Networking is about making connections, building relationships and being of service. Here’s a technique that Dr. Ivan Misner - founder of Business Networking International (BNI) used to develop the reputation as the “Go-To Guy”. He promises that it will have a huge impact on your ability to provide quality referrals to others.

Dr. Misner created and sent the following letter out to his client and contact database four times a year. By doing this he increased his visibility and referrals for his network.

NOTE: Just list the professions, not the names and phone numbers. You don’t want to be a glorified Yellow Pages. Also, by making the introductions, you’ll generate new connections yourself and become known as an effective networker.

Hello,I really believe in the process of referrals, and so part of the service I provide is to refer my clients, associates and referral partners to other qualified business people in the community.

Here’s a partial list of trusted members in my network. If you need any of the following services please give me a call at 604.321.5500 and I’ll be pleased to introduce you.

• Accountant
• Acupuncturist
• Barter Exchange
• Caterer
• Cellular & Wireless Solutions
• Children’s Dance & Music Center
• Chiropractor
• Commercial Painter
• Computer Repair & Networking
• Counselor
• Document Management Services
• Dog Trainer
• Equine Riding Lessons & Boarding
• Event Planner
• Family Lawyer
• Financial Planner
• Fitness Trainer
• Graphic Designer
• Group Employee Benefits
• Home Stager
• HR consultant
• Ink-Jet & Laser Toner
• Insurance
• IT Consultant
• Lawyer
• Money Coach
• Mortgage Broker
• Photographer
• Postcard Advertising
• Printer
• Professional Organizer & De-cluttering Services
• Promotional Products
• Realtor
• Trademark Lawyer
• Travel Agent
• Virtual Assistant
• Wealth Manager
• Web Designer

Earlier this year I had the opportunity to hear Frank Raffele, the Executive Director of BNI Hudson Valley, New York speak about networking. One of the points he made was on how to get more referrals from your one-minute introduction.

I’m sure we all want to make a lasting and memorable introduction that will lead to referrals… but just how do we accomplish it? Frank told us the importance of planting a “light bulb” - a visual or audible cue that will trigger the listener to identify referral opportunities for us.

Near the end of your introduction, or “elevator speech” you’ll want to use the phrase “a good referral for me is….” Or “who do you know who….” What comes next is where you plant your light bulb. It needs to be specific and graphic enough that you & your business will instantly come to mind when someone sees or hears it.
In creating your memorable “light bulb” a good place to start, is thinking about the challenges or situations your clients are experiencing when they call you. Avoid the temptation to cover all the possible situations as it will set you up for failure. Remember, the point here is not to be all things to all people, but rather be specific and targeted enough to be noticed and referred. Read the rest of this entry »