As I start planning the 2009 mixers for the Clovis Chamber of Commerce, I have decided to resort to bribery. At yesterday's Lunch Bunch, I made this announcement and asked what everyone else thought. Because I feel conflicted. On the one hand, I think people should network without any need for enticements such as food, drink, or prizes. On the other hand, there are a lot of activities out there competing for attendees' time.
There were mixed opinions, but it was Bruno Novi who helped me decide to focus on better incentives. Bruno never said anything about bribery. In fact, he's on the opposite side. He goes to networking events solely for the people he will meet.
But when I reasoned that mixers with more food, drink, and other attractions would draw more people, Bruno said that the larger crowd would be attractive to him.
So, draw more people who are drawn to the treats, get more people who are drawn by the larger amount of people.
Networking tips and the best way to network ... by Networking on Purpose! Professional business networking strategies from Beth Bridges, speaker, and author.
Think Networking Won't Benefit Your Business?
If you think you've got the one kind of business that won't benefit from networking, try being a restaurant owner. For years I've said that if you want a business that will consume every minute of your life, open a restaurant. It's the reason we started the Lunch Bunch at the Clovis Chamber, so that our restaurant members can at least have some interaction, even if we have to go to them.
But Justin Levy, General Manager and Partner at Caminito Steakhouse, has completely broken the mold of the invisible restaurateur. He has had incredible results for his restaurant business using social networking. He increased his business 25% over last year while reducing his advertising expenditures by 80%.
Instead of spending money on newspapers, billboards, and radio, Justin spends his time on Twitter, LinkedIn, Facebook and his blogs. The Prime Cuts blog focuses on cooking, food, tips, and gadgets. The content-heavy site results in regular traffic, which Justin uses to increase his brand recognition and credibility. One of the biggest benefits to Justin's high volume of social networking activity? Google rankings. A search for steakhouses in Northampton, Massachusetts brings up Caminito as number one on the list.
If you still think that you can't network, or your business won't benefit from social networking, get in touch with Justin through Twitter, LinkedIn, Facebook, or his blog. He'll tell you otherwise.
But Justin Levy, General Manager and Partner at Caminito Steakhouse, has completely broken the mold of the invisible restaurateur. He has had incredible results for his restaurant business using social networking. He increased his business 25% over last year while reducing his advertising expenditures by 80%.
Instead of spending money on newspapers, billboards, and radio, Justin spends his time on Twitter, LinkedIn, Facebook and his blogs. The Prime Cuts blog focuses on cooking, food, tips, and gadgets. The content-heavy site results in regular traffic, which Justin uses to increase his brand recognition and credibility. One of the biggest benefits to Justin's high volume of social networking activity? Google rankings. A search for steakhouses in Northampton, Massachusetts brings up Caminito as number one on the list.
If you still think that you can't network, or your business won't benefit from social networking, get in touch with Justin through Twitter, LinkedIn, Facebook, or his blog. He'll tell you otherwise.
Nobody Wants Advice
If nobody wants advice anymore, how do you give referrals?
Try telling them something new you learned about a company. "Hey, I just found out that this organization has this kind of service."
If they talk about difficulties, let them know how you got over it. "I used to have that problem until I found ..."
Use segue ways to ease into a topic. "That reminds me of ..."
These are all ways that allow you to introduce a topic or idea without you telling them what they should do. Everyone likes success stories or new discoveries, but no one wants advice.
Try telling them something new you learned about a company. "Hey, I just found out that this organization has this kind of service."
If they talk about difficulties, let them know how you got over it. "I used to have that problem until I found ..."
Use segue ways to ease into a topic. "That reminds me of ..."
These are all ways that allow you to introduce a topic or idea without you telling them what they should do. Everyone likes success stories or new discoveries, but no one wants advice.
How Do You Keep Track?
How good is your contact management system? If six months go by before you realize you haven't seen someone you really like, then (to quote Jeffrey Gitomer) your system sucks.
I think there are very few people out there who have an airtight setup where no one gets forgotten. It's an aspect of networking where I suspect nearly everyone is far off the mark in keeping track of friends, prospects and customers.
Used to be, I thought that CRM (customer or contact relation management) was sad. How could you let a computer program manage your relationships? Foolish me. Keeping in touch with people is good no matter what tool you use.
What does your system look like? We all laugh ruefully along with our "shoebox" and "pile" friends about our own leaky systems, but in the end it's a terrible thing when we realize we've missed some wonderful people for too long.
I think there are very few people out there who have an airtight setup where no one gets forgotten. It's an aspect of networking where I suspect nearly everyone is far off the mark in keeping track of friends, prospects and customers.
Used to be, I thought that CRM (customer or contact relation management) was sad. How could you let a computer program manage your relationships? Foolish me. Keeping in touch with people is good no matter what tool you use.
What does your system look like? We all laugh ruefully along with our "shoebox" and "pile" friends about our own leaky systems, but in the end it's a terrible thing when we realize we've missed some wonderful people for too long.
How to Give More Referrals
Before you can give any referrals, you have to know what a good customer will be for your business contacts. Tell them what you're doing and that you need them to help you know what to look for.
Don't let them tell you "anyone with a business" or "anyone who breathes!" You know what they're doing? They're concerned about losing potential customers, so they open the door as wide as possible.
But in sales "a confused mind says no." Too many options? You won't remember any of them. A vague description isn't going to help you in your busy day narrow down the field.
The more descriptive and specific you can get them to be about their ideal referral, the easier it will be for you to find one.
Ask them what kind of problems their clients have. What phrases they use when they are looking for the kind of help your friend can provide. Have them tell you how they found their best customers.
Help them help you help them!
Don't let them tell you "anyone with a business" or "anyone who breathes!" You know what they're doing? They're concerned about losing potential customers, so they open the door as wide as possible.
But in sales "a confused mind says no." Too many options? You won't remember any of them. A vague description isn't going to help you in your busy day narrow down the field.
The more descriptive and specific you can get them to be about their ideal referral, the easier it will be for you to find one.
Ask them what kind of problems their clients have. What phrases they use when they are looking for the kind of help your friend can provide. Have them tell you how they found their best customers.
Help them help you help them!
On the Other Hand of Giving Referrals
Giving referrals is a habit you can develop. Create reminders for yourself in your office so when you're on the phone with people, you are listening for clues. People usually don't come right out and tell you they are looking for a referral unless it's an immediate need. That doesn't happen often enough to make giving referrals effective for you until you've developed your image as a resource. The Chamber office gets calls on a regular basis because it is part of our organization's reputation and we work to cultivate it.
Here's a flip side of giving referrals. You want to be careful because people don't want your advice. Even when they seem to be asking for advice, very often they are just complaining. When you start trying to give referrals, put it out there very casually and see if the other person starts asking more questions. If they ignore your helpful statement, then they aren't interested. Pushing a solution on them is going to make everyone uncomfortable.
I've received referrals like this. Where someone tells me that they've informed someone else they should join the Chamber. I call that person and it turns out that's exactly what happened - they were told, they didn't ask for a call from me. I end up talking to someone who wasn't really interested but they were too polite to tell their friend, "No."
Don't let this stop you from giving referrals to your friends or to me at the Chamber. If you put your resources out there, people are going to need what you and your contacts have to offer.
Here's a flip side of giving referrals. You want to be careful because people don't want your advice. Even when they seem to be asking for advice, very often they are just complaining. When you start trying to give referrals, put it out there very casually and see if the other person starts asking more questions. If they ignore your helpful statement, then they aren't interested. Pushing a solution on them is going to make everyone uncomfortable.
I've received referrals like this. Where someone tells me that they've informed someone else they should join the Chamber. I call that person and it turns out that's exactly what happened - they were told, they didn't ask for a call from me. I end up talking to someone who wasn't really interested but they were too polite to tell their friend, "No."
Don't let this stop you from giving referrals to your friends or to me at the Chamber. If you put your resources out there, people are going to need what you and your contacts have to offer.
Giving More Referrals
There are entire books written about developing a referral system to get people to give you more referrals. There are specific things you need to do, such as ask for them, track them, and reward people for giving them to reinforce the behavior.
I think one of the strongest and most lasting way to get more referrals is to give them. I guarantee you that if you go to your next leads club meeting and have a quality referral for every person there, you will be the most popular kid in town. Keep this up for a few weeks and you'll get back as many if not more than you give.
This would be an intense task. You'd feel like all you did was give away business. But I think this is one of those slow-growing techniques that would go exponential. You couldn't keep it up forever, maybe? But if you did this every few months, you'd create a lot of momentum that would keep the business rolling in.
I think one of the strongest and most lasting way to get more referrals is to give them. I guarantee you that if you go to your next leads club meeting and have a quality referral for every person there, you will be the most popular kid in town. Keep this up for a few weeks and you'll get back as many if not more than you give.
This would be an intense task. You'd feel like all you did was give away business. But I think this is one of those slow-growing techniques that would go exponential. You couldn't keep it up forever, maybe? But if you did this every few months, you'd create a lot of momentum that would keep the business rolling in.
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