02 Jul 2010, Posted by admin in Business Networking, 0 Comments.

so who are your fans anyway?

Who could be referring business to you, but isn’t?

This is one of the first questions I ask people who attend my workshops and it rests on the premise of starting with people we already know.  Who, from the people you know, could be referring more business to you? It could be people who refer you but only occasionally.   People you often recommend to others but somehow, you get little back in return.

How about your friends, family or pals in your sports club or network associations? Referrals and recommendations are almost always based on trust and confidence.  Confidence, that you won’t harm their reputation if they recommend you to someone else.   So now put that list together.  Who thinks you are good at what you do?  Who are your fans, who loves and respects what you do?

Almost everyone overlooks their client base and they don’t even think of their friends and family.  At least this seems to be true with men – women are far better at asking for help and sharing their challenges than men in my view. You see, your client base already has trust, confidence and experience of the service you provide – they just don’t know you might be looking for introductions.  In fact, you think they will recommend you automatically, just because you did a good job.  Think again.

Doing a good job gets me referrals is a myth?  You get some but not nearly enough.  The same goes for your family and friends.   They will help you if you sat down with them and asked for their help.

So your first task in developing a referral strategy is to make a list of your very best clients and consider how you are going to re-engage with them and then ask for their help.  The more specific you are in who you want to be introduced to will help them help you.  The added value of getting back in touch, will bring you even more benefits.

So, how do you do it?  Pick up the phone, invite them for coffee or lunch.  Include a request for introductions in the survey we talked about last week. Insert a ‘tell a friend’ form on your website. One of my business contacts enters the words – don’t keep me a secret at the foot of each email he sends out.

If you have any other ways you find successful, please send me an email and let me share your original ideas.