Referrals: To Get Referrals You Must First Give Referrals


Referral Success Starts with a Give First Mentality

Recently Constant Contact reported 82.6% of businesses rely on referrals for new customers. What Constant Contact did not say is; how you can increase your referrals to build your business.

Increasing referrals is best accomplished with a give first mentality. When you refer a potential customer, employee, product or service; you are serving two people, having specific needs. You are helping both parties solve their problem and you MUST have no expectations.

A Successful Referral Network Starts When Your Network Knows You Are Different

First, Your Network Is Not About You!

Your network members must know you are different! You must demonstrate you are networking for mutual benefit; not personal gain. Mutual benefit does not simply mean an exchange of goods and services; mutual benefit means a legitimate concern for each party and an interest in each other’s success.

Second, A Referral Network Is Based Upon Knowledge of the Value Proposition of Your Members

  1. What value do your network members offer to their audience?
  2. What differentiates your network member from their competitors?
  3. What stories can you relate of how your network members helped their audience to explain their value?
  4. How would you describe their ideal audience? and
  5. Can you connect the dots between opportunities and the members of your network?

When you take the time to learn this information about your network members; they will understand your sincerity in being a valuable contact. When you make your first referral they will understand your commitment to being a referral member.

In one of his many training programs, Power Networking, Brian Tracy speaks of his networking process. He asks people he meets to describe their ideal client, he makes notes on the back of their business card and immediately begins looking for an individual or organization which meets the description so he can make a referral.

Do you do this? Are you looking for ways to help the members of your network find new opportunities and business?

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Five Reasons for Top Performer Success


Top Performers Succeed Because They Have Strong Relationships!

Have you ever met a successful individual who did not have a large network of contacts he or she could draw upon for help, advice, opportunities, financial assistance or an assortment of other needs?

My guess is your answer will be either you know they have a large list or you don’t know; very few will answer: the list is small. Whatever your answer, you can count on this; they have a large list! They know who to call, when they can call, why they can call and how the individual can help.

It’s important for us to study top performers so we can learn how they achieve their success. They have plowed the road for us and left a trail to follow; why not take advantage of what they have learned? Is there a need to learn the lessons for ourselves?

Five Reasons for Top Performer Success

1. Top Performers Know Relationships Start with Connections

Top performers are open to new connections. They have a plan for building their network. They have business and life goals which lead to their networking goals. Top performers know how and where to spend their time to maximize their networking goals and at the same time look for ways in which they can benefit their new connections. They lead with the value they are able to provide to the individual.

2. Top Performers Are Not Collectors; They Are Connectors

I’ve heard the term “networking mongrels” used to describe people who simply collect cards and have no interest in the card owner or developing a relationship. They give networking a bad name because they are only looking for what they can get from their new connection. They are identified quickly for what they are!

Top performers recognize it is not about the connection they can make rather it is the relationship which can develop. Sometimes the new friendships are instantaneous, sometimes they take a long time and sometimes they never happen; it may just take time to develop.

3. Top Performers Do Not Keep Score

Here’s another fact; top performers do not keep score! They don’t have records saying I did this for so-and-so; therefore this individual owes me. It doesn’t work that way. These individuals know what goes around comes around and they are just waiting for their opportunity.

If your desire is to keep score; you will not succeed because you will be so busy keeping score you will fail to act in a timely manner.

4. Top Performers Do Not Covet Their Network

Absolutely top performers protect their network for the sake of their network; however, they do not protect their network for themselves and the belief their network has only so much to give. They know the bounty of their network is limitless as long as they are treating their network with respect and proper care.

Top performers also know if they don’t share their network; their network will dry up. Why does it dry up you might ask? The reason is the network understands the person, who doesn’t share, is about him or herself and not about benefiting the members of the network.

5. Top Performers Recognize They Need Others

Top performers know they do not have all the answers. They recognized the importance and value others contribute. As I started out with this post; top performers know who they can go to for the specific advice and help they need for a given situation. They know their network and their network knows them!

It’s not who you know! It’s not how many you know! It all starts with “Who Knows You!”

How do you rate as a networker? Are you looking for ways you can benefit your network? Are you following in the path of top performers?

Do you need some great resources to help your networking? Check out my Amazon Networking Reading List!

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Four Easy Ways to Double the Effectiveness of Your Referral Network


Four Easy Ways to Double the Effectiveness of Your Referral Network

SMBs – Small and Medium Businesses – depend upon referrals, in fact Constant Contact did a study and 82% of the small business owners surveyed said their primary source of growth comes from referrals. Brian Tracy, one of the top business strategists and trainers, once said only 1 or 2 out of every 100 connections will play a role in your business growth. The conclusions… 1) you need to build a Referral Network and 2) you don’t know which connections will deliver business growth through referrals.

If Your Business Growth Depends on Referrals; You Must Have a Strong Referral Network

To survive, your business must continue to grow; referrals from current customers, prospects, family, friends and contacts are integral to the process. So here are the “Three Easy Ways to Double the Effectiveness of Your Referral Network.”

  1. Build Your Network – You never know who will provide your next referral;
  2. Establish Your Credibility – If your referral network doesn’t find you credible; they will not refer people to you;
  3. Explain Your Value Proposition – Your network must understand, not just know, the value you bring; and you must
  4. Keep Yourself in Front of Your Referral Network – You must be Top-O-Mind with your network so they think of you when opportunities develop.

Build Your Referral Network

Building your Referral Network is critical to your growth. You need new people coming in who can promote you, your products and your services. It is true you never know who will provide your next referral, but if you build with the “right” connections you can improve your chances for good referrals. Identify the type of individuals you need in your network so you can target those who have the best potential to bring your referrals.

Your Referral Network Must Find You Credible

If you want your network to refer you to potential customers they must find you credible! If you cannot establish your credibility with your Referral Network; it’s a lost cause.

When someone refers you they are putting their reputation on the line along with yours. If the members of their Referral Network listen to them; they have established credibility within their network and a bad referral could damage their credibility so they must be careful! They are not going to be willing to put their own reputation and credibility at risk for someone they do not know!

You must be credible!

Explain Your Value Proposition to Your Referral Network

Your Referral Network must understand the value you bring. Many people try to do this by listing their skills and, in all honesty, this doesn’t work. When people hear a list of skills, at best, they will remember a few and probably with little accuracy. What you want is to tell your audience stories about the things you have done. If you are talking about skills; explain them in a story. It is much easier to remember stories and easier to relate those stories to others. Stories also help with connecting the dots as opportunities are explained.

Stories also add to your credibility. Stories help things become real in the mind of the listener and they become more interested in your situation and helping you.

Keep Yourself in Front of Your Referral Network

The last thing you must do is keep yourself in front of your Referral Network. Stay in touch, keep them apprised of what you are doing; let them know about the projects where you are engaged or recently completed.

You also want to stay in front of your Referral Network by acknowledging the things they, their families, and their companies do; if you read about something positive, let them know. You also must acknowledge any events in their lives you know. If you know about birthdays and anniversaries wish them well or congratulations. If there is a job change, new venture, promotion or other event; send or post an acknowledgement.

If members of your network post something take a moment and click like or comment. This accomplishes two things 1)it acknowledges their activity and raises your credibility in the eyes of the individual and 2) if you are regular in the process it raises your credibility in the eyes of the other members of your Referral Network! You are in front of your network, not promoting anything of yours, but promoting your network members and their activities. People appreciate seeing you be positive and helpful to themselves and others.

There you have it Four Easy Ways to Double the Effectiveness of Your Referral Network: Build Your Network, Establish Your Credibility, Explain Your Value Proposition and Keep Yourself in Front of Your Referral Network!

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My name is Tom Staskiewicz and my goal is to help everyone do a little better, get a little further and reach the success they are destined to achieve! Let me know what you think of my articles; are they helpful? If you like what I have to say; please follow my blog so you don’t miss any of my posts.

Do you need help building credibility with your Referral Network? Are you struggling for people to know you and what you have to offer? If so, I can help. My contact information is below or Email  Me Now! and lets get started.

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