By Ivan R. Misner, Ph.D. and Kevin S. Taylor, MBA

Many of my esteemed colleagues have recently indicated that their businesses are at risk of failure. Indeed, this is an endemic issue in times of recession. In turbulent economic times, the economy has an adverse effect on everyone. This recession is particularly difficult as the world is much more intricately weaved than in recessions of the past. We are in a global economy; thus, our economy has a global impact.

When the economy is slow, new business is harder to get. A bad economy; however, should not be an excuse for failure. Thomas Edison once said, “I have not failed. I’ve just found 10,000 ways that will not work.” In recessionary times, even the best laid plans need to be revisited. Indeed, a poor economic climate can successfully be used as motivation to grow your business even more! What can you do to build your business in a recessionary economy?
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By Ivan R. Misner, Ph.D. and Kevin S. Taylor, MBA

Do you shy away at the very thought of networking at business functions? If you answered yes, you are not alone! Many business people and entrepreneurs get a bit uncomfortable when it comes down to walking up to someone and starting a conversation. Many others are concerned about getting effective results from the time they spend networking. The process doesn’t have to be traumatic, scary, or a waste of time. When done properly, it can truly make a difference in the amount of business your company generates. With the right approach, you can use it to build a wealth of resources and contacts that will help to make your business very successful.

Use the following Ten Commandments to help you network your way through your next business networking event:

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There is literally a ton of information on how to create really great 10 minute showcase presentations. In BNI, the best materials are truly free. For instance, Steve Goldstein, an Assistant Director in Las Vegas, NV has developed the “Post it Note Approach to Writing your 10 Minute” that you can download here. This provides a simple approach to planning and delivering an effective 10-minute presentation to your BNI group.
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Over time, even the most seasoned BNI groups can lose sight of the fundamentals. Obviously, one of the most important concepts in referral marketing is the referral itself. So, today I am focusing on the following 3 fundamental concepts. First, we need to understand what constitutes a referral. Then, I will review the proper way to fill out a BNI referral slip. Finally, I will discuss some important issues with regard to closing a sale that began as a referral.
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Networking must be a priority for your business. It should be mentioned, in detail, in your business marketing plan. It probably has a line item on your financial statements. It should; no, it must if you believe in the power of networking enough to be sitting in a BNI meeting.

As such, networking requires a strategy. Many people choose the beginning of the year as the time to develop and implement new goals and new strategies.
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Educational Coordinator Topic

People do not make buying decisions based on the features of a particular product or service. Buying decisions are made when the customer sees that your product or service will fulfill a particular need. If you want to educate your sales team then it is imperative to tell them what sets you apart from your competition. Let them know how you meet or exceed this need! Discuss the benefits of the product or service rather than its features!
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Educational Coordinator Topic

Dr. Ivan Misner has suggested four key activities that result in overwhelming success for many BNI members worldwide. It is important to note that people who follow these suggestions tend to receive a much larger number of qualified referrals as a result of their efforts:
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