introductions

How to get your fill from Business Networking

by Richard White on February 27, 2013 · 0 comments

Different snacks for wine on banquet tableI get to visit a lot of networking groups and some are really buzzing and great business is being passed. Others, much larger in size, are not passing as much business. I do not believe it’s the lack of business around but the lack of commitment of people in the group to go the extra mile to help each other.

There is a nice description I read once of Heaven and Hell. It describes Hell as a place where people are seated around a dining table, starving, and yet on the table before them is an array of sumptuous food. The people at the table can smell the beautiful aromas and yet no one is able to eat. They are all starving despite being in the midst of so much food. On closer inspection each person has a long ladle strapped to each arm. They are unable to bend their arms and the ladle is too long to reach their mouth. There is much wailing and gnashing of teeth! [click to continue…]

How Rude!

by Charlie Lawson on December 10, 2012 · 8 comments

At a networking event recently, I bumped into Elizabeth, an old colleague from a previous job.  As it was a busy event, we both agreed that we should sit down for a coffee to have a proper catch up, so we arranged to meet the following week.

With the chance to talk properly, it turned out that through our various contacts, we were both in a position to help each other.  I was really excited – her current role was on a project with a client that I’d been interested to get an introduction to, and amongst other things, I’d done a speaking session for a franchise business that her firm really wanted to pitch for.  [click to continue…]

What do you do when someone has promised you a referral but you haven’t heard anything?

It can be a very uncomfortable situation. After all, they’ve promised to do something for you but there’s no obligation on them to follow up. If you press too hard you may well not only lose the potential introduction but damage the relationship you have.

Many people, facing this risk, will take the safer option and hope that the promised referral materialises. But what if your Champion has simply forgotten? How much new business is left on the table because we’re too nervous to remind people of the commitments they’ve made?

I’m a firm believer that you are perfectly within your rights to follow up in such situations, but you need to do so in a way that still makes the giving of the referral a pleasure and never a chore. [click to continue…]

In my experience, the easier you can make it for people in your trusted network to pass you referrals, the more it will be to happen. Here are 7 easy things you can do to increase the chance of getting a dream referral :

Ask for help

Some people just like to be asked. Some assume that if you need help you will ask for it. Others are just busy getting on with their own business and yet, if asked they would be delighted to help. So feel free to go ahead and ask! [click to continue…]

How shallow can you go?

April 6, 2012

It’s a while back now, but I’ll never forget a conversation I overheard at a local networking event; it still makes me shudder to this day.  But it does explain why networking doesn’t work for a great many people. This is what I overheard.  The two people concerned were just past their introductions, when one asked the other if they had a will.  The person being asked said yes and this is pretty much exactly the response they got, “Well you’re no good to me.”, and with that the person turned and walked off!  To be honest I didn’t know [...]

Read the full article →

Don’t be afraid to tell your network what you charge

February 20, 2012

Quite often the cost of your services can stop you getting referred but not in the way that you probably think. You do not need to alter your costs or become cheaper to get referred more often. You’ll rarely hear people say: “I can’t refer him or her as they are too expensive.” It is not what you cost that stops people recommending you: it is not knowing what you cost that stops people referring you.

Read the full article →

Word of Mouth Marketing

December 15, 2011

“Word of Mouth Marketing “is it new? Just think about this for a second. How did we get business before we had print or before people could read or write. Newspapers although quite old only really started in the late 1800’s. Solicitors were only allowed to start advertising in the UK in 1984 so how did they get business before then? They Networked. They networked very well and networking is part of a “word of mouth” marketing strategy which is a fantastic way to get you the business that you want. For those of you who have not done any [...]

Read the full article →

4 great times to ask for referrals

November 30, 2011

Let’s talk about referrals. They are the lifeblood of your business. You know you need them and hopefully you’re good enough to deserve them. But you don’t ask for them! One of the four main reasons you don’t get referrals is you’re not entirely sure of the best and worst times to ask. There are critical moments of truth when you have a ‘green light’ to ‘go for it!’

Read the full article →