Where and When to Network

Many times we wonder if it is appropriate to be networking at an event. The answer is yes if you show respect to the type of event that is happening. Make sure that you are actively building relationships and not just selling yourself. Carry on business conversations that contribute to others. Listen to the moment is right to include your giving of knowledge and you will be remembered.


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Referral Systems Are NOT a Cookie Cutter Program

When you have referral partners remember that they are not all alike. Look around at your friends and family and notice the differences. I like to realize the personality types that I work with and adapt to their style. Are they an engineer type, outgoing sales person. emotional feeling person, or bottom line lets know the top 5 issues. The tools and strategies you use with your referral sources depends greatly on the level of trust established in your relationship. The secret of successful referral sales is to be respectful of all the personality types when you have conversations. Learn to tailor your approach to your audience and you will win their hearts over every time.

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What is the Best Source of Referrals

Many times people believe that the best source of referrals are their past customers. This is a main area for them to look at to expect referrals. A much better place to build a referral pipeline is from a referral chain of professionals. Cross-promoting each other while the customer is moving down the pathway of their buying cycle. The highest quality referral is given by those customers that are happy with your associates service and experience a high level of trust for you and your services before ever actually meeting you.




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Should You Expect Referrals Back?

Whenever you are in a referral relationship there exists a win-win situation for both parties. If for any reason you find yourself in a off balance exchange of referrals you should immediately discuss a new form of relationship that balances the score with your referrer. If you are providing most of the referrals then maybe asking for compensation could be a fairer relationship. Do not walk away from referral partners you have because of an imbalance. Renegotiate your agreement for either referrals, compensation, or barter of goods and services. Choose your relationships well and practice the good-for-all attitude in all your business practices.


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When Is A Referral Ready To Be Presented

When a business associate passes a referral when do we start to ask for the appointment? We don't really know anything about the business prospect yet. Do your research about the company and it's customers before picking up the phone. I like to develop our relationship first and establish some common rapport topics. I then place an action step in front of the prospect I will take to become more connected to them as a new lead. Usually information that is useful, like a meeting event or web site gives me a reason to call them back and be connected the second time. This call I request a time/date to meet for a presentation in person. I refer to this networking process as the "2-step" networking solution.

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Working both sides of referrals are equally important

I found to keep my business growing I must provide strength and support to both the referrals I receive and the referrals I have been given. Referrals work both ways in a relationship. I take care to help grow my business partners by providing them with my social networking contacts and marketing websites.

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After the referral is important too?

We need to put just as much effort into our new referral partner after they give us a referral. When someone decides to give us a referral they sometimes have an experience of buyers remorse. Not sure they did the right thing and get a little nervous. If you put a good effort into following up with your lead referral source afterwards you can receive substantial rewards. Not only do our partners feel better when they receive our call, but we inform them of the status of the referral feelings when they received our call and after talking with us. I also believe that this call presents us as a professional and helps cement the relationship even more.


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