| A few years back, I heard that a woman financial | | | | James 4:2 in the bible. How true is that! Can you |
| planner in our town had grown her business to | | | | take a moment to picture what your business |
| the point she was taking new clients 'by referral | | | | would look like if you would just ask for the |
| only'. Not only' by referral only', but 'by referral by | | | | business? Remember, the answer is always "no" if |
| current top clients only'! WOW. I was impressed. | | | | you do not ask. People cannot know what you |
| My own business at that time was about 90% | | | | want, what you need, if you do not let them |
| 'by referral only', but not exclusively from my | | | | know! |
| current top clients. I decided I wanted to do that | | | | The art of the ask is as important as the asking. |
| - to get to the point where I was even turning | | | | How you ask for referrals is critical. I am sure |
| down new clients if my top clients had not | | | | you have seen those certain people who go to a |
| referred them to me. | | | | Chamber of Commerce event with the sole |
| I decided to seek out ways to generate more | | | | purpose of what they can get out of it. It is |
| business by referrals. To do this I needed to | | | | imperative that you treat people as people not |
| better understand the benefits of referrals, and | | | | just another contact. The best networking is all |
| chose to look at how others were growing their | | | | about relationship. The last thing you want people |
| businesses by referrals. One of the best, most | | | | to think when they see you coming is "Oh no, not |
| cost-effective ways to garner more referrals is | | | | that user." |
| through networking. By networking you have, in | | | | Once you ask, you need to expect to get! In |
| essence, a whole sales team working on | | | | order to get you need to be a giver. Networking |
| promoting your business for you. | | | | is a reciprocal process. You need to build |
| Many people will say, "I don't have a network". | | | | relationships with the people with whom you want |
| That is not true! We all have a network, as we | | | | to have contact. Everyone won't be able to help |
| do not live alone on deserted islands! We have | | | | you build your business, but you still want to have |
| family, friends, business associates, association | | | | relationship with people because you never know |
| members, sports team members, and more, who | | | | whom they know! |
| make up our 'circle of influence'. Here are a few | | | | A final tip: Reward those who refer to you! It |
| examples of networking, which I am sure you | | | | doesn't have to be anything of huge monetary |
| and yours do quite often: | | | | value, but you must show your appreciation for |
| "You should try this restaurant, it is the best!" | | | | the referral. So few people acknowledge and |
| "My dentist is terrific and he doesn't cause any | | | | thank those you help them, thus when you do, it |
| pain! Tell him I told you to call!" | | | | will cause them to remember you and want to |
| "When we saw this movie, we were so moved. | | | | refer to you again. |
| You should see it, too!" | | | | Some ways I have rewarded those who referred |
| "If you need an attorney, I recommend the one | | | | to me: |
| who helped me!" | | | | Had a plant delivered (flowers die, plants last and |
| You can see how this type of referring in your | | | | will be a reminder of you) |
| personal life can flow over into your business life. | | | | Gift Certificate for a nice dinner restaurant |
| It is a fact the first thing that most multi-level | | | | Books - those that inspire and encourage |
| marketing up-line sponsors will encourage you to | | | | Gift Certificate to a Day Spa - for those you |
| do is to write down 100 people you know. The | | | | know well! |
| normal response is "ughhhh, do I have to?" I | | | | Cash Referral Fees - make sure your professional |
| encourage you to take some time to find out | | | | legally allows these. |
| who makes up your network. Looking outside our | | | | In short, you can say that my life's motto applies |
| own little routines, our own busyness, will help us | | | | to business networking: |
| see the forest for the trees. | | | | It is all about giving to get to give again! |
| "You have not because you ask not", so says | | | | |