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Presented on 9/10/13 at the North Dallas Chamber as a part of the Network Skills Workshop, this presentation outlines a process and gives insight into giving (and getting) good referrals. Presenters were Judy Bragg, Bragg Resources, and Paul E Maynard, NDCC Staff (AKA, The Relentless Networker.
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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
214-368-0596
www.ndcc.org
Judy Bragg
214-343-9490
www.BraggResources.com
Thank You!Thank You!
