Trust

Build Trust to Be More Effectivestring(32) "Build Trust to Be More Effective"

October 2, 2014
, , , , BNI, Building Relationships, Connections, Credibility, Networking, Networking Prep, Networking Tactics, Relationships, Trust, Video Blog 2

In this video, I speak with Charlie Lawson, networking expert and National Director of BNI® UK & Ireland, to talk about why networking isn’t a “get rich quick” scheme and how, quite to the contrary, it involves building long-term relationships based on trust.

The thing is, networking is more about farming than hunting.  In other words, instead of voraciously chasing people to gain business, you must nurture relationships in order to build trust.  Trust is what makes networks work. When trust is high among members of a network, there’s a wonderful cohesiveness and capacity to help one another generate effective referrals to mutually assist each other’s business growth.

However, when trust is low and relationships are plagued by suspicion, networks collapse and no worthy referrals will be given. If someone likes and trusts you, they are much more likely to give you effective referrals which will help generate more business for you.

Essentially, you must cultivate relationships with different business professionals in order to build confidence. If confidence is gained, trust can then come into play. Once you’ve gained trust, you are more likely to generate business through those relationships.

Do you have any specifically effective ways of building trust with the professionals with whom to network?   If so, please share them in the comment forum below.  If not, make it your goal this week to come up with some ways to do so–you have nothing to lose and a whole lot of trusted, long-term relationships to gain!

What Makes Someone Referrable?string(30) "What Makes Someone Referrable?"

September 15, 2014
, Business, Collaboration, Connections, Credibility, Networking, Networking Prep, Networking Tactics, Referral Institute, Referrals, VCP Process, Word of Mouth 2

I had a great conversation a while back with my business partner in the Referral Institute, Mike Macedonio (pictured to the right).  He was explaining why he feels there are only a few criteria that must be met to make people referrable by him.

The first criterion is that the individual must be an expert at what he or she does.  He looks for people who have invested in learning their trade and continue to invest to master their trade.  Do they specialize in a certain area?  What achievements have they attained in their area of expertise?

Another one of Mike’s requirements is that the person is passionate about what he or she does.  This especially makes a lot of sense to me because if you’re not passionate about what you do, how can you expect other people to get excited about working on your behalf?

Mike’s last criterion stipulates that the person he is referring understands and honors the referral process.  More specifically, Mike wants to ensure that the person receiving the referral understands his or her number-one responsibility.  To quote Mike, “The number-one responsibility when you receive a referral is to make the person who gave you the referral look great.”  As long as the people Mike gives referrals to are doing this for him, Mike can remain confident that his reputation will be protected.  It also compels him to continue giving these people referrals.

Mike’s list of qualifications that make a person referrable is short, yet very powerful.  After discussing it, we both agreed that we should expect others to evaluate our referrability by these same criteria.  Are we invested experts, and do we continue to invest in our trade?  Are we passionate about what we do?  Are we practicing what we preach?  Do we make our referral sources look great?  I’m glad to say that I’m confident we both do all of these things.

So what makes people referrable by you?  I’m sure many of you have some great ideas in response to this. I’d love to hear them, so please feel free to leave a comment.

Networking Is Not a Short Term Strategystring(39) "Networking Is Not a Short Term Strategy"

August 21, 2014
, , , , BNI, Building Relationships, Connections, Networking, Networking Prep, Networking Tactics, Referrals, Relationships, ROI, Strategic Planning, Strategy, Video Blog, Word of Mouth

In this video, I talk to my friend, French networking expert Marc-William Attie, about why networking is not a short term strategy and also why the long term commitment that goes along with networking is well worth your while.

Marc demonstrates the value of putting effort into networking by telling the story of an architect who spent three years building relationships with fellow networkers without receiving any significant referrals and then received a referral worth $300,000.00 . . . a payoff that was definitely worth the wait!

Do you have any stories about how your networking efforts have paid off in big ways?  Is so, please share them in the comment forum below.  Thanks!

How to Get People to Refer Business to Youstring(42) "How to Get People to Refer Business to You"

August 11, 2014
, , , , Business, Credibility, Marketing/Sales, Networking, Networking Prep, Networking Tactics, Profitability, Referrals, Relationships, Visibility, Word of Mouth 1

Over the years, I’ve run into countless people who believe that joining groups and organizations and becoming active by volunteering, taking on responsibilities and working side-by-side with other people on a common goal will cause people to get to know them and refer business to them.  However, this is not how things work.

(Image courtesy of stockimages / FreeDigitalPhotos.net)

(Image courtesy of stockimages / FreeDigitalPhotos.net)

Granted, it’s easy to think that if you rub elbows with someone long enough he or she will spontaneously start sending you business opportunities. But that’s really nothing more than an entitlement mentality.

Getting referrals usually takes three things: visibility, credibility and profitability.  Ordinary participation in an organization, even a strong-contact referral group, will get you visibility and perhaps some credibility; it won’t automatically get you profitability.  That takes a much more focused approach, along with some explicit talk about the kinds of referrals you want.

By nature, referral relationships are rewarding and valuable when they are created purposefully and by design. If you are assuming that the idea of giving you referrals is going to pop into someone’s head spontaneously if you hang around long enough, you are definitely misunderstanding what a referral relationship is supposed to be.

Woody Allen once said that “90 percent of success is just showing up,” but he wasn’t talking about referral marketing.  “Just showing up” will get you a seat at the table, but you have to pass the food to others and snag your own steak whenever it comes around.  It’s not “netsit” or “neteat“–it’s network!”  If you want to build your business through referrals, you have to learn how to deliberately work the networks to which you belong.

You see, participating in a group is one thing; performing is another.  To get referrals, you have to perform.  If you don’t perform–talk specifics about your business, your specialties and your ideal referral, and refer business to others in your group–how are they going to know what you do and what you need?  You have to take specific actions to let people know how they can refer business to you.  Being a good citizen is the right thing to do, but it’s not enough to get you the referrals you need to run your business by word-of-mouth marketing–you need to actively feed and water your referral relationships, so to speak, in order to significantly grow your business through referrals.

So, what specific actions can you take this week to let people know how to refer business to you?  I’d love to hear your ideas–please share them in the comment forum below.  Thanks!

What Does It Take to Achieve Success through Word of Mouth?string(59) "What Does It Take to Achieve Success through Word of Mouth?"

July 7, 2014
, , Connections, Conversation, Credibility, Networking, Networking Prep, Networking Tactics, Referrals, Success, Word of Mouth 7

In order to run a successful word-of-mouth campaign, you need to build an arsenal of credibility-enhancing materials.  You should always have these at your disposal to make the most of every networking opportunity

Note: Please keep in mind that this is not a complete list of items needed to market your business.  The items in this list are focused on enhancing your networking activities which will lead to greater word of mouth and referrals.

1-Testimonial letters from satisfied clients

2-Photos of yourself, your office facilities, equipment, and/or products

3-Logos of your key customers

4-A list of your memberships and affiliations

5-Question-and-answer sheets

6-Photos of awards and certificates you and your staff have earned

7-Articles you have published, or in which you’re mentioned

8-A one-page flier

9-New-product or service announcements or press releases

10-Current brochures, circulars, and data sheets, and product catalogs

11-Items that reflect your “brand”

12-Items that help you explain your business to your network

13-Client or customer proposals, bid sheets, or marketing letters you have written to existing clients

14-Articles on trends affecting your target market

For the sake of space,  I didn’t go into much detail here regarding each of the items in this list but I can certainly go into plenty more of an explanation as to what these items entail.

I’ll leave it up to all of you blog readers to weigh in on whether or not you’d like to see a follow up blog explaining each of the items listed above . . . so, leave a comment and let me know–should I write a blog giving the details regarding these items?  Thumbs up, or thumbs down?? . . . Thanks!

 

The Top 2 Things You Must Do to Succeed at Networkingstring(53) "The Top 2 Things You Must Do to Succeed at Networking"

June 12, 2014
, , , Business, Follow up, Marketing/Sales, Networking, Networking Prep, Networking Tactics, Referrals, Strategy, Success, Video Blog, Word of Mouth

Last week, I was asked a question by a young business owner who is quite new to networking.  She asked me what I believe to be the most crucial things a person needs to do in order to achieve the maximum amount of success in generating business referrals through word-of-mouth marketing.  In response to her question, I’d like to revisit a video I filmed a while back because in it I talk with Terry Hamill, a respected business networking expert based in Europe, and he  Terry explains the two most important keys for maximum effectiveness and success in business referral generation–preparation and follow up.

Terry advises that the true gold is in the follow up and that the most successful networkers use the strongest follow-up methods; he also offers a few important tips for preparation prior to attending networking meetings and events.

Do you have a favorite follow-up method or a highly effective preparation tactic that you use prior to attending networking functions?  If so, we’d love to hear about it!  What works well for you could really help other people in their journey to networking success so, by all means, please feel free to share your favored methods and tactics in the comment forum below. Thanks!

How to Meet the RIGHT Peoplestring(28) "How to Meet the RIGHT People"

June 2, 2014
, , , , Building Relationships, Business, Collaboration, Competition, Connections, Credibility, Goals, Growth, Marketing/Sales, Networking, Networking Prep, Networking Tactics, Referrals, Relationships, ROI, Strategy, VCP Process, Word of Mouth 1

A networking event is not–I repeat not–designed to bring strangers together for the purpose of referring themselves to one another.  Why would you refer yourself to someone you barely know?  A typical networking event is designed to have people who don’t know one another meet and mingle.  But for a networking event to be fully productive for you, you must meet the right people for the right reasons.  Meeting the right people will make a positive impact on your business and give you a high return on your networking investment.

Handshake

Image courtesy of jannoon028 / FreeDigitalPhotos.net

So, at a networking event, how exactly do you identify the right people to meet?  You do this by considering two types of individuals: those serving your preferred clients and those who have the potential to help you meet your business goals.  Today I’d like to focus on looking at those who serve the same professional client as you.  “Hey, aren’t those folks likely to be my competitors?” you might wonder.  Not necessarily.

Consider these two examples:

  • Lorraine is a real estate agent whose preferred clients are retired home owners or empty nesters with assets over $1 million, who love to travel, are country club members, and seriously pamper their pets.  Other suppliers for their services might include high-end salons and spas, professional landscapers, financial advisors, country club owners, travel agents, home-cleaning service providers, and pet resorts.
  • Tanya is the owner of a direct-mail company that targets colleges and universities.  When Tanya could not determine who else serviced the decision makers at the university, her marketing coach asked her if she had a current client in that preferred market.  She said yes.  Then she was asked, “How well do you know her?  Will she take your call?  Would she grant you thirty minutes of her time?”  Tanya emphatically replied, “Yes!”  Her coach then suggested that she schedule a purposeful meeting and sit down with her to pick her brain on who she grants her time to and who else supports her needs.

Your preferred clients have many suppliers for their needs and it could be in your best interest to connect and build relationships with those other suppliers so, when networking, you want to focus on meeting these people.  The answers to the questions that were asked of Tanya helped direct her to the people she should be searching for while networking.  You can gain the same benefit by having a similar conversation with one of your preferred clients and asking questions like these: “Who else solves your daily problems?” ; “Who do you allow in the door?” ; “What companies do you call on when you need (product)?” ; “Whom do you trust when it comes to helping you (type of service)?”

At networking events, look for name tags that fit specific professional categories you’re seeking to cultivate.  If you meet a professional who services your preferred client–and you like the individual as a person–consider this the first step in building a new relationship.  If you build a trusting and giving relationship with someone who provides services for your preferred client market, it stands to reason that your referral potential will increase dramatically.  Remember that in a true tri-win (that’s win-win-win) relationship, that person’s referral potential will also increase, and the client will get the best service possible.

Be sure to come back next week as I’ll be posting specifically about the other types of people you want to focus on meeting while networking–those who can help you meet your business goals.

In the meantime, I’d love to hear any stories you may have about how you successfully built a relationship with someone who serves the same professional client as you do and how that relationship has benefited you and/or the other service provider .  Please share your experiences in the comment forum below–thanks!

 

 

Want More Referrals?–Build Your Networking Skillsetstring(57) "Want More Referrals?–Build Your Networking Skillset"

May 5, 2014
, Networking, Networking Prep, Networking Tactics, Referrals, Uncategorized 4

So many times, I hear of people joining networking groups and then becoming disillusioned because the referrals don’t immediately start pouring in. The fact is, whatever you pay to join a referral/networking group is only an admission price–it gets you into the room where opportunities may come your way, but it doesn’t entitle you to referrals. It’s not enough to simply show up and participate. You must perform to make the most of these opportunities and new contacts.

(Image courtesy of suphakit73 / FreeDigitalPhotos.net)

(Image courtesy of suphakit73 / FreeDigitalPhotos.net)

Despite the built-in structure and focus on referrals, a strong-contact group member can fail to generate referrals or to receive referrals for himself or herself. Networking skills are the number one requirement for generating more referrals. Being in the setting of a networking group simply makes it easier to use these skills. Simply being a member of a strong-contact group does not entitle you to expect or receive referrals. Nor does being a member of a casual-contact group limit the number of referrals you can generate or receive, if you have the skills and use them.

Develop the skills of a master networker by constantly looking for ways to help or benefit your networking partners and earning a reputation as someone who can get things done, no matter what the organization or situation. For example, one extremely savvy and successful networker I know records the names and cell phone numbers of every member of her networking group, and when new members join, she adds them to her “tele-rolodex” immediately. She has found that she has a better chance of seeing closed business between her contact and the person to whom she makes the referral when she can introduce them immediately–right when she learns her contact’s needs.

For more information on developing the networking skills that will help you make the most of your networking opportunities, click here. For even more on networking skills, click here.

Simple, Compound, & Complex Referralsstring(42) "Simple, Compound, & Complex Referrals"

April 17, 2014
, , , , Author, Book, Business, Business Networking and Sex, Networking, Networking Prep, Online Networking, Referral Institute, Referrals, Success 2

In this video, filmed at a business networking conference in Nashville just last week, I talk to my very good friend and Business Networking and Sex Co-author, Frank De Raffele, about the difference between simple, compound, & complex referrals.

Frank explains the importance of understanding that there’s a certain amount of time and energy spent correlating to each different type of referral and that there is, indeed, one type of referral that is considered the ‘ultimate’ referral–the type of referral that we’re all ideally searching for.

Watch the video now to learn the difference between these three types of referrals and to learn what it takes to achieve the ‘ultimate’ referral.  After watching the video and learning to differentiate between the referral types, I’d love for you to share which type of referral category that either the last referral you gave or received fell under and the story behind you giving or receiving the referral.  Please share your story in the comment forum below–thanks!

5 Key Things You & Your Referral Partners Must Know about One Anotherstring(74) "5 Key Things You & Your Referral Partners Must Know about One Another"

February 17, 2014
, , , , , , , , , Building Relationships, Collaboration, Connections, Conversation, Marketing/Sales, Networking, Networking Prep, Networking Tactics, Referrals, Relationships, Sales, Strategy, Word of Mouth 4

So often, I see people who are frustrated about not getting more business referred to them. After all, they say, isn’t that what business networking is all about?

What many of these people don’t seem to realize, however, is that they need to actively share information (5 key things, in particular) about themselves with the right people before they can expect to have business referred to them by the people in others’ networks.

The fact is, it’s not enough that you’re great at what you do and can offer a lot of value to new clients. To win referrals from networking, you need to ensure that your contacts have all the necessary information about you and your skills so they can go out and persuade third parties to come and purchase your product or service. It’s amazing how many people fail to recognize this.

There are actually five key things that are essential for the members of your network to know about you before you can expect them to refer business your way. Equally, you need to know these same five things about them so you can reciprocate.

I call this process of reciprocal sharing of information the GAINS exchange, based on the first letter of each of the five essential informational points—Goals, Accomplishments, Interests, Networks, and Skills:

  • Goals: What are the objectives that are important to you; what are the problems you want to solve? Not just financial and business goals, but also personal and educational objectives.
  • Accomplishments: What big projects have you completed in business or as an employee? What are your accomplishments as a student or parent?
  • Interests: What are the things you really enjoy doing? The music you like to listen to, the hobbies you spend time on, the sports you like to play or watch? People are more willing to spend time with people they share interests with.
  • Networks: Each of your contacts is a part of many networks. Do you know what these are, how big they are? Each of us has the potential to connect with hundreds or thousands of people if we cultivate these resources.
  • Skills: What do you do especially well? What are the professional areas in which you excel? Don’t be afraid to share this information with your contacts, and learn about the talents and abilities of the people in your network as well.

These are not mysterious pieces of information. They are facts we are exposed to every day, if we look for them.

By remembering the GAINS exchange, you can make sure you don’t overlook this essential information about your networking contacts.  Is there an additional piece of information you make a habit of giving and getting when it comes to networking relationships?  If so, what is it and how have you found it to be effective?  I’d love to hear your ideas and experiences so please share your feedback in the comment forum below—thanks!

Are You Prepared?–A Networking Checkliststring(46) "Are You Prepared?–A Networking Checklist"

December 23, 2013
, , , , , Connections, Networking, Networking Prep, Networking Tactics, Strategy, Success 1

Have you ever attended a networking event where it was clear that some of the other networkers you interacted with were obviously not at all prepared?  Worse yet, have you found yourself unprepared in networking situations and been unsure about what you should be doing to set yourself up to make solid networking connections?  As networkers, preparation is extremely important  because, the fact is, if you haven’t done the simple, basic preparations to network properly then you’re not only wasting your time, you’re wasting the time of the other networkers you talk to.

 

Preparing to network is not difficult; you simply need to follow these basic networking commandments:

* Have the proper networking tools with you (name badge, business cards, contact info of your referral partners).

* Set a reachable goal for the number of people you’ll meet, and then get all their cards.

* Act like a host, not a guest.

* Listen and ask questions.

* Don’t try to close a deal.

* Give referrals whenever possible.

* Spend roughly 10 minutes or so with each person you meet.

* Exchange cards and write notes on the backs of cards you get so that you are sure to remember people clearly.

* Follow up!

No matter how long you’ve been networking, it’s always good to remind yourself to consistently follow these steps. If you do, you’re sure to get the best possible results from your networking efforts. And other networkers, like myself, will thank you for making good use of their time.

Do you have a tactic for preparing to network which isn’t listed above and has been particularly effective for you?  If so, please share it in the comment forum below.  I’d love to hear you ideas–thanks!

 

How to Get Remembered & Get More Referralsstring(47) "How to Get Remembered & Get More Referrals"

December 12, 2013
, , , BNI, Follow up, Networking, Networking Prep, Networking Tactics, Referrals, Video Blog 1

Last week I posted a video blog on the tremendous importance of following up with the contacts you make when networking in order to be successful and get results.  In today’s video, I take the discussion on follow up a step further . . .

The fact is, how you choose to follow up can really make a significant difference in getting people to remember you–if you get a little creative, you can really put yourself in a prime position for maximum referral generation.  In this video, I share a story about a young networker who got great results by going above and beyond to follow up in a really unique way with a networking group he was hoping to gain membership into, and I also offer a tip on how to follow through in order to stay top of mind so others will constantly be thinking of how they might be able to generate referrals for you.

If you have a story about a unique way you’ve followed up with someone, or a standout way you’ve seen others use to follow up, I’d love for you to submit your story at www.SubmitYourNetworkingStory.com and also share it in the comment forum below.  When you submit your story via SubmitYourNetworkingStory.com, it will be considered for inclusion in the upcoming networking book I’m writing with Jack Canfield and Gautam Ganglani.  Thanks in advance for your participation–I’m looking forward to reading your stories!

 

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