I could never really understand the nursery rhyme… Little Bo-Peep, she just left everything to chance, hung out at home and waited for the sheep to find their way back to her! And low and behold, although sheep are not known for their ability to find their way anywhere without direction, they found their way home with no effort or pro-activity from Little Bo-Peep. [click to continue…]

The power of introducers

by Andy Lopata on April 16, 2013 · 0 comments

leadership meetingJust 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. [click to continue…]

I’m terrible with names

by Charlie Lawson on March 1, 2013 · 2 comments

welcoming guestsI’m terrible at remembering names.  I always have been – and often, given I run the UK’s biggest referral and networking organisation, this can cause some interesting challenges.

‘Hi Charlie’, someone will say when we meet at an event or function.

‘Hi, how are you?’ will be my slightly stumbled, embarrassed reply.  Now I KNOW that I’ve met the person before (faces I don’t have a problem remembering) – but names – like I said, I’m terrible!

If they are wearing a name badge though, a quick glance down, and the reply is a much more satisfactory ‘Hi Tim, how are you…?’  I’m not talking about this being satisfactory for me (although less embarrassing maybe) – I’m much keener to make sure that my networking contact, in this case Tim, feels respected and that I’m interested in him.  After all, it is the relationship between us that will determine whether the two of us are profitable networking partners.  [click to continue…]

Leading by example

by Richard White on December 31, 2012 · 0 comments

What is your story?You know you are very talented at what you do. So how do you make it sound exciting when networking and avoid eyes glazing over?

How do you get people to think of good referrals for you even though they have not got a clue what’s involved in doing what you do?

The answer is to stop talking about your services and start giving example stories of your clients and the problems you have solved for them. [click to continue…]

If it’s good enough for Usain Bolt, it’s good enough for me

December 2, 2012

Excluding relays, Usain Bolt has run in four finals in the previous two Olympics.  He’s won four Gold medals and has become widely accepted as the fastest man ever. And do you know how long he took to win these four finals?  57.94 seconds. That’s less than a minute. In fact, that’s less time than you’ll spend reading this blog.  Talk about practising hard so you perform brilliantly when it matters…

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Being Specific – is it a Complete Waste of Time?

November 12, 2012

I was running a training workshop recently, and at the end I facilitated a business generation exercise where all the attendees (about 60 or so) were asked to share their top ‘target’ in terms of who they’d like a referral to. The key to success in this exercise is that it only works if the targets shared are specific – so not only naming a target company, but also the person at the company they’d need to speak to, both in terms of their job title, and their name.

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ABCs of Referral Marketing – D is for debrief

November 8, 2012

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 [...]

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How to get more golden referrals

November 1, 2012

If you put time and effort into building a quality referral network you will find that, before too long, people in your network will start referring business to you. If you want the referrals to keep coming on a regular basis you not only need to do a great job for your new client, but also respect and nurture the source of the referrals. 

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