Referral Marketing Tip: Results Driven Networking

“If you’re not helping someone when you’re networking, you’re just not networking!” – Zig Ziglar

The most effective networkers are people who never sell themselves. Instead, they are masters at promoting and helping other people. They prefer this strategy because it’s more comfortable talking about someone else, it’s more rewarding to help others and they truly understand the real meaning of networking. Effective networkers are typically very skilled at asking good questions and listening for opportunities for other people. Their well placed questions open up the conversation to easily enable the other person to do most of the talking. The questions are also meaningful enough to allow the effective networker to assess the newly forming relationship and explore ways to offer support and help. Focusing on the person at hand, actively listening, and following the conversation are actions that a skilled networker manages with ease.

In business, when you want results, you set a goal, create a plan to meet that goal, implement the plan, and measure the results. Business networking is no different. Results driven networking starts with a goal. For every networking event that you attend, you must have a goal in mind. Here are some sample goals:

• Introduce John (my referral partner) to two potential prospects
• Get two people to visit my networking group
• Find one referral opportunity for Becky (my referral partner)

One thing to notice is that all of these goals focus on someone else. Your main purpose needs to always be looking out for others while you’re networking.

Once you have the goal in mind, create the plan on how you will meet that goal. For example, if you want to get two people to visit your networking group, what specific things will you mention about your networking group to make someone want to visit? What professions will you look to invite? How many people will you need to ask in order to get two to visit?

I observe that most people never approach networking with such a specific agenda. Most people approach networking in a haphazard manner and totally focus on what they want to get out of it. If you create a goal centered on other people, create a plan to meet that goal and implement the plan, there is no doubt that you will reap the benefits in the long run. Results driven networking is not left to chance. Results driven networking is purposeful, meaningful, and filled with activities of giving to other people. The most effective networkers are secure in their knowledge that what they give to others is a direct reflection of what they will reap as results in the future.

Referral Marketing Tip: Ask the RIGHT clients for referrals

Why can't I get more referrals from my clients?

Some experts believe that the real trick to getting more referrals from your clients is to ask every client once you've finished working with them to refer you to all the people they know that could use your services. Another school of thought is to bombard your client database with direct mail requests. Still another is to offer great referral incentives to "motivate" a client to refer you to someone they know.

Referral Marketing Tip:

In my opinion, getting more referrals from clients is all about asking the RIGHT clients when the relationship is ready to hear and respond to your request. Referrals come from relationships ... not clients. A relationship needs to grow to the point of solid trust before it will generously risk referring you. If you honestly evaluate your client list, it should be easy for you to write down the names the top 25 best relationships on that list. Who are the clients you've become friends with? Who are the clients you can't wait to help and see again? Who are the clients that have already referred you? Who are the clients that bring a smile to your face? Who are the clients that you look out for and have gone beyond the call of duty simply because you like them so much?

When it comes to getting more referrals from your clients, this list will generate more for you than your whole list combined. They deserves your 100% attention. Make them a priority and set up lunch meetings with the first three. I bet you'll be surprised how much they will be willing to help you grow your business.