Andy Lopata

Focusing On Your Goals – Part One

by Andy Lopata on July 8, 2014 · 0 comments

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I cannot emphasise enough the importance of setting clear goals if you want an effective referrals strategy. The clearer you are in your own mind about what you are looking for, the better placed you are to communicate those needs to your network and to help them find and convert the opportunities to refer you.

If you are going to attend networking events or join groups, you need to pick the right ones for you and understand what success is going to look like for you. [click to continue…]

Why People Actually Like to Help You

by Andy Lopata on April 10, 2014 · 0 comments

It’s amazing how often people are nervous about asking for referrals. It’s as if we are scared of being a burden to our networks rather than taking pleasure by enabling them to do something they enjoy.

Yes, something they enjoy. Because, in my experience, most people seem to derive more pleasure from making a connection that makes a positive difference to someone else than they do even from receiving such introductions.

Stop thinking about referrals to you, as an imposition on others. As long as you add value to the person you’re being referred to, as long as you are providing them with a solution to a problem they face, or satisfying a desire they have, then you are anything but.  [click to continue…]

ColumboThere’s something stunningly crass about asking for referrals before you’ve even delivered the most basic service to a new customer. And yet so many people do it.

Known as ‘The Columbo Close’ after the TV detective who would be on his way out of the door, before turning around and, with his immortal words, delivering the knockout blow that would unmask the villain of the piece. In the sales world, the villain of the piece is the salesman who finishes off his sales pitch by asking ‘one more thing’. [click to continue…]

A Three Minute Elevator Pitch? Welcome to Hell!

by Andy Lopata on December 23, 2013 · 2 comments

LiftFlying back from Copenhagen recently I picked up a copy of British Airways’ Business Life Magazine. Flicking through, I was naturally interested to come across an article by Terri Sjodin entitled  ‘Going Up?’ [click to continue…]

Should your business card stand out from the crowd?

October 15, 2013

Over the last fourteen years I have been given business cards of all sizes, colours, material and theme. There have been some wonderfully creative approaches to make business cards memorable, from incorporating digital brochures onto CD-Rom and USB cards to cards made of solid metal.

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Why Saying Less Could Ensure You Are Referred More

September 5, 2013

If, while you’re reading this blog, one of your friends, family or business associates found themselves face to face with someone you would want to meet, would they know? Would they think of you, recognise the connection, understand why and know what to say?

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Your ideal referral

May 10, 2013

In a previous blog, I talked about how to help people understand what you do in order to help you more effectively; making it easy for them to do so rather than antagonising them.  Once your network understand what you want them to say about you, you then need to focus on who you want them to share your message with. If, for example, you are looking for contacts in the public sector, there is little advantage to be gained if your message is being shared with small start-up companies. 

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The power of introducers

April 16, 2013

Just as you need to be very clear on who your ideal referrals are when speaking to your Champions, so it is important for you to think about how you can best help the people you want to refer. Whereas a referral to a prospective client may lead to just one transaction taking place, one to an introducer could lead to a number of transactions over a period of time, and to long-term partnerships. It may, therefore, be far more powerful for you to refer potential introducers to your network, rather than just clients.

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