Over the last week or so my inbox has been full of well meaning advice about goal setting and new year resolutions. The same topics have seemed to dominate on blogs and social media. One thing has been missing from a lot of what I have read - the importance of knowing where you are starting from. You may be a lot nearer to your goals than you think. One of the common mistakes people make when building a business network is thinking that it is all about making new contacts. Don't forget the people who already know, like, rate and trust you.
I shared some tips on how to identify the people already in your network in a short podcast that you can listen to here:
I heard someone say once that if you don't know where you are going then any road will do as you don't know which one to follow. Equally if you don't know where you are then you don't know which road to take.
Good Networking!Dave Clarke
Showing posts with label Business Networking Techniques. Show all posts
Showing posts with label Business Networking Techniques. Show all posts
Think of networking as a system & not an event
I was at an event recently where someone said that the owners of small businesses often operate a really unstructured approach to marketing. This is often an irregular series of one off initiatives in relation to short term needs. The problem with this approach is that each new activity takes a lot of effort and does not build on the things that have been done before. It leads to a lot of wasted time and frustration.
Many business owners and professionals adopt a similar approach to networking. Attending loads of events when new business is needed with infrequent activity when they are busy. Both marketing and networking are much more productive when done systematically.
Instead of networking like crazy when you need something adopt a simple, straightforward, systematic approach. This means building your network rather than meeting lots of people infrequently. Take the time to build the right relationships with the right people for you and your business. Then take the time to understand what they need and help them achieve it. Don't forget to let them know what you need and how they can help you. This approach means you can invest your time effectively at fewer events and leave more time to doing what you really enjoy and get paid to do.
Good Networking!
Dave Clarke
Many business owners and professionals adopt a similar approach to networking. Attending loads of events when new business is needed with infrequent activity when they are busy. Both marketing and networking are much more productive when done systematically.
Instead of networking like crazy when you need something adopt a simple, straightforward, systematic approach. This means building your network rather than meeting lots of people infrequently. Take the time to build the right relationships with the right people for you and your business. Then take the time to understand what they need and help them achieve it. Don't forget to let them know what you need and how they can help you. This approach means you can invest your time effectively at fewer events and leave more time to doing what you really enjoy and get paid to do.
Good Networking!
Dave Clarke
Be careful not to leave too early
After a really good networking meeting you will often see people still engrossed in conversations. Many of them will have their diaries to hand arranging meetings. It is this follow up activity in between networking meetings that really make the difference. If you are always rushing off right on time you might be missing out.
We noticed this happening after our NRG group meetings so we now set aside time in the meetings so everyone can be engaged in this activity. Next time you put a networking meeting in your diary try and leave some space beyond the formal end so you don't have to rush off.
Good Networking!
Dave Clarke
We noticed this happening after our NRG group meetings so we now set aside time in the meetings so everyone can be engaged in this activity. Next time you put a networking meeting in your diary try and leave some space beyond the formal end so you don't have to rush off.
Good Networking!
Dave Clarke
What is the right approach in business networking?
It can be tempting to only 'network' with others who do completely different things to you. People who provide different services or products and those from different professions. In fact some groups only allow for one member from each.
In reality it is often those that are more complementary to you that lead to more and quicker opportunities. The similarities mean you get to establish relationships more quickly and it is much easier to find referrals for each other without going out of your way. Even those groups that exclude members in the same line of business recommend joining other more open groups as part of your overall networking strategy.
In the UK a couple of days ago the new Government took their places in Parliament. For the first time in 70 years in the UK there is a coalition government. Whether it will be a success remains to be seen, but it would be refreshing to see a new politics. One that sees politicians working together for the good of the country rather than constantly doing each other down. If the two parties had looked to their differences it is very likely that we would be in a different situation now. By focusing on similarities they have made progress and have the potential to really change the way things work.
The lesson for us in networking is the many more possibilities that open up with an open and collaborative approach.
Are you looking for the common ground with your network?
Good Networking!
Dave Clarke
In reality it is often those that are more complementary to you that lead to more and quicker opportunities. The similarities mean you get to establish relationships more quickly and it is much easier to find referrals for each other without going out of your way. Even those groups that exclude members in the same line of business recommend joining other more open groups as part of your overall networking strategy.
In the UK a couple of days ago the new Government took their places in Parliament. For the first time in 70 years in the UK there is a coalition government. Whether it will be a success remains to be seen, but it would be refreshing to see a new politics. One that sees politicians working together for the good of the country rather than constantly doing each other down. If the two parties had looked to their differences it is very likely that we would be in a different situation now. By focusing on similarities they have made progress and have the potential to really change the way things work.
The lesson for us in networking is the many more possibilities that open up with an open and collaborative approach.
Are you looking for the common ground with your network?
Good Networking!
Dave Clarke
Another Lesson from the General Election
I was asked a question via Twitter yesterday about my advice for someone attending her first networking event. I suggested that she smile and wrote:
"Enjoy the meeting, introduce who you are, what you do, who for & how you look forward to getting to know the others."
The main thing is to be genuine and authentic. That is how you will build relationships with others as they get to know, like, rate and trust you. This brings me on to the latest networking lesson from the General Election. Everyone makes mistakes, but it is rare for such a gaffe as this one from Gordon Brown to be caught on camera. You can see the video at the BBC website. Gordon Brown is filmed saying one thing to a woman on camera and then something completely different off camera.
The lesson for networking is not to tell people what it is that you think they want to hear. Be yourself and be genuinely interested in the people you speak to.
Good Networking!
Dave Clarke
"Enjoy the meeting, introduce who you are, what you do, who for & how you look forward to getting to know the others."
The main thing is to be genuine and authentic. That is how you will build relationships with others as they get to know, like, rate and trust you. This brings me on to the latest networking lesson from the General Election. Everyone makes mistakes, but it is rare for such a gaffe as this one from Gordon Brown to be caught on camera. You can see the video at the BBC website. Gordon Brown is filmed saying one thing to a woman on camera and then something completely different off camera.
The lesson for networking is not to tell people what it is that you think they want to hear. Be yourself and be genuinely interested in the people you speak to.
Good Networking!
Dave Clarke
A Networking Lesson from the General Election Campaign
As I write this we have 10 days to go until the UK General Election. Until April 15th the Public Opinion Polls were predicting the following share of votes:
Conservative 36%
Labour 31%
Liberal Democrat 20%
Other 13%
The conservatives were in the lead and two thirds of the votes were predicted to be shared between them and Labour. The Liberal Democrats trailed in third with 20%.
Three days later the Liberal Democrat share had increased dramatically and they had moved into second place. Their support remains at this level according to the latest 'poll of polls':
Conservative 35%
Liberal Democrat 29%
Labour 28%
Other 8%
So what happened?
On the evening of April 15th we saw the first ever live TV debate between the main party leaders during a General Election Campaign. The leader of the Liberal Democrats, Nick Clegg, was generally acknowledged to have won the debate against his Conservative and Labour rivals, David Cameron and Nick Clegg.
If he had not taken part he would not have won and that is the networking lesson to learn.
Most networking groups give their members the opportunity to share their expertise and raise their profile by speaking at events. I have, however, seen people refuse opportunities to speak because they feel they are not ready or the circumstances are not quite right.
If you don't feel ready then prepare a few options and the next time you get the opportunity take the plunge and volunteer to speak. Your audience will be on your side and it's a great way of helping people understand when and how to advocate you!
Good Networking!
Dave Clarke
Conservative 36%
Labour 31%
Liberal Democrat 20%
Other 13%
The conservatives were in the lead and two thirds of the votes were predicted to be shared between them and Labour. The Liberal Democrats trailed in third with 20%.
Three days later the Liberal Democrat share had increased dramatically and they had moved into second place. Their support remains at this level according to the latest 'poll of polls':
Conservative 35%
Liberal Democrat 29%
Labour 28%
Other 8%
So what happened?
On the evening of April 15th we saw the first ever live TV debate between the main party leaders during a General Election Campaign. The leader of the Liberal Democrats, Nick Clegg, was generally acknowledged to have won the debate against his Conservative and Labour rivals, David Cameron and Nick Clegg.
If he had not taken part he would not have won and that is the networking lesson to learn.
Most networking groups give their members the opportunity to share their expertise and raise their profile by speaking at events. I have, however, seen people refuse opportunities to speak because they feel they are not ready or the circumstances are not quite right.
If you don't feel ready then prepare a few options and the next time you get the opportunity take the plunge and volunteer to speak. Your audience will be on your side and it's a great way of helping people understand when and how to advocate you!
Good Networking!
Dave Clarke
Is networking a bit woolly?
In a workshop before a recent Networking Lunch a conversation took place between a couple of the attendees. Let's call them A and B.
A said "I am not really sure about this networking stuff".
B replied "It's about getting to know, like and trust people. You build relationships and as you help and refer others then others do the same for you".
A then said "That all sounds a bit woolly to me. I prefer things I can predict my cash flow with".
I described how I have a number of regular meetings with people in my network where we share an agreed number of referrals so we can predict cash flow. These are people for whom networking is not woolly, but a proven and reliable method of business development. We have invested time in building relationships and are happy to share our contacts with each other openly so as to maximise our referral opportunities.
Last week Sarah Owen of the Referral Institute presented a Networking Masterclass before the NRG Charing Cross networking lunch in London. One of the things she want through was their VCP Process™. This stands for Visibility, Credibility and Profitability*. People can believe the activity of attending networking events is enough. It is not as that can only really build your Visibility. Good networking groups provide the environment for you to build on this and create profitable relationships with people you know and others you want to know.
One of the elements of their Referrals for Life Programme is the Referral Pipeline where you get to spend a day with a trusted contact and execute a process that will efficiently generate enough referrals to completely fill up your sales pipeline!
Networking is only woolly if you are!
*VCP Process™ copyright Referral Institute 2010, all rights reserved.
Good Networking!
Dave Clarke
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business networking | business networking events | business networking tips
A said "I am not really sure about this networking stuff".
B replied "It's about getting to know, like and trust people. You build relationships and as you help and refer others then others do the same for you".
A then said "That all sounds a bit woolly to me. I prefer things I can predict my cash flow with".
I described how I have a number of regular meetings with people in my network where we share an agreed number of referrals so we can predict cash flow. These are people for whom networking is not woolly, but a proven and reliable method of business development. We have invested time in building relationships and are happy to share our contacts with each other openly so as to maximise our referral opportunities.
Last week Sarah Owen of the Referral Institute presented a Networking Masterclass before the NRG Charing Cross networking lunch in London. One of the things she want through was their VCP Process™. This stands for Visibility, Credibility and Profitability*. People can believe the activity of attending networking events is enough. It is not as that can only really build your Visibility. Good networking groups provide the environment for you to build on this and create profitable relationships with people you know and others you want to know.
One of the elements of their Referrals for Life Programme is the Referral Pipeline where you get to spend a day with a trusted contact and execute a process that will efficiently generate enough referrals to completely fill up your sales pipeline!
Networking is only woolly if you are!
*VCP Process™ copyright Referral Institute 2010, all rights reserved.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
How to become a proactive networker
I have been doing some work with an NRG member on developing an online training course for networking. She came back with an excellent insight this morning after reviewing the material;
"I would definitely get more benefit from my networking after doing this training by being more focused on objectives, rather than just expecting things to evolve/happen."
It is not unusual for people to wait for things to happen in networking rather than concentrating on things to make things happen. The most successful networkers, though, get on and don't wait.
In Applying the 7 habits to your business networking I wrote that habit 1* is 'Be Proactive'. You need commitment and the right attitude. Take the lead in conversations, make connections, and share your expertise.
So just how do you make yourself proactive in networking?
The first thing is to decide your objectives and then set yourself targets for the things you can do to help you achieve those objectives.
These podcasts may help you discover what you want and what you can do.
1. 'Why are you networking & are you prepared?'
2. Developing a Networking Strategy
Then it's down to you to do it!
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
"I would definitely get more benefit from my networking after doing this training by being more focused on objectives, rather than just expecting things to evolve/happen."
It is not unusual for people to wait for things to happen in networking rather than concentrating on things to make things happen. The most successful networkers, though, get on and don't wait.
In Applying the 7 habits to your business networking I wrote that habit 1* is 'Be Proactive'. You need commitment and the right attitude. Take the lead in conversations, make connections, and share your expertise.
So just how do you make yourself proactive in networking?
The first thing is to decide your objectives and then set yourself targets for the things you can do to help you achieve those objectives.
These podcasts may help you discover what you want and what you can do.
1. 'Why are you networking & are you prepared?'
2. Developing a Networking Strategy
Then it's down to you to do it!
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Are you trying too hard for the perfect pitch?
Many networking events have a slot where you have to introduce yourself to the group. People can get so wrapped up in this that they think this is what networking is all about and spend ages trying to craft the perfect 'elevator pitch'. Forgetting that time is better spent in building relationships.
I was asked by someone last week for feedback on their pitch as they were not getting much out of their networking. When I asked what else he was doing in the way of helping others and following up there was a long pause in the conversation!
As long as you are able to express your proposition confidently & consistently when asked that is enough. The important elements are your target market, the problems you solve and your stories.
In my top 10 networking tips I explain the really important things to spend time on. Finding other business people who operate in similar markets to you. Then helping them and building relationships to earn the trust that is vital in business networking success.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
I was asked by someone last week for feedback on their pitch as they were not getting much out of their networking. When I asked what else he was doing in the way of helping others and following up there was a long pause in the conversation!
As long as you are able to express your proposition confidently & consistently when asked that is enough. The important elements are your target market, the problems you solve and your stories.
In my top 10 networking tips I explain the really important things to spend time on. Finding other business people who operate in similar markets to you. Then helping them and building relationships to earn the trust that is vital in business networking success.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Three keys to networking success
Earlier this week, Jason Cobine, shared his insights into the three keys to networking success at the NRG Marble Arch Networking Group in London. Basing his talk on his own experiences he identified the three as help others, help yourself, and follow up.
The first two keys, help others & help yourself, nicely summarise how networking works. If you want others to help you then take the lead and help them first. You can help yourself my making it crystal clear what you want so people can actually help you. He is also spot on about follow up which really is 'a simple way of standing out from the crowd'.
You can read more about the three keys from Jason in his blog 'Why are some business networkers more successful than others?'
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
The first two keys, help others & help yourself, nicely summarise how networking works. If you want others to help you then take the lead and help them first. You can help yourself my making it crystal clear what you want so people can actually help you. He is also spot on about follow up which really is 'a simple way of standing out from the crowd'.
You can read more about the three keys from Jason in his blog 'Why are some business networkers more successful than others?'
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
How to explain what you really do
In 'How to answer that awkward question' I included my podcast on how to answer that tricky question "What do you do?"
My latest podcast is all about giving your answer in a way that is easily understood and gives an insight into what you really do. Listen here:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
My latest podcast is all about giving your answer in a way that is easily understood and gives an insight into what you really do. Listen here:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Are you casting your net too wide?
When you are networking you don't want to miss on any possible opportunities that the people you meet may know about. This can lead you to casting your net very widely and talking about what you do far too broadly. In this podcast 'What is Your Niche?' I take the fishing analogy further to help you really focus on your target market. Listen here:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Networking with Decision Makers
"I need to be networking with decision makers and budget holders" or something similar is a phrase I hear often. It is often a result of a misconceived idea about networking. The idea that networking is about finding a room full of prospects, exchanging business cards then moving on to the next. That is not networking, it is selling.
Business networking is about building relationships with your peers so that over time you help, support and introduce each other to opportunities to sell your services. Over time you build trust through a series of exchanges or networking transactions. The people you meet in business networking are decision makers and the route to those budget holders you want to meet. They are constantly making decisions about whether they like you, trust you and are prepared to refer you.
The quickest way to get them to make a negative decision is to constantly sell to them. In short, as I have said and written before, networking is not selling!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Business networking is about building relationships with your peers so that over time you help, support and introduce each other to opportunities to sell your services. Over time you build trust through a series of exchanges or networking transactions. The people you meet in business networking are decision makers and the route to those budget holders you want to meet. They are constantly making decisions about whether they like you, trust you and are prepared to refer you.
The quickest way to get them to make a negative decision is to constantly sell to them. In short, as I have said and written before, networking is not selling!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Are you willing to share?
In a meeting yesterday with a couple of people who run mastermind groups we were discussing the attributes of people who are successful in those groups. First and foremost they need to be open minded and keen to grow. They also need to be willing to share, learn, contribute, take responsibility and apply what they learn.
Very similar attributes to the people that are successful in networking. They are also willing to share, learn, contribute, take responsibility and apply what they learn.
They share their knowledge and contacts and learn all they can about those they meet and their needs. They contribute fully to the groups they belong to and take responsibility by providing leadership and inviting others. They apply what they learn about the others by connecting them to the things and people they need to succeed.
All that motivates others to do it for them too.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Very similar attributes to the people that are successful in networking. They are also willing to share, learn, contribute, take responsibility and apply what they learn.
They share their knowledge and contacts and learn all they can about those they meet and their needs. They contribute fully to the groups they belong to and take responsibility by providing leadership and inviting others. They apply what they learn about the others by connecting them to the things and people they need to succeed.
All that motivates others to do it for them too.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Social, Learning & Business
At a recent networking meeting the discussion turned to why people were networking. The consensus was that it was about business, but it was important to build relationships first.
One of the members said for him it was social first, learning second and then business. He drew this picture to demonstrate.
He explained it further by saying, "firstly it's social as it can be lonely working in a small business so it's great to meet other relevant professionals. Secondly it is important to learn new things from your peers. Then as you get to know, like and trust the others a natural consequence is business."
It reminded me of a quote from someone at a networking seminar a couple of years ago when I asked what networking was to him and he said, "Networking is about making friends you can do Business with".
The key point is that it is the relationship first and business follows.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
One of the members said for him it was social first, learning second and then business. He drew this picture to demonstrate.
He explained it further by saying, "firstly it's social as it can be lonely working in a small business so it's great to meet other relevant professionals. Secondly it is important to learn new things from your peers. Then as you get to know, like and trust the others a natural consequence is business."
It reminded me of a quote from someone at a networking seminar a couple of years ago when I asked what networking was to him and he said, "Networking is about making friends you can do Business with".
The key point is that it is the relationship first and business follows.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
You had to dance
I remember an Uncle telling me about Saturday nights at the local dance hall. It was the night when young men and women would go to meet their dates or in the hope of finding someone to date. My Uncle told me that in order to get to know someone you first had to dance. This was easier when it was organised to ensure everyone got to dance with someone. Other times you just had to pluck up enough courage and ask a stranger.
I was reflecting with a couple of people yesterday that this is very similar to networking. You have to have the equivalent of a dance before you can get to know the other person and build trust in a business relationship. In networking that means having a meaningful conversation and creating a connection first.
The people I was chatting with all said they found it easier to do this at networking events where there is some facilitation and structure.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
I was reflecting with a couple of people yesterday that this is very similar to networking. You have to have the equivalent of a dance before you can get to know the other person and build trust in a business relationship. In networking that means having a meaningful conversation and creating a connection first.
The people I was chatting with all said they found it easier to do this at networking events where there is some facilitation and structure.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
When did networking start working for you?
At a recent networking group lunch one of the guests on the table asked a member "does this work for you?"
"It does now!" he replied and then went on to explain that for about six months he had attended the meetings and nothing else. He said "It took me that six months to take note of Dave's advice and start having One2One Meetings. That's what has made the difference."
If you haven't started then why not try and schedule a couple of One2Ones with people in your network. If you're not sure what to do in one of these meetings see my earlier post, 'How to have a good One2One meeting'.
Good Networking!
Dave Clarke
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"It does now!" he replied and then went on to explain that for about six months he had attended the meetings and nothing else. He said "It took me that six months to take note of Dave's advice and start having One2One Meetings. That's what has made the difference."
If you haven't started then why not try and schedule a couple of One2Ones with people in your network. If you're not sure what to do in one of these meetings see my earlier post, 'How to have a good One2One meeting'.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Competition or Collaboration?
I was speaking at a seminar last week when someone with an IT support business said "I want to find Networks with fewer IT people because that means more opportunity for me". When we explored the subject he agreed that he actually got most referrals from other IT related service providers and said "Forget I said that. What I actually mean is that I want to find Networks with MORE IT People!"
Looking at others as competition is perfectly natural, but very few small businesses really compete directly. Very often other providers will provide complementary services and as you speak to the same buyers you can quickly build a referral relationship. Over time that will often lead to collaborating on bigger projects than you may be able to win on your own.
Good Networking!
Dave Clarke
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business networking | business networking events | business networking podcast
Looking at others as competition is perfectly natural, but very few small businesses really compete directly. Very often other providers will provide complementary services and as you speak to the same buyers you can quickly build a referral relationship. Over time that will often lead to collaborating on bigger projects than you may be able to win on your own.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Ways of helping your advocates to refer you
I spoke at an event last night about the NRG Networking Advocacy Model*. The model suggests that effective networking is a result of building trusted relationships with your Inner Network. Others that share the same target market as you and provide a complementary service to yours. Over time you will actively refer and introduce some of these as you get to know, like, trust and rate them. Some of these will form your Advocate Network, the small group of people who regularly go out of their way to find introductions and referrals for you.
The speakers at the Referral Institute Conference last week all reinforced this view of networking. Sarah Owen addressed the subject of helping others to advocate you as you advocate them. The very act of advocating someone else is motivation for them, but only if they know! Unless you educate them on this and what you are looking for they will probably miss opportunities.
In your One2One interactions have you made sure they really know what you do and where? Can they pass on why you are good and what you love about your business? Do they know how you want to be promoted and who specifically you want to meet? Is there anything else that would make you stand out?
They may be saying things about you that you could use yourself.
*My previous post 'The Advocacy Model: Develop Advocates' has more detail and links to further posts on this subject.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
The speakers at the Referral Institute Conference last week all reinforced this view of networking. Sarah Owen addressed the subject of helping others to advocate you as you advocate them. The very act of advocating someone else is motivation for them, but only if they know! Unless you educate them on this and what you are looking for they will probably miss opportunities.
In your One2One interactions have you made sure they really know what you do and where? Can they pass on why you are good and what you love about your business? Do they know how you want to be promoted and who specifically you want to meet? Is there anything else that would make you stand out?
They may be saying things about you that you could use yourself.
*My previous post 'The Advocacy Model: Develop Advocates' has more detail and links to further posts on this subject.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Asking for referrals
The subject of when it is right to ask for referrals came up at a networking meeting last week. In 'Are you stuck doing lots of networking with little reward?' I wrote about Mike macedonio's talk at the Referral Institute Conference on the VCP process (tm). VCP is the acronym Dr. Ivan Misner uses for Visibility, Credibility, and Profitability.
Mike emailed this 'nugget' to me afterward on this very subject:
"I do believe that in order to get referrals we need to ask. The key, however, is to know how to ask and when it is appropriate to make the request. When is the right time, you ask? The right time to ask for a referral is when BOTH parties are in the Credibility phase of the referral relationship. Networking should not be a system which ends up alienating your friends and family. Be conscious of the deposits you make into your relationships before you start “writing checks” or, in essence, ASKING for referrals from those you have relationships with."
As I wrote last week to be in this 'credibility' phase requires that each party knows each other and what they do and they perceive each other to be reliable and worthy of confidence. It's no good asking for a referral before someone even really knows you.
Just being part of a group does not mean you are known. You have to put some effort into building relationships. As I have written previously 'You don't get fit just by joining a gym' you have to follow a good process. I spoke to someone else last week who had been a member of a group for a year, but received no referrals. Part of the problem was he was not even known by many other of the others as he had only been able to attend one in four of the meetings! When you join a group make sure you can attend regularly and invest time in getting to really know the other members first.
Good Networking!
Dave Clarke
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business networking | business networking events | business networking podcast
Mike emailed this 'nugget' to me afterward on this very subject:
"I do believe that in order to get referrals we need to ask. The key, however, is to know how to ask and when it is appropriate to make the request. When is the right time, you ask? The right time to ask for a referral is when BOTH parties are in the Credibility phase of the referral relationship. Networking should not be a system which ends up alienating your friends and family. Be conscious of the deposits you make into your relationships before you start “writing checks” or, in essence, ASKING for referrals from those you have relationships with."
As I wrote last week to be in this 'credibility' phase requires that each party knows each other and what they do and they perceive each other to be reliable and worthy of confidence. It's no good asking for a referral before someone even really knows you.
Just being part of a group does not mean you are known. You have to put some effort into building relationships. As I have written previously 'You don't get fit just by joining a gym' you have to follow a good process. I spoke to someone else last week who had been a member of a group for a year, but received no referrals. Part of the problem was he was not even known by many other of the others as he had only been able to attend one in four of the meetings! When you join a group make sure you can attend regularly and invest time in getting to really know the other members first.
Good Networking!
Dave Clarke
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