E-Women Network

Last night, I attended a networking event by E-Women Network. I had never heard of them until recently. I mostly went to hear my friend, Jayne Huston of Seton Hill University's E-Magnify speak. She's a fabulous women to know!

The event was different than typical networking events. The focus seemed to be more on giving than receiving, which was a welcome change. Every person had a few different opportunities to share what they were looking for or what help they needed. The group would pass their card to the person if they felt they could help them.

There were alot of BNI overtones at this meeting ... visitor hosts, referral slips, timed commercials, permission to visit the chapter twice, even language from Dr. Misner himself. It was wierd in a way. However, the "chapter" was open only to women and not limited by profession.

I liked the concept of helping people instead of being there to "get". However, I caution people referring someone that they don't really know. My intention for being there was to listen for a need and be able to refer one of my referral partners to help that person.

If you're a business women, check it out and see what you think. For me, the jury is still out.

Duh!

Have you seen those "duh" car commercials lately? Okay, so maybe you've seen them too much, however they make a good point. Where else in your life can you apply the word "duh" right now?

Duh ... I knew getting the Great Dane while still in this apartment wasn't a good idea!

Duh ... I wish I would have remembered to get gas yesterday!

Duh ... The package told me smoking was hazardous to my health!

Duh ... I thought for sure my car could make it across this flooded street!

Duh ... I wonder what would happen if I ________?

Okay, you get the picture. Don't you wish you could give out "DUH" tickets to people?

So, with regards to referral marketing, have you had any "duh" moments?

Duh ... I missed that opportunity to refer my partner because I was thinking of ME first!

Duh ... It would have been nice to have my referral partner at this networking event with me!

Duh ... I wish I had my referral partner's business card right now!

Duh ... I didn't realize my referral partner wanted that kind of business!

To limit the occurances of your "DUH" moments, pay attention to your referral partners. Keep them top of mind. Give to them BEFORE you expect to receive anything back. Write down your duh moments and discuss them with your referral partner so that you don't let them happen again!

I certainly wouldn't want to have to give YOU a referral "duh" ticket!

Value Venues

"Value Venues" ... what do I mean by that phrase?

In my mind, it's a venue by which you can add value that brings equal value right back to you as well. For example, one of my favorite examples of this is writing articles. Writing articles that impart your expertise is a perfect way to add value to someone else as well as add value to yourself by increasing your visibility and credibility.

One of my goals this year is to write and publish 20 articles for business publications. So far, I've been quite successful at writing for several publications from business newsletters to the Allegheny County Bar Association's Legal Journal. The purpose is two fold: 1) to add value to the publication by sharing my knowledge and expertise, thereby educating their consumer and 2) to become known as the expert in the area on referral marketing. So, if you need an article on referral marketing or networking, send me an email.

What are some other value venues to explore for your business?
- Networking groups, so long as you're an active member

- Writing a book

- Pro-bono speaking engagements (I ask people to apply for them and limit how many I do per year)

- Volunteering for a non-profit (so long as you volunteer for the right reasons)

What other value venues have worked for you?

Time, Energy, Attention

What do you do to GIVE to your referral partners?

How do you go the extra mile?

Today at my BNI chapter Circle of Excellence meeting, my director, George Zacherl, did a presentation that focused on one-to-one meetings. In BNI, members are encouraged to meet with other members one-to-one to get to know them and their business extremely well in order to refer each other business. It's no secret in BNI that the more one-to-ones you do, the more referrals you receive in the long run. George singled out 4 people in my chapter who have had more than 40 one-to-one meetings so far this year. Out of the four, three of us (myself included) are referral partners who make a commitment to each other to meet on a regular basis. AND, the same three are Certified Networker graduates! Is this a coincidence? I don't think so!

I give time, energy, and specific attention to my referral partners. One thing that I have done to go the extra mile for them is to sit down with them individually in my office and weed through my contact list for specific prospects for them. Then, we discuss the best approach to use to generate business for them. It's not only helpful for them on the obvious level, but it's also teaching them how they can do the same for someone else too ... maybe even me when the time is right.

So ... how much time, energy and attention have you given your referral partners so far this month? Perhaps it's time to give them what they deserve ... priority.

Survivorman!

My friends know that one of my favorite shows is Survivor! I really enjoy the concept and the dynamics that come into play with putting people into stressful situations. I even applied to be ON Survivor several years ago. Recently, I discovered a new show called "Survivorman". This is a real survivor show about one man, Les Stoud, and his adventures of being purposefully stranded in the most harsh terrains on the planet to live for 7 days alone.

I took the time to look up his website and read more about him. Les is absolutely passionate about the environment and survival strategies ... so much so that he made it his career and lifestyle. He lives far in the northern Canadian territory with his wife in a minimalist lifestyle with very little, if any, modern amenities. I find this passion to be absolutely compelling.

How does this relate to referral marketing? The way I see it, authentic passion enhances your referability. When people sense your passion, experience your passion, and feel your passion ... it becomes contagious! Other people can't help themselves from talking about you and sharing your passion with others. Passion fuels a referral marketing campaign.

Are you passionate about what you do? Is it truly what you were meant to be doing? Are you expressing your passion so that others catch it and pass it on? If your answer is "no" to any of these questions ... consider its impact on your referability!

Fill a Need!

One way to seriously enhance your referability is to fill a need. Think about the kind of customer you want. What are they complaining about? What are their biggest issues that you can help solve? How can you make it easy for people to do business with you?

Case in point. My dog is well into her senior years at age 14. She's a big girl at 90 lbs and it's really difficult to get her into the truck to go to the vet. And, the truck is not that comfortable for her anymore with her older hips. So, enter the Vet to Pet business. I found a local vet that makes house calls. He is able to perform most basic components of the health exam right in your home ... blood samples, shots, etc. The dog is more comfortable all around. And, with his portable scale, he could even weigh her. The guy's business exploded by word of mouth! Why? Because he filled a need. Think about all the elderly pets like mine. Think of all the elderly people who can't get their pet to the vet.

This guy is very referable! He made it easy for people to refer him because he filled a niche. I haven't found anyone like him yet in this area.

What problem can you solve that no one is paying attention to right now? What niche could you fill? Imagine how this could enhance your referability!

Masters of Sales!

If you could collect the top sales professionals in the world, put them in a room and stoke them for all their wisdom ... how much would it be worth to you? My guess is that it would be worth much, much more than $19.95. What if I said you COULD get it all for only $19.95! It's true.

Well ... believe it or not, all the hard work has already been done for you. The top sales professionals around the world have come together in a new book that is about to hit the book shelves! This book, called Masters of Sales, by New York Times Best-Selling Authors, Dr. Ivan R. Misner and Don Morgan is busting with valuable advice from top sales names such as Jack Canfield, Martha Stewart, and Anthony Robbins (to name a few).

Discover the secrets of the masters that have lead them to the holy grail of sales ... the good four letter word ... SOLD! Learn from their triumphs, struggles, and tactics that have made them top of their game.

Masters of Sales is due to be released this month. If you're in business, it's just one of those books that you have to own.