Viewing all posts under Follow up
In this fourth installment of the Networking Faux Pas Series, I talk about the faux pas which I see happen most out of the faux pas topics I’ve discussed thus far. It also happens to be the faux pas which frustrates me the most (Seriously–it drives me crazy!)–it’s when you give a networking partner a referral and they drop the ball and don’t follow up on it. Remember, if you aren’t following up when your referral partners call you and/or aren’t following up on the referrals...
When one of your business contacts passes you a new referral, does that mean the prospect is ready to hear a presentation on your product or service? Repeat after me . . . NO. Assume nothing. When an associate passes you a referral, say thanks, then start digging for more information. Exactly what does the prospect do? What products or services does he want from you? Will your offerings truly fulfill his needs? What is his behavioral style? What are his business goals? How large is his company? Don...
In this brief video, filmed at the 2012 BNI® International Directors’ Conference in early November, I talk with Terry Hamill, a respected business networking expert based in Europe. Terry explains two important keys for maximum effectiveness and success in business referral generation–preparation and follow up. Terry advises that the true gold is in the follow up and that the most successful networkers use the strongest follow-up methods; he also offers a few important tips for preparation prior to att...
A couple of weeks ago, I posted a video blog about the Third Commandment of Working a Networking Mixer–Act Like a Host, Not a Guest (Click here to view that video blog). I promised in that post that I would provide more information on the Ten Commandments of Working a Networking Mixer today, so below is an explanation of each of the Commandments which will help you feel more comfortable at networking mixers and events. Have the Tools to Network with You at All Times. These include an informative name badge,...
If you’re not getting the amount of referrals you’d like to be getting, take a look at the support materials and techniques you’re currently using. Below are some effective ways to influence people to refer you. Some of these may not work for everyone. The idea is to select those you think you can apply in your own business or profession. Samples. If you have an opportunity to distribute your materials, do it. Bring products, samples, brochures, or a presentation book. Many networking gr...
The Referral Process–Step 305/02/11
The referral process (CLICK HERE to read a short overview of the referral process) can be broken down into eight easy steps. In a blog entry I posted last Monday, I explained step 1 (Your Source Discovers a Referral) and step 2 (Research the Referral). Today, I am going to talk about step 3. Step 3. Check Back in with Your Referral Source After learning all you can about the prospect’s company through your outside research, it’s a good idea, especially if the referral appears to be complex or of very ...
What’s your excuse for not following up with new contacts after networking events? It doesn’t really matter what your answer is because I’m here to tell you that the correct answer to the above question from this point on is: There is no excuse for not following up, so I don’t have one. We all know that networking without follow up can equal a big waste of time. However, many networkers still find every excuse under the sun not to follow up and the most common reasons they use are either t...
Sorting Out Who’s Who01/31/11
So, let’s say you’ve just returned from a networking event where you met a lot of new people and now you have a pocketful of business cards that you’re not sure what to do with. What’s your first order of business? Your first order of business is to sort out who’s who. You need to separate the people you think might become new clients or referral partners right now from the ones who might be valuable contacts sometime in the future but not right away. Let’s call the first gro...
Smart, enterprising businesspeople know the importance of networking and how it is a huge opportunity to increase word-of-mouth and gain business referrals. However, one of the biggest mistakes people can make is failing to follow through. One of my employees recently told me a story that should serve as an important lesson to all of us on how networking without follow-through is nothing more than a waste of time. Note: The names in this story have been changed to protect the innocent . . . and the guilty. My emp...
When I taught management-theory classes at a Southern California college, students would sometimes say to me, “Look, you’ve just walked me through ten different theories of management. What’s the best one to use?” I would answer, “The one you consistently apply. Why would I say this? The reason there are different ways of managing people is because people are different. They have different personalities, different approaches, and different techniques. The tried-and-true method ...
