Referrals

Standing in The Middle of Referrals

Referrals are all around us. Are you paying attention?

Watch the video to see why I have a photo of a crying baby with this blog.

Referrals are all around us, it’s just that we’re not paying enough attention to what’s going on in order to identify them.  You see, there’s a part of our brain that’s called the Reticular Activating System.  It can be described as a filter between our conscious and our subconscious mind. Your subconscious screens out things you determine that aren’t important and it alerts you about things you think are important. Therefore, understanding how it works can be a great tool to recognize the daily referral opportunities surrounding us.

Watch the video now to learn not only about the Reticular Activating System but also about another powerful tool which I call the “Language of Referrals”.  After watching the video, you will likely begin to remember times when your Reticular Activating System was in full effect. However, you just didn’t realize it at the time.  You may also remember instances where you’ve clearly heard the language of referrals in conversations with people.

I’d really love to hear about your referrals experience with one or both of these things so please share your story/stories in the comment forum below.  Thanks!

 

 

3 Tips for Putting the Butterfly Effect of Networking in Motion

IvanRichardBethSome years back, I posted a blog detailing how my introduction to Richard Branson was completely the result of the Butterfly Effect of Networking.  In thinking about that blog post, it occurred to me that an important part of the reason I was able to make such effective and rewarding networking connections was the way that I thought about, and therefore went about networking. Here’s what I mean by that . . .

While it’s important to know the right things to do while networking, it’s equally important to start thinking the right way to make your networking efforts as successful and dynamic as they can be. This involves altering your mind-set. Here is an up-close look at some elements you’ll want to include in your mind-set to ensure networking success:

  1. The law of reciprocity or Givers Gain® approach.

Don’t approach networking thinking ‘I did this for you, now what are you going to do for me?’ Instead, remember the old adage Give and you shall receive? The law of reciprocity takes the focus off of what you stand to gain from the networking relationship, and in doing so, creates bonds based on trust and friendship. Put it to the test. You’ll be amazed by the outcome.

  1. Diversity in networking.

Look for groups that don’t target people just like you. In this way, you’ll broaden the net you seek to cast for referrals.

  1. Farming mentality.

It’s a long, drawn-out process to go from seeding a field to harvesting the crops and there’s no quick return. But, when you spend time and take care in building relationships, your networking will yield extraordinary results.

Approaching networking with a mentality that focuses on the process of cultivating referrals will create the results you desire. Make an effort to spend more time strengthening your friendships with those whom you wish to have as part of your networking circle and you will certainly make more and better connections.

Do you have any tips for developing a networking-friendly mindset which positions you for success?  I’d love to hear from you, so please leave your thoughts, comments, and ideas in the forum below.  Thanks!

Networking Is a Marathon, Not a Sprint

The fact is, networking truly is a marathon of an endeavor–it’s most definitely not a sprint.  I have met so many people who practice what I call ‘hyperactive networking’ and they mistakenly approach networking at the speed of an all-out sprint–they want to be absolutely everywhere and meet absolutely everyone and they go, go, go ALL of the time until they soon inevitably burn out, ‘collapse,’ and give up.

It’s a real shame because if these people would, from the beginning, just slow down and take the time to develop a networking strategy and understand that networking takes time, patience, hard work, dedication, commitment, and endurance, they would be reaping great rewards from their networking efforts instead of exhausting themselves with nothing to show for it in the end.

Networking at its core is about taking the time to build genuine, trusted relationships.  Sure, visibility is important, but without building trust right along with it, visibility won’t get you very far in the long run.  You can run around all day long going to networking events and shaking people’s hands, but if you’re not spending time following up and developing trust with the people you meet, then you haven’t really achieved much of anything that will actually give you results from your networking efforts–do not confuse activity with accomplishment. 

So, what are your tactics for pacing yourself in the marathon of networking?  What actions do you take to strategically build relationships?  I’d love to hear from you so please share your thoughts and ideas in the comment forum below–thanks!

Classic Video: One Simple Rule for a Winning Approach to Networking

I have been doing video blogs for quite a few years now and a while back it occurred to me that some of the videos I’ve previously posted focus on timeless topics that deserve to be revisited and not buried way back in the video blog archive.  For this reason, I decided to occasionally feature a “classic” video blog from my blog archive and today I am sharing the sixth one–”One Simple Rule to a Winning Approach at Netwoking.” In this video, I talk to UK networking expert Charlie Lawson about the Networking Disconnect which commonly hinders the success of many who attend networking events and mixers.

Charlie explains that the Disconnect can be avoided all together by following one simple rule that will get your networking approach and intent geared in the right direction.  I’ll give you a hint–it involves big fish and coffee. 😉

After watching the video, come back and comment about your experience(s) with the Networking Disconnect (trust me, we’ve all had some experience with it) and what you think about the advice Charlie offers in the video . . . looking forward to hearing from you!

Being Your Own Chief Networking Officer


CNOIf you work in an organization, you might be familiar with the increasingly popular position of chief networking officer (CNO).  The CNO is the person who handles many corporations’ business networking and community-related activities.

The role or position of CNO has changed over the years.  In the past, the CNO could have been the person responsible for such things as running the computer or IT department, or for computer-related functions in general, because networking was thought of as a matter of electronic connection.  CNOs are still tech related, but these days we’re seeing many executives with that title in charge of completely different functions, handling business networking activities such as these:

  • Community Involvement
  • Internal & External Communication
  • Public Relations
  • Corporate Culture
  • Social Capital
  • Human Resources
  • Diversity
  • Client/Customer Relationships
  • Developing a Referral Marketing Campaign
  • Departmental Collaboration
  • Relationship Advertising & Marketing
  • Improving Vendor Relationships
  • Referral Generation Strategies

As you can see, a CNOs responsibilities can be broad and complex.  However, I believe the two key responsibilities to be: 1) relationship-marketing campaigns and 2) referral generation strategies.  These roles should be top of mind if you’re going to network like a pro.  They should be the principal job focus of a CNO.

First, however, let’s address the thought that’s probably just popped into your head: “Hey, I only have a ten-person (four-person/one-person) organization; how can I afford to hire a CNO to do my networking?

As business professionals ourselves, we remember what it was like trying to get a company off the ground.  And, quite frankly, there never seemed to be enough resources to take care of all the things the business needed, let alone hire an executive-level person.

What I suggest is to create a CNO position in your company and then fill it yourself, at least in the beginning.  In other words, don’t hire a CNO; just take on a CNO mindset.  How do you create a CNO mindset?  Start off by adopting a Givers Gain® attitude.  This gets you in the spirit of finding ways to help others while simultaneously overcoming the scarcity mentality that can creep into your thinking.  Lay out a clear set of guidelines and action items that you’d like the CNO to take, and then fill that position yourself for two or three hours a week.

 

5 Ways Your Network Can Promote You

I’m currently in Asia doing a number of speaking engagements and yesterday I had the pleasure of speaking at the BNI Japan National Conference.  Today, I’d like to share with you an excerpt from the speech I gave where I explain the following five ways in which your network can promote you:

  1. Display your literature and products
  2. Make announcements for you about your business
  3. Endorse your products and services
  4. Provide you with referrals
  5. Introduce you to people / arrange meetings on your behalf

5WaysSlide

This is content straight from my book Business by Referral and if you’d like to learn about the additional ten ways your network can promote you (which I share in the book but not in this video), click here for an article I wrote specifically on this topic. 

If you have any favorite tactics which you’ve personally found to be highly effective when it comes to putting your networking circle to work for you, please share them in the comment forum below.  Thanks!

10 Tips to Get the Most from Business Networking

We all know that networking requires a significant amount of time, effort, and commitment.  Because of that, we all want to make sure that we’re getting the highest return on investment from our networking efforts.  Below, I have outlined 10 tips that will help you get the absolute most from the time you spend networking for your business.

Photo courtesy of imagerymajestic at FreeDigitalPhotos.net

Photo courtesy of imagerymajestic at FreeDigitalPhotos.net

  1. When asking for a referral from an associate or client, use the phrase, “Who do you know who . . .?”  This is an open-ended question that works well.  Do not alter the phrase.  Ohter phrases have been tried, but none have produced the desired results.
  2. Have someone else tell a group of people how good your product or service is.  This beats anything you can say about yourself.  Ask people who have used your products or services to talk about their experience at the next meeting.
  3. Top business executives insulate themselves from those who may try to sell them products or services.  Through word of mouth you can still increase your volume of business, because you know a hundred people, who know a hundred people, who in turn know a hundred people, and so on.  The great referrals are probably not going to come from a CEO, but from someone who knows a CEO.
  4. If you have an opportunity to distribute your materials, do it.  Bring products, samples, brochures, or a presentation book to the business meetings you attend.  If people can see, feel, touch, hear, or smell samples of the product or service you provide, they are more likely to use you.
  5. Offer a special price or service to the members of your networks.  If you can get the members to use you, they are much more likely to refer you.
  6. Anyone active in networking groups can benefit by developing a presentation book, taking it to meetiings, and making sure it gets circulated.
  7. If your product or service is conducive to this approach, tell the members of your network that you accept speaking engagements as bona fide referrals.  Ask them to pitch you to the program chair of other organizations they belong to.
  8. Meet people outside the meeting context whenever you can.  Write cards or letters, send articles that might be of interest, call to check in, and let them know about local business mixers.
  9. To get good referrals, tell people when they’ve given you a bad referral.  If you don’t, you’ll keep getting bad referrals.  Teach people what you consider to be a good referral.
  10. Monitor the referrals you get.  This tells you how often you get referrals, their source, quality, status, and dollar payoff.  Having this information helps you focus on individuals and groups who are giving you the best referrals.  This allows you to reciprocate with people who are giving you the most referrals.

Do you have additional tips for networkers to get the most from business networking?  I’d love to hear your ideas–please leave your thoughts in the comment forum below.  Thanks!

 

What to Do If You Get a Bad Referral

Photo courtesy of Ambro at FreeDigitalPhotos.net

Photo courtesy of Ambro at FreeDigitalPhotos.net

The best way to avoid bad referrals is to tell people when they’ve given you one.  Tell them tactfully, but tell them!  If you don’t, you’ll keep getting bad referrals and, to be brutally honest, you’ll deserve every one of them.  I continually run into people who say, “Oh, I can’t tell someone that the referral they gave me was no good.”  I say, You can’t afford not to tell them.”  Be direct, and don’t apologize.  They need to know the referral was bad.

Be positive, and make sure they know it was the referral they gave that was bad, and not their effort.  If you expect the best from people, you’ll usually get it.  If you expect less than the best, you’ll usually get that too.  The best way to ensure that you don’t get bad referrals is to teach people what you consider to be a good referral. This differs for each person, and especially for each profession.

For example, some professionals, such as consultants, counselors, and therapists, consider the opportunity to give a speech to a business group a good referral.  Others, such as printers, contractors, or florists, normally don’t.  You cannot assume that everyone knows what kind of referral you’re seeking.  You need to be very specific about what constitutes a good referral for you.

An exceptionally effective way of making sure you get good referrals is to monitor the referrals you get.  This helps you in many ways.  It tells you how often you get referrals, their sources, quality, status, and dollar payoff.  Having this information helps you focus on the groups that are giving you the best referrals and to reciprocate with the people who are giving you the most referrals.

Have you had to talk to someone about a bad referral they passed your way?  How did you handle it?  Please share your experience(s) in the comment forum below.  Thanks!

 

Unexpected Referral Sources

Sometimes good referrals come from sources that you least expect.  Many business people I meet want to network exclusively with CEOs and corporate presidents.  They tell me they don’t want to join most business groups, because top executives aren’t members.  If you’re waiting to find a group exclusively for CEOs and top managers, don’t hold your breath.

Even when you find such a group, it probably won’t help.  You see, they don’t want you!  They’re hiding from you.  Top business executives insulate themselves from those they think might try to sell them products or services.  However, if you develop a word-of-mouth-based business, there’s no problem.  Through word of mouth you can increase your volume of business because you know a hundred people, who know a hundred people, who in turn know a hundred people, and so on.  You are potentially linked to a vast network beyond your own, and you never know who may be in this extended network.

The owner of a drapery business told me about one referral he received in this way.  A friend referred an elderly woman to him because the friend thought that he could help her.  The woman, who was in her late seventies, had sought the help of many drapery companies to no avail.  She wanted to install a pull blind on a small window in the back door of her home; she feared that people going by could look in.  The woman explained that normally her son would take care of this but that he was on an extended business trip.  No area drapery company would help her because it would be expensive to come out and install a small blind like that.  The businessman agreed to help her because she was referred to him by a mutual friend and because she was obviously worried about the situation.

About a month later, the businessman was working in his drapery warehouse/showroom when he noticed an expensive stretch limo pull up in front of his commercial building. Curious, he watched as the chauffeur got out and opened the door for a man dressed in an expensive suit.

The man came into the businessman’s showroom and asked for the proprietor.  The businessman introduced himself and asked how he could help the gentleman.  The man asked whether he remembered the elderly woman for whom he had installed the small blind.  The businessman said he remembered her well.  The man said that he was impressed that the businessman did this job, because he knew that there was no money in it.

Photo courtesy of stockimages at freedigitalphotos.net

Photo courtesy of stockimages at freedigitalphotos.net

The woman, he said, was his mother, and she had raved about how nice the businessman was and how he had helped her when no one else would.  She had instructed her son to use the businessman’s service whenever he could.  The son told him that he had a new, 6,000-square-foot home by the ocean.  He asked the businessman to go out and take measurements, because he wanted to install window coverings throughout the entire house.

The businessman told me that it was the most profitable job he had ever received, and it came from a little, old woman who needed a small blind on her back door.  Ironically, the “great referral” you receive is probably not going to come from a CEO, but from someone who knows a CEO.

An architect in Las Vegas told me about a window washer he met in one of his networking groups.  He said he saw the window washer every week for over nine months before the window washer gave him his first referral.  This one referral, however, was worth over $300,000 to the architect!  You never know where a good referral may come from.  It may come from a little, old lady, or a cab driver, or a window washer.  So don’t ignore the possibilities of the contacts that other people have or can make for you.

Do you have or know of a story about a remarkable referral that came from an unexpected source?  Please share it in the comment forum below–I’d love to hear about it! Thanks!

Standing in the Middle of Referrals

https://youtu.be/eCxiHseiQdI

Any savvy business networker knows that in order to generate more referrals for their own business, it’s necessary to generate referrals for others.  How does one go about generating referrals for those in their network though?  This is a good question because sometimes the task can seem anything but easy.  Do you ever feel like you are at a loss when it comes to knowing how to generate business referrals for others?  If so, read on . . .

I used to be really concerned about my ability to effectively and consistently generate referrals for my networking partners until I realized something–each and every day, each one of us is virtually standing in the middle of a sea of referrals. Referrals are all around us, it’s just that we’re not paying enough attention to what’s going on in order to identify them.  You see, there’s a part of our brain that’s called the Reticular Activating System.  It can be described as a filter between our conscious and our subconscious mind and understanding how it works can be a great tool in helping us to recognize the referral opportunities surrounding us in our everyday lives.

Watch the video now to learn not only about the Reticular Activating System but also about another powerful tool which I call the “language of referrals.”  After watching the video, you will likely begin to remember times when your Reticular Activating System was in full effect but you just didn’t realize it at the time.  You may also remember instances where you’ve clearly heard the language of referrals in conversations with people.  I’d really love to hear about your experiences with one or both of these things so please share your story/stories in the comment forum below.  Thanks!

Referral Marketing Is Risky–It’s Also Rewarding

In a radio interview I once did, the host of the program asked me whether I consider referral marketing the safest form of advertising. Without the slightest hesitation, I confidently answered, “By all means, no.” Based on his response, I’m sure he was shocked by that answer.

Photo courtesy of Zuzzuillo at FreeDigtalPhotos.net

Photo courtesy of Zuzzuillo at FreeDigtalPhotos.net

I went on to explain that I believe very strongly in the tremendous benefits that word-of –mouth marketing can bring. However, there are unique risks associated with referral advertising that are not an issue in commercial or other forms of advertising.

When you give a referral, you give a little of your reputation away. If the business you’ve referred someone to does a good job, it helps your reputation. But if it does a poor job, your reputation may be hurt.

As I said, the payoffs of referral marketing are immense—when it’s done correctly.

But referral marketing involves a really big risk: giving away a piece of your reputation every time you give a referral to someone. When you tell a valued customer that a friend of yours is going to take good care of them, you must have confidence in that friend.

But what happens if your friend lets your customer down? It comes back to haunt you. Your customer begins to lose faith in you and, because of that loss of faith, you just might lose that customer down the road. This is why it’s so important to develop strong relationships with those to whom you’re referring business and vice versa. Once those strong connections are forged you can rest easy, knowing when you tell someone a business associate or a networking partner is going to take good care of him or her, that’s what will happen.

Do you have a story others might learn from about a time when referral marketing really paid off for you, or a story about how you experienced the unique risks associated with referral marketing firsthand?  Please share your experiences in the comment forum below.  I’d love to hear from you–thanks!

 

Build Business with This Networking Trick

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.

Photo courtesy of Gualberto107 at FreeDigitalPhotos.net

Photo courtesy of Gualberto107 at FreeDigitalPhotos.net

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.

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