referral marketing

What is this networking thing?

by Ewan Sturman on December 27, 2012 · 1 comment

open networking 2“Networking – that’s not for me. Cheesy American rubbish! You can’t get business just by chatting to people, besides I’ve got better things to do with my time. Trust me; it will never catch on…”

I’ve had all these thrown at me in the past and I still probably hear one similar phrase a week dismissing networking as new age nonsense.

But let’s look at this a bit closer and see whether networking is new or American, or whether it even works. [click to continue…]

ABCs of Referral Marketing – D is for debrief

by Sandra Hart on November 8, 2012 · 0 comments

How many times have you come home from a networking event with piles of business cards? Where do they go? On the desk, in a drawer or maybe they end up in the bin? A few minutes spent debriefing after an event will mean a lot for your effectiveness when networking. It is said that “time is money” but really productive time is money, and being productive means having some decent business systems to handle your networking activity.

There are lots of gadgets for you gadget lovers out there, you can scan cards with all sorts of apps which will put the person in your contacts on your computer or on your phone. Maybe you file the cards alphabetically or by event you attended. I know a few people who put the cards into a freezer bag marked with the date and the name of the event. [click to continue…]

So you’ve been to a networking event you’ve met some great contacts, you have got lots of business cards, you had some fantastic conversations. What now?

Are you sitting in the office the next day just waiting for that phone to ring, the inbox to fill up, and people to call you with orders? I hope not because you may be disappointed. Networking is about building relationships with people, and a critical element is reconnecting with people in an appropriate way, a lot depends on the quality of the follow up. [click to continue…]

ABCs of Referral Marketing – E is for engage

by Sandra Hart on June 29, 2012 · 2 comments

How do you engage people at an event? How to people remember you rather than your competitor or other people at an event.

There are a few easy ways to engage people in conversation and to be memorable and they all involve a little thought and preparation.

The easiest way to start to engage people is to ask open ended questions, prepare four or five questions which you can use depending on the situation that you can engage people in conversation. Most people are reciprocal and therefore will ask you back the same question that you asked them. So let’s say you asked them “how did you get into that business?” when they are finished telling you their story about how they got involved in their business they will often ask “what about you”? or a similar question. Now this is where your preparation comes in! Any question you ever ask at a networking event or in a networking situation, make sure you have a good answer to the same question. [click to continue…]

Am I forgetful?

May 25, 2012

I was at a networking event recently, and I bumped into a chap who I hadn’t seen for a long time.  He’d been a BNI member in one of the first chapters I’d supported, some seven years ago, and had left the group when he sold his business. We had a very enjoyable conversation – both catching up on old times, and also finding out about what we were both doing right now.  It turns out that I have a number of contacts that he would love the chance to speak to, and of course, I was happy to try [...]

Read the full article →

The ABC of referral marketing – b is for benefits

March 5, 2012

Before you begin marketing any product or service you need to know some basics, what is your value proposition? How are you different from your competitors? What are the features of your product? And of the utmost importance in word of mouth marketing….what are the benefits. The benefits of your product or service are what the client is left with after you are gone, it is the value that they have derived from having some interaction with your product or service. Clients and customers want a product to do a job or a service to meet a need not as [...]

Read the full article →

Referrals, as easy as ABC!

December 30, 2011

A is for….. Authenticity! In Referral marketing it is very important to be authentic with your referral partners and your referral sources. If you are not being authentic people can see through this very easily. Depending on how well they know you and how well they know your network it may take a short time or a long time, but they will find out!!!

Read the full article →