Something we don't know about you

 

Paul Johnstone ©

 
Does any of this sound familiar?

Have you ever been to a business networking event and left feeling that you didn't really get to know anyone?

The conversations at some business networking events can be dull even lifeless, especially if everyone just talks about their business.

Now one of the main reasons we go networking is to increase our sphere of influence.  This works because other members start to understand what it is that makes us special. 

There is more to business than business itself. 

A truism in business is this.  “People buy People” they don’t necessarily buy from people in the same group.  This is where your social skills come to play.

Ask others about their family, hobbies and so on.


We are all taught to ask questions and then respond.  The problem with this technique is that it is not conversation, it is interrogation.  “Who are you?”  “What do you do?”

A conversation in real live usually starts with a statement or an observation.  “You’ll never guess what happened to me today.”  Or “”What a fantastic time I’ve just had” 
 “What did you think about that great show on the TV last night” Ok that’s a question but it’s one that starts a conversation.

When you’re out networking, a good idea is to build up a pool of knowledge about others in your group.  If you like a bag of facts that will help you enjoy a conversation with them.  Once you have taken an interest in their interests, they will become interested in you.

Often this is when people come alive, smile and reveal their true nature. Especially when they share one of their passions with you..

That often is the spark for a conversation with someone and a real connection where you get to know and like each other. It's those connections that lead to follow up and a good business relationship based on trust where you become advocates. That's when networking really starts to work.

Helping Real People do Real Business Through Real Networking

Keeping track of your referrals

Paul Johnstone ©  

Make sure you know where your referal came from.

At a Refer-On Breakfast last week a guest came up to me with these words: 
She told me that the Refer-On business networking group she belonged to had been the main reason she had become more successful.    Much of her business was a result of the relationships she had made in the group. It was not all, however, down to direct referrals. It was sometimes 2, 3, 4, 5 or even 6 steps removed.   But by tracking back to the initial source she knew which relationships were critical to maintain & nurture.

If you don't keep track in this way you run the risk of upsetting your referral sources.  By not keeping them up to date with the results of the positive Word of Mouth they are generating for you.  You could potentially miscalculate the return on investment on some of your activities and end up dropping some for the wrong reasons.

You may think that is limited to direct contact of some sort, but I have also found that much of the business generated via the internet has its root in referrals and word of mouth.

During a conversation with a prospective New Hub manager, he wanted us to open a Refer-On Hub in his area. I asked how he had found us?  He said through LinkedIn.

When we met I asked the question again. Whilst it was true that he had found our website via LinkedIn it was because someone we both know had suggested me to him.  It’s often a complex path that referrals follow so it’s worth tracking them at all times.  I was able then to thank the referral source and keep them informed.  After all we all like to be told we have done well, and a short email is a fantastic way to keep people informed and tell them how their introduction turned out.

Many of the people who found us through the net or social media turn out to be via Word of Mouth. As often as not, people who find the Refer-On web site have been directed there by a colleague or a friend.  Don’t underestimate the power of the web when recording your referrals.


Helping Real People do Real Business Through Real Networking