The Referral Link Way

It is exceedingly more efficient to fish from a stocked pond.  If you place a large number of fish in a small area, you're going to get bites.  This is why developing a niche market will help you get more referrals. 

By understanding the business and needs of a specific industry you can put your self in the best position to help clients fulfill their needs.  It is also easier to ask for and receive referrals when you have a target audience.  If I am your CPA and ask you for referrals of other businesses owners you know...you might pass me some business.  If I ask for businesses who do what you do or work with companies like yours...I will most certainly get at least a few referrals.

Having a target makes scoring much easier.  If I don't know what I am trying to get, how will I get it?  And how will you help me get it?  Set a mark and get after it.

Take care and good referral hunting,

Shayne Webber, Ph.D.

Comments (0)     

Referrals have always been the way that business gets done.  Yes, if you have a good size marketing budget you can get customers by advertising, but networking for the purpose of gaining referral sources remains a powerful and inexpensive option.  If you become a networking pro you can make contacts and increase your professional network at any social event. 

Here are some tips:

1.  Be friendly all the time.  Practice talking to waiters and cashiers. 

2.  Ask questions about what people do.  Show sincere interest and tell them "I love to network and meet people.  Tell me who make the best referrals for you, so I might be able to pass you business."

3.  Ask people to visit with you again sometime soon.  Invite them to have a soda with you.  Tell them you would like to learn more about what they do and how you can pass them referrals.  (Make sure you focus on them during this meeting.  It can be easy to talk about your self.)

4.  Follow up on a regular basis and pass them business when you can.

Yes, if you want referrals focus on passing referrals...it is the way.

Take care and keep passing business,

Shayne Webber, Ph.D.

Comments (0)     

Think about your life in terms of a mission and how you might complete your life mission in increments of completed quests.  Some might say short and long term goals, but these words do not have the same connotation or emotional connection. For instance, if I have a goal to grow my business by 15%- that's good.  If I am on a quest to grow my business 15%- that's great, and it will happen.  I have never heard anyone say "I was on a quest to grow my business, but changed my mind."  A quest has more meaning and passion, it is not something that we just quit.  We might adapt, but people are much less likely to quit a quest than a goal.

Millions of people make New Year's resolutions (goals), but they generally are long forgotten by February.  Wow...that was helpful.  I wanted to start working out again, so I joined the gym in January.  I worked out for 2 weeks, and then quit going.  On the positive side, I did make a long term commitment.  I made a 1-year commitment to pay a monthly fee to the gym.  The gym met their goal of having more monthly income, but what happened to mine?

All of us should continually improve in intellect, relationship, physical, professional and spiritual life.  In order to truly do so, we must be on a life long mission- completed by the fullfilment of individual quests.  And each quest must be specifically timed, achievable and publically announced.  Tell those you trust and respect about your quest and when it will be accomplished.  They may chuckle at the word quest, but I bet they remember what you tell them, support you and check up on your progress.  It's not everyday that we hear someone say they are on a quest.

Choose a quest today and start growing.  I would be happy to know about your quests.  You can email me at shayne@referrallink.net. 

Take care and good luck on your quests and mission,

Shayne Webber, Ph.D.

Referral Link

www.referrallink.net

Comments (0)     

If your are going to build a network that works for you, you are going to have to forget about what you want and go to work for your network.  This requires some maturity and foresight, but will pay large dividends down the road.

My 2 year old son lives in a world where everything is his and everything revolves around him.  This is normal.  As adults, we must learn to think of the needs of others and learn how to make sacrifices.  In networking, this is especially true.  You have likely met the "do business with me and I'll do business with you" types.  Do you do business with them?  Probably not.  Most of us do not appreciate this stance and do not respond well to being told what we have to do.  The opposite stance of finding a way to pass business, before expecting anything works much better.  Common civility pushes most business professionals to desire to pass business to those who helped them. 

So our recommendation...

Don't follow the golden rule...he who has the gold makes the rules.  Do what is right, and help others.  As Zig Ziglar says, if you help enough people get what they want and need, you will get what you want and need. 

Comments (0)     

Becoming a true netWORKER takes time and persistence.  It means doing what others can't or are unwilling to do and doing them on a consistent basis.  I recommend setting a goal of 2 networking events per week. What you need to be doing at these events is another article, but just attending is a start.  Beginning to get to know people is a start.

Networking is not a short-term cure for your business.  Networking is a long-term tool for having the right connections.  Every business and every business professional is constantly solving problems.  It  Knowing the right person can save you thousands of dollars and/or make you thousands of dollars.  The key element is not just knowing the right people, but being friendly with the right people (not necessarily friends). 

People like to do business with those they know, like and trust.  They also like to do favors for the same people.  What's the quickest way to gain trust and favorability-  passs them business, help them solve a problem or help them save money.  People like to help those who have helped them.  So get out there and meet people every week and then help people in their business pursuits every week.     

Comments (0)