Would you like to generate more referrals for BOTH someone else and yourself?
Well, a very effective strategy is to start giving more testimonials. Yes, it’s surprising how something so simple and easy can have such an enormous impact on referrals.
Webster’s defines testimonials as: “a statement testifying to benefits received“. Or more informally, one could call it “the gift that keeps on giving”.
The benefits of a testimonial:
Want a fast fix to quickly get some sales and grow your business? Well, networking probably won’t be the answer! Effective networking will certainly help you grow your business but it isn’t the fast fix that so many people are looking for.
Remember, networking is more about “farming” than “hunting”. The key to networking is building long-lasting relationships and connections with other professionals which takes time and nurturing to grow.
Dr. Ivan Misner, the founder of BNI (Business Network International) feels that the bonds of build networking relationships evolve through three phases: Visibility, Credibility and Profitability.
The first phase of growing a relationship is Visibility: Read the rest of this entry »
Robert J McKain
Want to get more and better connections from your networking efforts? Could be you need to brush up your One-Minute Introduction for that next networking event.
Here’s a quick checklist to create your powerful networking introduction.
Do’s
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.
Below is a list of areas that 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,
Sue
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.
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 »
If you really want to master networking, here’s the Readers Digest Condensed version of networking basics to build your business. Make sure to read #4 - it’s the secret to getting the best return on your networking efforts.
1. Be Visible
Consistently attend networking events – pick a few that work for you and make sure to go without fail.
2. Build Relationships - Don’t Sell
Have meaningful conversations that are focused on getting to know more about the other person and their business. As they say: It’s not WHAT you know or even WHO you know BUT rather HOW WELL YOU KNOW THEM.
3. Become a Resource
Continue to build a large pool of people. The more people you know the easier it is to make connections for others. Remember, whenever possible seek be of service – try to connect others with a resource or introduce them to someone they want to meet.
4. Pass Referrals
This is it - the big secret. If you really want to gain more business from networking you MUST find ways to give business to others. Now this doesn’t mean that you have to buy from everyone you meet. Instead just look for opportunities to connect or “hook-up” people – simply put, look to give referrals to others.
I’m a member of BNI (Business Network International – the Richmond chapter). One of their mottos is - “Givers Gain”. I must admit that it really does work. Think for a moment, how did you feel the last time someone gave you a referral? I bet you were pretty happy, and very appreciative. AND you probably went out of your way to reciprocate and help them as well.
So this coming week, think of someone in business you know and spend some time just thinking about what they most need. I’m sure that with a bit of consideration you’ll come up with a referral or resource that will help them. Set a goals for yourself to help at least 1 person each week and I’m certain that both your network AND your business will prosper
Oh, one more thing - it’s easier than you think. So just get out there and DO IT! I promise you’ll love the results.
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