Your ideal referral

by Andy Lopata on May 10, 2013 · 0 comments

Networking GroupIn 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. 

Think of your ideal referral and write down a list of people or companies you would love to meet. You should have a clear idea of the groups of people and businesses you want to reach and who they might be listening to.

The people they are listening to may be the key for you. Rather than targeting individual sales direct, focus your networking on building influential connections. Who are the key influencers in your arena and how can you get in front of them?

Start by considering your existing network. Who is talking to the people you most want to meet? They are the people you need to be spreading your message.

Who do you want to meet?

Who are the key influencers in their industry?

Who do you know who can introduce you to an influencer?



Before you do so, ask yourself why they would want to build a relationship with you. If they are the most influential people in their field, many people will be looking to meet and influence them. Why should you stand out from the crowd? Why would they want to associate with you?

 Once you have made the connection, supporting them in what they are trying to achieve will help. Find out their key goals and provide good and appropriate connections, timing them for the best impact.

But you need to be known by them first to do that. Being seen as an Influencer and expert in your own right certainly helps. Using social media to raise your profile and establish your credibility and expertise may bring you onto their radar.

Andy Lopata
Labelled ‘Mr Network’ by The Sun, Andy Lopata was called ‘one of Europe’s leading business networking strategists’ by the Financial Times. The co-author of two books on networking, Andy‘s third book, ‘Recommended: How to Sell Through Networking and Referrals’ was published by Financial Times Prentice Hall in July 2011.

Leave a Comment


Previous post:

Next post: