NEVER Give Referrals to Crazy People in Your Network!

Crazy networkers drive me crazy!

You know who they are. They are the people who drink to much at meetings, who never give any referrals, who are not dependable, who bug the hell out of you by embarrassing you by following you around at networking events, who continually attempt to sell you their product or service even though you just met, those who – without permission – take your business card to get your e-mail address and put you on their never-ending promotion list, and people who give you a stack of cards expecting you to refer them to your clients although you hardly know their name, etc. The list goes on.

I am very careful who I give referrals to. AND I am also careful about referring anyone that I don’t like and trust. The truth is you can like someone and not trust them enough to pass them a referral. They may not have demonstrated their “trust level” to you in ways that have you feel comfortable enough to pass them a lead. I will never refer someone whom I have just met. The only exception “might” be if they were referred to me by a very close friend who I like and trust and who is in my own network.

When I refer someone, it’s like my reputation is on the line. In other words, the crazies you refer are a direct reflection of who you are!

If I refer them and they don’t perform or follow-up with me, I view it as a reflection upon my networking character. I learn very quickly to never trust them with future referrals. It is a wise networker who reports back to the person who gave you a referral. I want that. I need a brief report. Give me a call or send me an e-mail to at least let me know that you have contacted them and whether or not the referral worked. If you don’t follow-up on a referred business lead within 24 hours you probably didn’t deserve to get the lead in the first place.

“When those crazy people call you or actually make it into your office for a consult start asking for referrals after you politely tell them that they can’t pay you enough to take their case, don’t give them any names. Politely say something like “you have a really unique problem and I’m not sure who can help you. So I can’t comfortably recommend anyone.” At most give the crazy potential client a list of Google search terms to help them narrow their search. You don’t want to be associated with the whack-jobs by either friend or enemy. – Kevin Houchin, Attorney at Law

1. NEVER give referrals to crazy people in your network!
2. Never refer crazy people to anyone, especially your friends.
3. Stay away from crazy networkers!

Copyright © 2012 – Larry James. Larry James is a Professional Speaker, Author and Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

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Referral Chains Create a Stronger Business Network

Most successful networkers know hundreds of people who are in some way connected to hundreds of other people. Tap into that very special network and you can expect wonderful things to happen.

“A referral chain is created by simply asking someone you know to introduce you to someone else for a specific purpose, then repeating the process over time. When it happens naturally, it’s serendipity. By cultivating more of these relationships, you can skyrocket your business growth.” – Bill Ringle

I’ve often said that you can find out anything you want within 5 contacts in your own personal network. In other words, everyone knows someone who knows someone who knows someone, etc. Never be afraid to utilize the connections you and others have to build your referral chain to its greatest advantage.

If you take into account people with whom you’ve done business or supported, such as vendors, past clients, and associations, the speed in jump starting a business relationship adds up very quickly. Once you really decide to grow your business and can see the way that referral chains work, you’re much more committed to developing them ever more deliberately and skillfully.

Referral chains are comprised of individuals who have banded together to help each other by building on each others experience and reputations. When someone offers you a referral or resource, obviously your first step is to say, “Thank you.” Recognizing and reinforcing their positive behavior among your friends encourages them to repeat that behavior. Call the person who referred you and tell them how their positive behavior is helping the people they introduced to you. It takes a little time to do this, but it is well worth it.

I would encourage you to not just thank people who give you referrals, but to link your referral chain with e-mail, telephone calls going back as far as the chain reaches, whether it’s one, two, five links, or even more.

For a better understanding of “referral chains,” read an article by Bill Ringle, “Secret Advantage: Referral Chains – Create a Stronger Business.”

Copyright © 2011 – Larry James. Larry James is a Professional Speaker, Author and Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

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The Real Value of a Referral

Referrals are much easier to close and more profitable than leads from most other sources. From my personal experience, I have a very successful wedding business where I perform “the most ‘romantic’ wedding ceremony you will ever find anywhere.” When someone calls and says that so-and-so said great things about me or that a previous client who is a friend of theirs asked them to call me, the closing rate is about 9 out of 10. The closing rate of random Internet searches for a wedding officiant are usually about 7 out of 10. By some standards that too, may be high, however I like pre-qualified referrals best.

“We all know that word of mouth is the best marketing tool there is. Why? Because when someone tells a friend, family member, neighbor, or colleague how good you are, you’ve already overcome the biggest hurdle to making a sale – trust.” ~ Carolyn Higgins

Let’s face it, people trust and work with people they know and like. However, not all past customers are sources of good referrals. Someone who badgered you into discounting your price, for example, may give referrals to others who are looking for someone with whom they can bargain (another good reason to stick to rarely reduce your price or fee).

The true value of any business can be measured by how often its clients will refer your business to new potential customers. Nothing is more credible than a word-of-mouth referral from a satisfied client.

Referrals from your friends or others in your networking group are made because the referring party wants to help a client, wants to do something for the recipient of the referral, or wants to build a relationship where they will see reciprocity. There are specific benefits to the referrer and to their clients when the process produces results. Usually their concern is the risk to their reputations as the client will look back at them if it does not work out. For that reason the referrals that I give are people I have learned that I can trust to follow through, who are honest, who keep their word, are dependable and who I either have used or would use on my own.

According to networking strategist Andy Lopata, customers who come through referral spend more with a business and produce higher margins than those recruited through any other means. In his book, Lopata suggests that referrals are distinct from and far more valuable than tips, leads and recommendations. And that real referrals are the best form of business information you can receive. There are three elements to real referrals:

1. The person referring you identifies someone who has a problem you may be able to solve
2. They talk to the prospect and establish that they are interested in speaking with you
3. They provide you with the key contact details such that the prospect is expecting your call

To be referred you must demonstrate competence, high ethics, loyalty and credibility in the work you do. Instead of putting the focus on what others can do for you, turn it around and ask, “How can I help the members of my network?” People work with others they know, trust and respect – they must feel comfortable with you and the manner in which you talk about your product or service. It’s all about bringing value to the members of your network BEFORE expecting to receive referrals. Relationship building is important key to the success of your business. You must continue to educate and tell their network what good prospects look like so they can better help you. Making real contact starts with focusing on the other person and building relationships. This means NO SELLING. The best sales strategies focus on opening the door before closing the sale.

The more visible you are a networking events and the more known you become as someone who is not just after the sale, but demonstrates a genuine interest in helping others, the more you will be referred. Until people in your network of support know this about you to complain that you never get referrals is pointless because the building of relationships does not happen on the first meeting, they take time.

What about referrals from people you don’t know – online? You can generate infinite LinkedIn connections and five thousand Facebook “friends,” but are they really friends who you can expect to receive referrals from? My guess is that people connect with you just to increase their list of followers. But who are they? Connecting with someone on Facebook or LinkedIn without talking to them and getting to know them is akin to throwing a business card at someone as you walk past them.

The connections you build in person are much stronger resources for referrals. When you evaluate the time and effort it takes to connect with people online that you may never meet, you may want to attend more networking events where you can make eye-to-eye connections and determine whether they are someone you may want to develop a long-term relationship with. You may not need to reach the masses online. You need to get to know one another — not just in terms of business, but personally. I choose to focus on and pay more attention to those I meet one-on-one. You may not have a direct business connection with someone, but you could very well gain indirect business through that connection.

Stop worrying about “qualifying prospects” and instead, get to know people on a personal basis. That’s how relationships are formed. The people referring business to you have a lot to do with the value of referrals because of the way they talk about you to the person they are referring. That is why the time you devote to building relationships with those who refer you helps to build the real value of a referral.

BONUS Article: “Qualified” Referrals – The Currency of Successful Connections!
Plant Some Networking Seeds!
Sell Yourself. . . NOT Your Services!

Copyright © 2011 – Larry James. Larry James is a Professional Speaker, Author and Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

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Plant Some Networking Seeds!

If you have every planted a garden or tried to start a plant by planting a seed, you know by now that it takes several things for the plant to pop through the soil. And… it takes time. Patience is definitely required.

When you plant corn, if it does not grow well, don’t blame the corn. Look for reasons it is not doing well. When you find the reasons, (and you may have to dig deep for them), take action and do what needs to be done. It’s the same with business networking.

When you network, if it does not work well, don’t blame the network. Look in the mirror! Most likely what you see is the problem. Here’s part of the solution. You must continue to plant networking seeds!

Keep the word “networking” constantly on your mind. Talk about networking to your closest “personal” friends and ask them to help you pass the word that you are becoming a great resource for all things business to their business friends.

It is okay to ask for what you want! In the Greater Phoenix area I frequently get e-mail and calls from people I have never met asking me if I can put them in touch with other people they need to know in the business world. Why? Because I have planted hundred of networking seeds. I am know as a great resource for people who network. When you are a savvy networker word gets around. I am always happy to refer others to the people I like and trust and who I know are dependable.

To me, being dependable means that I can count on them to give the best possible service and to follow-up with the people I refer to them. I am high on integrity!

Your ultimate intention is to create a following; to get people to talk about you and your business and to – in time – build the kind of relationships with people who will be happy to pass their business referrals to you.

But first… you must plan the seeds!

Your opportunity for success in networking is only as good as the number of “quality,” not “quantity” of people in your network and the quality of business leads you can cultivate.

Business leads help you generate more sales and therefore more business. To effectively cultivate business leads in your network and a networking group, you must do several things:

1. You plant the seeds. You must clearly communicate who you are, exactly what you do and what kind of business leads you are looking for and what kind of businesses that are in your network whom you can refer to others.

2. You till the soil. In other words, you must make a commitment to consistently mix and mingle at networking meetings and events to keep your business in front of the people who are in a position to offer you referrals. A wise networker knows how to till the soil and WAIT! Sell yourself first. Meet with prospective clients. You are the brand. You must cultivate brand value. You must demonstrate that you have an excellent product and deliver outstanding service. What can you do to assist the others in your network? You have to cultivate referrals from other like-minded business people who know that the more they give the more they will receive.

3. “Patiently” wait for the seeds to grow. Always remember, it takes time for seeds to grow and it takes time to develop long-term business relationships. You need to have regular one-on-one meetings with each member of your group. That is where the connections really happen and people really get to know you, like you and trust you. The more seeds you plant, e.g., the more referrals you give to other members the more you will receive. Just like you water the soil in a garden, you must nurture referrals from other members.

“Good networking is like good farming. You prepare the ground, plant the seeds, add water and fertilizer and time… then reap the harvest. The Wise Farmer knows that the more she puts into the effort—the more she gets to know her contacts and seeks ways to benefit them—the more she will realize in return. She knows that growing a crop takes patience and perseverance; you don’t see the payoff right away, but if you work at it long enough you will be amply rewarded.” ~ Ivan Misner

Stay engaged with relevant conversation about you and your business and do it consistently. It’s not enough to fill your lead pipeline just for today – you also need to think toward the future. That’s is why consistency is one of the keys to savvy networking.

If you’ve planted networking seeds, be patient. The same goes for planting good thoughts in your mind about networking. They will never grow unless nurtured and nourished with full understanding of how to network effectively. Although blaming has no redeeming value, if you must place blame, you will be wise to accept responsibility and know that the blame goes to the person looking back at you in the mirror.

BONUS Article: Premature Solicitation & Other Networking Nightmares

Copyright © 2011 – Larry James. Larry James is a Professional Speaker, Author and Coach. Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
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Why Attending Networking Events Won’t Change Your Business Overnight

Andy Lopata, Guest Author

UK Business Networking Strategist and author of “Recommended: How to sell through Referrals and Networking,” Andy Lopata, explains why simply attending as many networking events as possible can be counter-productive, and how best to get referrals from networking groups.

Click cover to order!

Copyright © 2011 – Andy Lopata. Reprinted with permission. Labeled “Mr Network” by The Sun, Andy Lopata was called “one of Europe’s leading business networking strategists” by the Financial Times. The co-author of two books on networking, Andy is a featured columnist the US magazine “The National Networker,” as well as being regularly quoted in the national press. Previously, Andy was Managing Director of UK network Business Referral Exchange. Andy has since worked with companies from one-man bands to organisations such as NatWest Bank, Merrill Lynch and Mastercard to help them realise the full potential from their networking. He is a former vice-president of the Professional Speakers Association. Visit Andy’s Website and BLOG.

Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
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“Qualified” Referrals – The Currency of Successful Connections!

Would you like to accelerate your networking success? Pay attention. . . Here’s an important key!

Make is a priority to put helping and giving to others ahead of taking and receiving for yourself. In other words – first and foremost – be a giver of referrals. Receiving referrals comes after the relationship between you and your networking friends is on solid ground.

There are basically 2 kinds of business networking referrals you can give:

1. Non-Qualified Referrals – Welcome to the Twilight Zone! Non-Qualified referrals or business leads often come as a last minute effort to give a lead at the meeting because the member forgot to focus on looking for leads for other member until the last minute. They are casual or random referrals. It’s usually just a name and maybe a phone number with no previous contact. . . just a name. It’s like a cold call. These leads are usually “time-wasters!” If you mention the person’s name that it came from, they may or may not know them. These kind of referrals are pretty much worthless, low quality and rarily work out.

Remember. . . referral “quality” always beats “quantity!”

2. Qualified Referrals – Bingo! These are the kind of leads that everyone treasures. These referrals come from people who are on top of the networking game. They are players. They have taken the time to meet with or call the person they are referring, have asked permission to give their name to someone who can help and have given them the name of the person to whom they will give the referral. Sometimes they will set up a get-acquainted meeting, make the introduction and leave to let you both discover how you can help each other.

Qualified referrals come from one-on-one collaboration with others in your network. People who give them are the ones who have taken the time necessary to build a solid relationship with people they know they can count on; they know they are putting their own reputation on the line when they say, “You can trust so-and-so. They are someone I’ve done business with (or highly recommend).” The best referrals often come from people referring you to others in their network. They like you and trust you and feel comfortable that you will follow-up immediately.

When you give referrals make sure they are quality referrals; people who have an interest in your client’s product or service and most importantly is expecting a call from them and looking forward to it. Generally speaking, quality referrals yield predictable results.

It’s important to build a strong relationship with each person in your network so that they know you can be trusted with their referrals. You “earn” referrals by your reputation.

Thanking people for quality referrals one-on-one is great. Recognizing them for referrals in public is much better; one-to-many. Appreciation is a powerful motivation. Another way to acknowlege someone for referrals: As my friend, Bob Burg says, “Play the ‘Reverse Gossip’ game and say something kind and edifying behind someone’s back.”

Imagination is the driving force when it comes to giving referrals. It’s the creativity of imagination – always about perspective – being alert to possible referrals for others that causes you to notice what others don’t. The act of giving referrals lives in your mind. They are expressions of your active imagination. You must learn to “think” referrals. Your attitude about “giving” (not getting) referrals make things happen. Put Post-it® notes in your office to remind you to look for referrals for your networking friends.

Always prioritise helping and giving to others ahead of taking and receiving for yourself. Good deeds and helpfulness tend to produce positive results. The more referrals you give, the more referrals you will receive. The payback is rewarding because you increase your value to others in your network. Your life expectancy in networking expands exponentially when you focus on giving “qualified” referrals. Suddenly you’ve arrived. People in your network notice you. And now you know why. The result? People work harder to reciprocate.

Be clear on the type of referrals you are looking for and let your networking friends know. I love networking with people who are champions of my cause. Like-minded people attract like-minded people. They know what I’m up to in life and rally around my cause. They like me and trust me and appreciate who I am and what I do. And I always remember that assuming someone won’t be a successful referral partner is a hugh mistake. Some of the best referrals I’ve ever received come from those who I never expected to hear from. Referrals can come from the most unexpected sources. This is why you must consistently be alert and listening for them.

Be a leader in the lead revolution. Lead responsibly. When someone gives you a referral, your highest priority must be to follow-up as soon as possible. Remember to say, “thank you.” IMPORTANT: Remember to keep the person who gave you the referral in the loop. Tell them what happened when you followed up. Following up is a vital feature of building trust and reputation. Reliability and dependability are highly valued qualities in business relationships, especially relationships involving referrals, leads and recommendations, because someone’s reputation is at stake.

Why this focus on qualified referrals? Because in the end, what you are building is your reputation and a good reputation speaks volumes about who you are.

BONUS Articles: Referral Quality Beats Quantity
Say Thank You

Copyright © 2011 – Larry James. Larry James is a Professional Speaker, Author and Coach. Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!” Larry James provides “Networking Coaching” one-on-one and to networking groups! Invite Larry James to speak to your group!

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
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