This is the second post in the series looking at Networking and Referrals. The series is based on presentation by Ron Gibson of Go Networking that I recently attended.
This post is going to look at a series of questions to ask yourself when you are developing your networking and referral strategy.
- Who am I having an early morning cup of coffee with? Hint everyday of the week
- Who am I having lunch with? Hint at least once per week
- Who am I having breakfast with? Hint at least twice per week
- Who am I having a beer with?
- Where am I doing your networking before 9am and after 5pm?
- What am I going to do this afternoon to earn the next referral?
- Who would it be enjoyable and helpful for my business to re-establish contact with? The worse thing to do is to loose contact with a client. The next post will provide a simple but powerful method of reconnecting with old contacts.
- Who am I going to give a referral to tomorrow?
- Who am I going to write a recommendation about on Linked-in or Facebook? Write genuine testimonials and recommendations.
- Who is on my conversation list? Talk to 1 person each day off your conversation list.
- What two speaking engagements am I going to talk at in the next 60 days?
- Who am I going to write an article/blog post for?
- Who am I going to ask for feedback from on my service?
- What two organisations am I going to investigate and get involved with?
Your conversation list should include a minimum of 30 people that you know. The list will provide you with focus, direction as to who you should be talking to on a daily basis. Who should you include on your coversation list?
- People who in the past have provided referrals
- Past clients/customers
- Friends and colleagues
- People of influence with your target market
These people will provide you with the majority of your referrals, but what should the list look like?
The list could be a page in your diary, an a4 sheet of paper or a spreadsheet. Whatever your preferred format is, the list should have 4 columns;
- First and Last name
- Telephone number / email address
- Something personal. Childrens birthdays, favourite sports team, favourite pastimes etc
- Frequency to reach out.
Don’t waste peoples time – this is why 3) is so important. When you call someone on your conversation list, you will have a starting point for your conversation which is relevant to the person you all calling.
The next post will look at a very simple but very effect re-connection process.