of the main goals is to enable people to access the tools and resources they need to really build business–especially during a down economy.

History has shown that more fortunes are built on the back of a down economy than a good one, but in order to succeed you have to follow the pattern of the most successful people in history and become a lifelong learner.

I am really looking forward to participating in the iLearningGlobal Launch Conference, and it would be great to be able to connect with my blog readers there.  CLICK HERE to register for the event and CLICK HERE if you’d like to learn more about iLearningGlobal.

My long-time friend Annie Armen, better known as “The Hurricane” on Annie Armen LIVE Talk Radio, has just come out with a great new CD called “Legends in Excellence–The Series,” which features 20 of the world’s top authorities on success.                                                                                                             

Annie took hundreds of hours of recorded interviews she’s done over the past decade with people such as Zig Ziglar, Stephen M.R. Covey, Denis Waitley, John Demartini of The Secret and yours truly (just to name a few), and she edited all that content down into 15 hours of powerful advice on how to create real wealth, achieve greater success and find opportunity no matter what the economy is doing.

CLICK HERE to get more information and to purchase the CD.

When you visit the web page above, if you scroll down you can also listen to a five-minute sampler track by clicking on the blue-and-white play button above the words “Listen While You Read.”

If you listen to the sampler track, feel free to come back and leave a comment about what you thought of it.

As I’ve said time and time again, I firmly believe that the way to survive and thrive in an economic downturn is to ignore the doom-and-gloom headlines and focus instead on what you can do to grow your business despite fluctuations in the economy.

That’s why I’m hoping all of you will join me in participating in Make a Referral Week, which is a campaign inviting everyone around the globe to make 1,000 referrals during the week of March 9-13.  It’s an entrepreneurial approach to stimulating the small-business economy–one referred business at a time.

The goal of generating 1,000 referrals to 1,000 deserving small businesses highlights the idea that by taking one simple action and generating one referral to a small business, you really can make a difference and help jumpstart the economy.  Small business is the lifeblood and job-creating engine of the economy, and if we all pledge to make one referral, we could possibly generate millions of dollars in new business.

The weeklong, virtual event also features daily education programs focused on teaching small-business owners and other marketers how to tap the power of referral marketing. I’ll be featured, along with my friends Bob Burg and Bill Cates, on Tuesday, March 10.

Click here to learn more and join the campaign.

If you do join me in participating next week, I’d love to hear back from you about the referral(s) you generated.

I’ve often talked about how blogging is a great way to get yourself known and establish a lot of credibility with your readership.  The thing is, however, that to really make the most of your blog, you need to be posting at least once or twice a week. If you don’t post enough, people will lose the incentive to come back time and time again.

People who are just starting out will often struggle to come up with enough ideas to allow them to blog this frequently. If you face this problem, check out my new TV episode on yourBusinessChannel where I describe nine different popular subjects for blogs. The show is available to watch for free by clicking here.

To give you something to think about, here are the first five ideas from the show:

1.  Write a “how to” blog (much like this one). Share your best tips about how to do something you know all about.

2.  Lists.  For some reason, people absolutely love to read lists. Think of a topic relevant to your field of expertise (”The Top Five Faux Pas of Networking,” for example) and start listing.

3.  The Straw Man argument. Set up a premise and then argue against it.  This always makes for interesting reading, and you get plenty of blog comments if you choose a controversial subject.

4.  Case studies. Discussing case studies from your professional work and the lessons you’ve learned from them makes for a great blog. Just watch the word length. Ideally, blog posts shouldn’t be much more than 500 words, so split the case study over two posts if you need to.

5.  Interviews.  Have you interviewed anyone knowledgeable or well-known recently?  What did they say?  Write about it.

I share the rest of my tips in the show–take a look.