Giving a Good Referral

Judy Bragg, Bragg Resourcesand The Relentless Networker

Referrals: The Currency of Networking

Presented toThe Networking Skills Workshop

September 10, 2013

So Why Aren’t Referrals Given?

Audience!

Why Network?

• Grow our business

• Expand our network

• Develop trusted relationship

• And, because networking has value!

The Process

• Meet someone at a function

• Schedule a one-on-one

• Do your homework

• Have a meeting

• Follow-up, Follow-up, Follow-up

Do your homework!

• Check out their website

• Read their LinkedIn profile

• Search on their company name

Meeting Format

• Plan to meet for an hour

• 20 minutes for the 1st person

• 20 minutes for the 2nd person

• 20 minutes to circle back

Use the whole hour!

Learn: Ask Key Questions

• What is their business?

• Who is their ideal client?

• What industries do they focus on?

• Ask for an example of a current project?

• Who is not a good client?

Listen Carefully

• Take notes

• Ask questions if you don’t understand

• Actively listen

• Stay focus

• Turn off your phone – it is only one hour

Meeting Manners

• Meet somewhere you can talk and won’t be distracted

• Not a monologue; it’s a dialog

• “Ping Pong” conversation

• Eye contact

Ground Rules of Referrals

• Put some thought into the referral

• Don’t just check off a box

“Does your contact really need to

meet this person?”

What comprises a Good Referral?

• There is a need for your services.

• They could refer someone to you that can use your services.

• The two of you have something in common.

Pink Elephant in the Room

• Givers vs. Takers

• This is about sharing

• It’s not “it all about me”

• Risk of giving referrals

• No follow up

• Do a bad job

Make the Actual Referral

• Give names at the meeting real time

• Can they use your name?

• Follow-up with contact information

• Send a virtual introduction email

Follow-Up Follow-Up Follow-Up

• Send a virtual introduction email.

• Follow-up to see if they connected.

• Ask about results.

Exercise

• What is their business?

• Who is their ideal client?

• What industries do they focus on?

• 1st 5 minutes – Pick a partner

• Ask your partner one of the below questions , take notes

• 2nd 5 minutes – Ask your partner the same question, take notes

Q&A

Judy Bragg, Bragg Resourcesand The Relentless Networker

Let’s Review: Giving a Referral

• Networking Currency

• Do your homework

• Meeting format

• Learn: Ask key questions

• Listen carefully

Let’s Review: Giving a Referral

• Meeting manners

• Ground rules of good referral

• What comprises a good referral

• Pink elephant in the room

• Make the actual referral

• Follow-Up

Paul E Maynard

pmaynard@ndcc.org

214-368-0596

www.ndcc.org

Judy Bragg

214-343-9490

jbragg@BraggResources.com

www.BraggResources.com

Thank You!Thank You!