Referral Marketing: Year End Assessment

As another year comes to a close, many people will be proclaiming their new year resolutions. My question is ... why?! I can't think of too many people who actually keep their resolutions for more than 3 months anyway! And, most often, our new year resolutions are focused on things that will make us better people. If that's the case ... why are we doing these things all the time? Why not simply be the person we truly want to be all the time?

Enough said on resolutions.

I would like to propose that at this time of year, instead of taking time to proclaim a resolution, take the time to perform an assessment on yourself and your business. Ask yourself these questions and honestly assess your performance:

1. How well did I perform for my networking group in 2008?

2. Did I get out of my "cave" and into the networking world as I needed to?

3. How well did I give of myself to my referral partners in 2008?

4. How well did I focus on my goals in 2008?

5. What did I do this year to enhance my professional development?

The end of the year is a GREAT time to assess your overall performance. If you want to improve, there's no need to proclaim a resolution that you'll break in 3 months ... as NIKE says ... just do it ... all day ... every day!

Happy New Year!

Referral Marketing: Be prepared!

Are you ready? Ready for anything? My dog (pictured here) is ready for anything that could possibly be thrown at her ... literally! (She's sporting her new "doggles" that a friend gave her for Christmas!)

"Be prepared" is more than just the "scout" mantra ... it's a business necessity ... especially when the economy is uncertain. Now is the time to prepare your referral marketing plan for 2009! Actually, you should have already started a few weeks ago!!

Most likely, you're among the many other businesses looking to streamline their efforts in 2009. Work a little tighter ... a little leaner ... hold your purse strings a little closer. When it comes to word of mouth marketing ... you can't afford to be tighter and leaner. You need to be expanding your referral marketing plan and re-commit yourself to the networking process. Your business will survive this market if you leverage your relationships to help you through it.

Take a minute to analyze how much $$ you spend on advertising ... then compare that to the business you got from that money invested. My guess is that it's probably rather small.

Perhaps now is the time to re-allocate some of that money into your word of mouth efforts. Take more people out to lunch in 2009! Go to more networking functions in 2009! Join another association or a chamber for the first time! Apply for membership in a BNI chapter!

A slow economy means that you've got to work smarter. If you focus your efforts on leveraging your relationships for referrals ... you can't get much smarter than that!

Happy Holidays & Cheers to a Profitable Year!

Referral Marketing: Christmas Trees!

This is one of my favorite times of year ... Christmas! I love everything about it ... family, friends, traditions, snow, lights, giving, decorating, HO trains, cookies, parties, gifts, and the smell of a freshly cut Christmas tree!

Every year, the first Saturday of December is booked for "tree day!" We typically make a day of it and drive about an hour to a massive tree farm. This year, it was a perfect day ... cold with some light snow in the air. Our new dog went along for the first time (what a trip!) If you've ever searched a "wild" tree farm for your perfect tree ... you can envision the challenge. We don't like to hop from farm to farm so knowing what we want before we leave the house is important.

For me, the "right tree" is about 9 ft. tall (to allow some trimming), spruce of some kind (stiff branches allow for heavy ornaments), lots of air space (for LOTS of ornaments), straight trunk, and nice top to hold the star. Knowing what we're looking for makes it alot easier to find the tree. This one? No. This one? No. This one? YES! (Yes ... that's the one we brought home!)

Imagine how much easier it could be for your referral partners to find the RIGHT referrals for you if you knew exactly what you wanted? I talk to too many people who can't really describe their preferred client. If YOU can't describe your preferred client ... how can anyone find it for you?! It has to be frustrating to your referral partners when they work so hard to bring you a referral only to find out that it's not what you wanted. Help them to help you ... know exactly what you want and teach them how to find it for you!

Referral Marketing: Holiday Referrals!

In the next few weeks, I'm going to be attending 8 holiday gatherings ... and that includes 3 with family! Imagine how many people I'll be around in such a short amount of time! There will be referral opportunities upon every turn.

My job as a great networker is to keep my eyes and especially my ears open for referrals for the people I know. You can bet that during these gatherings, people will be talking about lots of things going on in their lives. For example, here are some of the things I'm likely to hear:

"My water heater broke last night!" (a referral for a plumber)
"House training our new puppy is really hard!" (a referral for a carpet cleaner or pet trainer)
"I wish I didn't have so much static in our house at this time of year!" (a referral for HVAC guy)
"Now that the kids are gone, our house is so big!" (a referral for my real estate agent)
"I'm so frustrated with my financial advisor!" (a referral for my financial advisor)

When I hear these opportunities, I have one phrase that works nearly every time to create a referral. I ask, "If I knew someone that could help you with that (or solve that problem) would you like to meet him (or her)?" See what I mean! Referrals ... referrals ... referrals!

How happy will you make the people in your network when you can present them with a holiday referral? Keep you eyes and ears open!! Good luck!

Referral Marketing: Viruses!

It's that time of year when viruses (like this flu virus) run through society ... spreading their discomfort from person to person. It's also that time of year when people do alot more networking due to the many holiday parties jammed within a short amount of time. Viruses LOVE networking events and parties! You can bet they're the first ones to arrive at any function just waiting to shake your hand. These viruses can knock you out of commission and cause your wonderful holiday feast to taste like cardboard in your mouth.

Not all viruses are bad when it comes to referral marketing and networking. According to Wikipedia, "viral marketing and viral advertising refer to marketing techniques that use pre-existing social networks to produce increases in brand awareness or to achieve other marketing objectives (such as product sales) through self-replicating viral processes, analogous to the spread of pathological and computer viruses. It can also be word-of-mouth delivered or enhanced by the network effects of the Internet.

Viral marketing is a marketing phenomenon that facilitates and encourages people to pass along marketing message voluntarily. Viral promotions may take the form of video clips, interactive flash games, advergames, ebooks, brandable software, images, or even text messages."

So, let's see if you're interested in spreading my new viral marketing message to your contacts. Check out this website http://www.29percentvideo.com/. Then, spread the word ... share it with your contacts ... ask them to view it too! Let's see if viral marketing is all it's cracked up to be.

In the meantime ... wash your hands ALOT. Especially before, during, and after a networking event. And never touch your nose!

Referral Marketing: Keep Your Promises

Today I read an article that really addressed the need to set standards that build trust and integrity in all you do. It was about keeping your promises.

In the article, posted in Smart Business Magazine Pittsburgh, by Jim Huling, it recounted a situation like one I'm sure many of us have faced before. Imagine, a typical busy day that includes traveling through an airport. In an airport, Jim met a long time friend (Sam) and after catching up a bit, Sam suggested that they meet up the following Tuesday for lunch. Jim agreed and then hurried off to catch his plane. On the following Tuesday, Jim gets a text message from Sam that says, "Are you coming?" In that instance, he remembered his commitment to Sam and failed to put it in his calendar. Consquently, he now had an appointment that prevented him from joining Sam for lunch. When he called to explain, he could tell Sam was dissapointed, but what he said to Jim stuck with him! Sam said, "I can understand what happened, but I wouldn't have expected it to happen with you."

I'm sure that this has happened to you ... it's happened to me too. The lesson learned is to focus on the moment ... know your weakness of forgetfulness ... record your promises, regardless of what it is. Be careful to make promises you can keep. Commit to keeping the promises you make. This will no doubt build trust and credibility in your relationships and in the long run, significantly enhance your overall referability, too!

Referral Marketing: Cast Your Ballot!

Today is a special day in our country! It's a day to freely express your opinion. A day to execute an American right to cast a ballot for the person you feel is right to move our country forward. A record number of voters is anticipated today and there are many assumptions as to why that will be the case.

In my opinion, the record turn-out will be due to the fact that people have been motivated like never before! People have participated in registering first time voters like never before! People have been inspired into motion ... like never before! Motivated, inspired and involved people can make things happen.

Imagine if you and your business were surrounded by motivated, inspired and involved people to help work your word of mouth marketing campaign? Imagine if the people who were referring you were as passionate as the campaigne volunteers have been for their candidate? Imagine if your message was shared with as much conviction as each candidate attempted to share to its supporters?

Each candidate took the race very seriously. Do you take YOUR word of mouth message as seriously as a run for the White House? Why not? Imagine how things might change if you did?

If you haven't done so already ... VOTE!

Referral Marketing: Building Bonds

I am glad to be back on the blog trail again! Traveling for fun and for promoting The 29% Solution has kept me away for too long!

Today, I wanted to share with you my thoughts on building bonds with those referral sources in your network.

I spent this past weekend together with my BNI Director colleagues at a retreat center in West Virginia. All of us help to develop the BNI region of Western PA. Once a year, our Executive Director partners, Bob Schmitt & Deanna Tucci Schmitt, pay for us to go on a retreat together for two days.

Initially, I always secretly complain about having to give up time away from my family, my business, and a precious weekend day! However, it never fails that I laugh so hard throughout the weekend that I'm reminded why I enjoy being a part of this group. Yes, we spend most of the time working ... not only on BNI but on our own businesses as well. That's a great opportunity! But, the best part of the entire weekend is the time the group spends playing together, teasing each other, and building bonds that will transcend our businesses. The wacky scavenger hunt throughout the property has become legendary (see the picture s... I shall protect their identity for their own sake!). Game night is also very competitive and full of excitement.

The true wealth of the weekend can be seen when we work to help each other, support each other, and look for business opportunities for each other. This doesn't just happen with people! Building bonds that get to the level of friendship secure a strong team. Deanna & Bob know that and I commend them.

How well do you know the people that you want to pass you business?

Referral Marketing: The Recession!

Now more than ever, it's critical for you to become a truly effective networker in order to thrive during these recessionary times. Networking in order to develop key relationships is the most cost effective way to generate new business. No matter how bad times get, people will always turn to networking as a way of keeping them and their business visible in the community.

People (including your customers) tend to want to stay close to home when the times get tough. With respect to networking, that translates to people wanting to do business with those closest to them. Closest to them personally and sometimes, geographically.

It's no secret in referral marketing that people choose to do business and give business to those they know, like and trust. I find it very interesting that the largest networking organization in the world, BNI, has thrived during every recession it has experienced. In fact, it's current motto is "I refuse to participate in a recession!" Dr. Ivan Misner, founder of BNI, has said that people seem to find "networking religion" when times get tough.

People who have been successful at building deep, long lasting relationships will thrive throughout this period. People who have developed extensive databases of contacts with no real substance to the relationship, just might find it more difficult to get people to help them. If that's the case, consider it a wake-up call and begin developing relationships that truly mean something to both parties!

Referral Marketing: Breaking Records!

I spent this past week in the Adirondacks. Inlet, NY is a simple place, yet one of my favorite places on the planet. During the trip, I participated in the "One Square Mile of Hope" event that set out to raise money for the Susan B. Komen breast cancer foundation AND break the Guiness World Record for the number of canoes/kayaks arranged as a solid raft (everyone holding onto each others boats) on one body of water! The unofficial result is that we did indeed set a new Guiness World Record! This is the first time I've ever been a part of breaking a record. Kudos to Connie Perry, owner of Frisky Otter Tours, for having the vision and making it happen. Congratulations, Connie!

In a tough economy, one of the best ways to thrive is to clearly be able to separate yourself and your business from your competition. One powerful unique selling position is when you or your business breaks records or accomplishes "firsts". Connie Perry's business is focused on canoe and kayak tours and rentals of the Adirondacks. Do you think she has competition? Yes! However, not one of her competitors can state the claim that they organized a massive canoe/kayak event that broke a Guiness World Record! She is the first in her community to do so and will always be known for that accomplishment. If I were Connie, I would use that unique selling position in all of my marketing materials! I would use that unique selling position to position me ahead of my competitors.

Do you have a unique selling position? What can you say about you or your business that your competitors cannot say about themselves?

Referability Expert: Palm Centro!

So does anyone really know the difference between a Blueberry (I mean Blackberry) and a "Smartphone"?! From my limited perspective, I think its mostly a branding thing ... however, I could be missing the boat on this one.

Branding or not, I recently chose the smartphone ... specifically, the Palm Centro. I liked the Centro for a few reasons:

1. It provided me with a short learning curve, since I already had a Palm device.
2. It made it easy for me to view my calendar and create my monthly reports because of the color sort option on the calendar.
3. I could learn how to use the key pad quickly because the keys are aligned like a normal keyboard.
4. It's designed to improve my overall efficiency.

All of these BENEFITS made it a no brainer choice for me! I really like the device.

In general, marketing professionals know that customers typically make their buying decisions based on the benefits of a product or service. I surely did in this case. In order for you to generate referral business, customers need to know the benefits of your product or service. In order to get other people to refer people to you, THEY too, need to know your benefits. As they're talking to other people on your behalf ... that's what they need to be able to say in order to pursuade someone to become interested in wanting to meet you.

You can find out more about this topic in my new book, The 29% Solution: 52 Weekly Networking Success Strategies, strategy #30. Listen to your words ... are you telling people about your benefits or are you basically listing your features??

Referability Expert: Invisible Fences

If you follow this blog, you're probably aware that several months ago, I got a new 6 month old puppy. Well, she's almost a year old now and she has become a fantastic dog! She's incredibly smart (if I do say so myself). She seems to be able to learn a new trick in a matter of a day or so. She loves to ride in the canoe, go camping, hike, and basically be anywhere I am. It certainly didn't take her long at all to find a very secure place in the family!

Well, now I'm trying to decide if I want to have an invisible fence installed to ensure her security in the yard. Not to keep things out ... but to keep her in. She's learning so well to mind the commands of "come", "stay", "stop", etc. But there's always a chance that a passing deer might tempt her a little too much and the thought of losing her would crush me. What attracts me to the invisible fence is the fact that there's no fence to be seen ... no fence to mow around ... no fence to obstruct my view ... etc. I guess time will tell what choice I'll make regarding the security of my pup.

Are you aware of the invisible fences that you put up between you and other people when you're networking? Are your invisible fences keeping you safe or keeping other people away? Are you intending to keep people away from you?

We've heard of the Law of Attraction ... well, invisible fences have a tendency to activate the Law of Repulsion when you're networking. People want to network with other people who are open, inviting, and accessible. Are your behaviors reflecting this? And a really big question to ask yourself ... how are other people perceiving your behaviors?

I might still consider the invisible fence for my dog ... however, you might want to seriously consider dismantling yours when it comes to networking and your referability!

Referral Marketing: Customer Service

This past weekend, I had a cap put on the back of my pickup. If I must say so myself, it's beautiful. It matches my Tacoma perfectly. I've lasted nearly 3 years without a cap and now ... I feel that my truck is complete ... except for one thing. The cap was ordered with a mistake. I had requested that the window that is facing the truck cab be a slider so that I could have easy access between the cap and the cab. (are you following me?) The cap arrived without that slider window. Of course, no one noticed it while it was being installed. I noticed it right away upon inspecting their work (which was very well done).

Apparently, the man taking the order wrote down that I wanted the sliding window, but since it wasn't where it was supposed to be on the sheet of paper, the man reading the order did not catch it. So, what does this mean to me, the consumer? I'll need to fit them into my schedule again, drive another 40 miles, and take another hour of my time ... not to mention that they will need to completely remove the cap again to replace the window. I can understand human error, however, I'm hoping that the inconvenience is taken into consideration.

I believe this happened because the man reading the order was operating on auto pilot and failed to see beyond the obvious. So, let's think about how this applies to your referral marketing efforts?! Are you operating on auto pilot with your referral partners? in your networking groups? in your office? at networking events? If you are ... you quite possibly could miss a fine detail that could cost you alot of money and/or time to repair. Your relationships could reach a stale mate because of you not giving much to them. Your creativity could wither away. Ultimately, the referrals coming in could significantly slow down because you're not focused on helping the people in your networking group.

Are you willing to have your referral customer service suffer?

Referral Marketing: The Go-Giver

The Go-Giver: A little story about a powerful business idea!

Recently, I got my hands on a copy of the newset book by Bob Burg and John David Mann. I love this book! I wish I had coined the phrase, go-giver ... it's brilliant!

We've all become familiar with the "go-getter" concept. Especially, anyone in sales knows that the best way to be hugely successful is to be a real go-getter! Get out there and get the sale ... no matter what! Work every hour that you can because if you miss an hour, that's the ONE hour that could have closed the deal. Answer your cell phone on the toilet because you've got to be able to help your client whenever and whereever (literally) they need you!

Wrong! Oh so wrong.

This little book is the story of one of those so called go-getters who begins to feel that no matter what he does, the further away his goals seem to be. It's not until this go-getter is taught the true secret of success that his life begins to change. This story brings new life to Dr. Ivan Misner's (my mentor & co-author)phrase, "givers gain".

If you're no where near as successful as you want to be ... pick up a copy of this book. Even though you'll finish it quickly, the message will stay with you forever!

Referral Marketing: 29% Global Success

If you've been following this blog, you would know that I have a new book out that will become available to the public on September 1 in all major book stores. The book is called, The 29% Solution: 52 Weekly Networking Success Strategies. I co-authored this book with the internationally known networking expert, Dr. Ivan Misner, founder of the worlds largest networking organization, BNI.

What's been really cool about this whole experience is to watch how this book is having global success. The other day, there was an article about the book in a paper in Montreal, Canada. Advanced copies of the books are already being purchased by BNI Directors around the world. And, today, I saw a story about a soldier (Lt. Colonel Edward Bean) reading my book in the back of his blackhawk helicopter in Kuwait! WOW!! I'm blown away and the ride is just beginning ... since the book has not yet been officially released.

Here is just one of many reviews already posted on Amazon.com.

How can you lose when you get to chose 52 weeks of Networking Activities!, July 26, 2008
By
Tim R. Green (Flint, MI) -Wow and I thought I was a word-of-mouth marketing expert until I read this book. My hat is off to Dr. Misner & Michelle Donovan! Don't let the title fool you. The 29% Solution should be re-titled The 100% Solution! All you have to do each week is engage yourself in one of the networking activities. Finally a simple way to financial success. Every college should require students working on a business degree to read the 29% Solution.

If you, too, are interested in an advanced copy, visit my website for details.

Referral Marketing: Saw-Whet Owls

The other night, I was awakened by an unusual sound in the darkness outside. I listened intently ... realizing that this was a sound I had never heard before! What was it?! Was it a coyote? A fox? A weird bird or something??

I began investigating by searching through animal and bird sounds online. Process of elimination led me to the Saw-whet owl. I knew it was a resident of the state, but I've never seen or heard one actually call ... until now. The more I read about the Saw-whet, the more I wanted to know.

It's a cute, tiny owl with big eyes. It eats mostly mice. Its defense upon discovery is to sit still and not fly, leading people to perceive them as "tame." They are fairly nomadic, never wanting to stay in one place for too long. They are only about 7 inches high, so you should consider yourself lucky if you've seen one.

One sure fire way to hinder your referability is to act like a Saw-whet and never stay in one place very long ... particularly with respect to a networking group. Your "referability" is specifically relating to your ability to refer to other people and their ability to refer to you. If you're the kind of person who only stays with a networking group for a year and then moves on ... you're just not going to get the kind of referral results that you want from that group. People like to know that they can count on you being there. They like to feel assured that you're going to get to know them and help them with their business. There's a level of trust and confidence that must be built and maintained to ensure and enhance your referability.

Saw-whet owls are great little birds ... but they would make lousy networkers!

Referral Marketing: People with Babies!

Have you ever noticed that people with babies attract each other? And ... on the flip side, people without babies also attract each other.

People with babies share a common bond and comfort level with each other ... they can appreciate the excitement of seeing their baby smile for the first time; discover their tongue for the first time; take their first step; say their first word; experience their first all nighter; and change the dirty diaper. Generally, they speak the same language. They share the same stories with different characters. They hang out in the same places, buy the same food, drive the same kinds of cars, and buy the same toys.

If they're not careful, people with babies might get totally disconnected from the rest of society ... those of us without babies.

There's a similar danger in networking for you if you never network with people who are different from you. This kind of isolation can disconnect you from the rest of the business world. You could be missing out on tremendous resources and opportunities by meeting different people, networking at different events, and expanding your connections. If you find yourself getting bored with your networking group or uninspired by the events you're attending ... it's a signal that it's time to change things up a bit!

Don't allow yourself to only speak the language of babies and talk about how often your little one needs his diaper changed!!

(This is the cutie I spent the afternoon with today!)

Referral Marketing: WALL-E

This weekend, I went to the movies to see WALL-E. In my opinion, it's one of the best movies of the year! If you haven't seen it ... run ... don't walk to the theater.

WALL-E gives us a glimpse into the distant future of the planet earth. Humans have trashed the planet ... literally. There becomes so much trash, that humans are shipped off to another planet far away in the galaxy to live in a confined, automated, monster ship. Everything is automated!! All humans have become obese because they do nothing but float around in reclined chairs waiting for everything to be handed to them. They travel in some kind of trance, always tuned in to audio or visual stimulus ... totally unaware of their surroundings. It's a very grim look of what our lives could become if we permit it to happen.

Do you allow yourself to operate on autopilot too often? Are you aware of your surroundings? How about when it comes to your network? Operating your network on autopilot is a recipe for disaster ... as far as I can see it. You can't allow yourself to neglect your network or to become totally unaware of the people who surround you. You could be standing next to your biggest client and never even know it!!

The most successful networkers never sit around waiting for things to come to them. They are out there, building relationships, connecting other people, finding referrals for others, and looking for opportunities. That's why we say it's ... Net-WORK ... it's not Net-SIT or Net-EAT!!

The moral of the WALL-E story ... we can control what happens to our planet! The moral of this blog entry ... we can also control the success of our networking efforts!

Referral Marketing: Living it LARGE!

Today, I had the pleasure of attending a great lunch with Weston Lyon and several of his key referral sources. Weston truly knows how to live it large! He is known locally as the "King of the Functional Fitness Jungle". He's completed five co-authored books this year! Anyone who meets Weston can easily see his passion. And, it's somewhat contagious. If you spend 30 minutes with Weston, you'll know why.

The really cool part about today was observing one of my students (Weston) apply some of the strategies he learned in Certified Networker and Referral Pipeline. He created a purposeful meal opportunity for his referral sources. The goal was to facilitate our meeting each other and to help us forge new relationships within his network. He positioned himself as the center of his network at that moment and everyone there knew it and thanked him for it!

Weston has made a higher level commitment to 30 people in his network this year. As I looked around the room of 10-12 people, I could see 6 or 7 of my graduates participating and experiencing a real life application to what they had been taught. Weston provided an excellent example of how to truly and authentically GIVE to your network.

He knows and lives the "Givers Gain" philosophy of doing business! I walked out of there today selling two books and scheduling one speaking engagement. Thanks, Weston! I owe you one!!

Referral Marketing: It's All About ME!

Imagine what the world would be like if it revolved entirely around YOU! From the perspective of a 4-5 year old ... the world really DOES revolve around them. You can see it in everything they do. They make decisions based on what will benefit them, first and foremost. They manipulate their parents whenever they can to get what they want ... now, sooner than later. Perhaps as a parent you've been the victim of the "mommy said this" and the "daddy said that" game of "how to position your parents against each other so that they give in" tactic. They work the system of their world completely to their advantage.

Most kids at this age don't quite appreciate that the world really doesn't revolve around them. They haven't yet learned the true value in giving to others first. They haven't learned to process their decisions to include the impact on others ... and nor should we expect them to at this age. Can you remember when you first learned this life lesson? I'm certain that my parents played a big role in teaching me at some point. I know the Girl Scouts in this photo will begin to learn it on some level in Girl Scouting.

Unfortunately, I see people all the time who are networking in their own world. You can tell that they believe (at least at that moment) that the world revolves around THEM! Sometimes you'll see them buzzing around like hummingbirds passing their cards to anyone who has an empty hand. As if everyone in the room really wants their card in the first place. Sometimes you'll hear them as they verbally throw up on people around you ... talking all about themselves over and over again ... never asking about the other person at all.

Some how, these folks missed a valuable life lesson. When involved in business networking, it's never all about you ... it's rather all about the other person and what value you can bring to the relationship. Ask yourself this question: How can I help them? NOT... How can they help me?

Referral Marketing: Catalytic People

There are three kinds of people in the world:

Those that make things happen ...

Those that watch things happen ...

And those that wonder what the heck just happened!

People that watch things happen are idlely watching the world go by from the safety of their office or home (or tent in this photo). They don't venture out too often to network and therefore are not making many efforts to develop new relationships through networking.

Catalytic people, on the other hand, are those that make things happen. Without a catalyst, there is no spark, and not much gets done. Catalytic people possess initiative, intention, confidence, and motivation. These people don't sit still. They are leaders and operate under the "get things done now" mode. They create their own luck, define their goals, and learn the goals of others in order to help them. They have confidence in themselves and in their referral team members. Their confidence is contagious. Catalytic people not only are motivated themselves, but they also know how to motivate others.

Are you a catalytic person for your network?
Who are the other catalytic people in your network?

It's your job to be the team captain of your network, to motivate your team members by giving of yourself.

(Modified from The 29% Solution: 52 Weekly Networking Success Strategies)

Referral Marketing: Have no fear!

Have you ever noticed that kids seem to have no fear? I've been around kids long enough to make some observations. Little kids really haven't yet learned fear until something happens to them that wakes up that quiet fearful voice in their heads. Maybe they touched something hot, or fell off a swing, or noticed an adults fearful reaction to a car in the parking lot.

Teenagers have learned fear, but their "I'm too cool for my own good" voice in their heads sometimes drowns out the other to the point of risk. Many teens think they are invincible and its then that they might find themselves in trouble. They often view fear as a weakness.

In my opinion, fear is not a bad thing until it prevents you from moving your life forward. Some people are afraid of networking because it means that have to engage with strangers and they're too painfully shy to start a conversation. Did you know that for the most part, introverts make better networkers than extroverts? It's generally true. Why? Because extroverts can often talk too much while they're networking (often about themselves) to the point of verbal throw-up! Introverts are often much better listeners and talk less about themselves. Being an exceptional listener enables you to find situations to refer other people. That's the sign of a great networker!

So ... have no fear. Get out of your shell and network ... capitalize on your great listening skills and become a great referral source!

Referral Marketing: Amateur vs Professional

Today, at my BNI chapter, we were given some education around the characteristics of amateurs vs professionals. I think this is a significant reminder for all of us in terms of how we want to be perceived by others and who we wish to network with on a regular basis.

Here are some characteristics:

Amateurs:
1. keep a messy work space
2. don't have control over their budget
3. try to be all things to all people
4. dress in a sloppy, uncaring manner
5. focus on what they can get from others

Professionals:
1. keep an organized, tidy office
2. manage their finances well or hire someone else to do it for them
3. become specialists and experts in their field
4. dress in a business manner
5. focus on what they can give to others

Two questions for you to think about:
1. What kind of person are YOU?
2. What kind of person would you prefer to surround yourself with as a referral partner?

Referral Marketing: YouTube!

Those who know me best know that I am not at all techno-savy! On the other hand, I'm a life long learner and enjoy knowing and exploring new things. In addition, I also know when to turn it over to someone much more capable than me.

Case in point! Recently, my co-author, Dr. Ivan Misner and I did a presentation to the National BNI Conference in Orlando, Florida. Several people felt that it would be good for me to put a clip of the presentation on YouTube. Well, of course I know OF YouTube, but that's about it, really. I had never even been to the sight ... until now! So, after checking it out a bit I turned it over to the one person I trust to handle all my technology needs ... Linda! Through the magic of Linda, she made it happen. Now, I've got a video clip of my presentation, which also spotlights my new book, The 29% Solution. WOW! I'm starting to feel the electronic vibes of online marketing success!!!

To check out the clip, simply click on the link in the RIGHT column of this page.

I've learned a few lessons from this experience:

1. Don't be afraid of technology ... it can give you huge marketing leverage!

2. If you can't do it ... it's no excuse ... find someone who can!

3. Always, always, always ... think BIG and hang around with others who think BIG too!

Enjoy the clip.

Referral Marketing: Under-valued Networks

The other day, I got a referral for a gentleman in California who wanted to buy my book, "The 29% Solution". I sent him the details on how to buy the book ... so he did. As we continued to communicate, I told him that my co-author, Dr. Ivan Misner, founder of BNI, was practically in his back yard and that he might want to look up the organization.

He believed that referral networking groups near him contained too many people in professions like florist, party clowns, jewlery reps, cosmetic agents, etc. He also believed that if those referral groups had bankers, mortgage, and attorneys in the group, he might be more interested.

I saw this an opportunity to enlighten this fellow a little. From my perspective, too many people under-value the network of the "non-corporate" entities like florists, clowns, and cosmetics. These people have a huge network of people behind them that people with blinders on can't even see and therefore often miss tremendous opportunities. Case in point ... one of the largest referrals ever passed in BNI (in terms of $$ generated) came from a Mary Kay representative.

It's pretty clear to me ... any networking group should consider it an asset to have these folks around their table. Remember ... you never know who they know or who their people know. You never know who they may have relationships with from prior points in their life. It's like a box of chocolates ... you never know what's inside the box!!

Referral Marketing: Positive Reinforcement!

There's something about having a dog that makes your life complete! My new puppy is everything I could ever want in a dog. She is incredibly loyal to me ... as she is sleeping at my feet right now under my desk. She is incredibly smart, brave, curious, fun-loving, enthusiastic, and full of spirit. She has learned so much is the last two months since we've had her.

This past weekend, we decided to test her to see if she could become a canoe dog. I have always wanted a dog to be able to go in the canoe with us. So, we first bought her a canine life jacket ... as any good responsible parent would do. She had absolutely no objection to her life jacket ... that was a great sign. Then, on dry land, we encouraged her to get in and out of the boat, being sure to give lots of positive reinforcement!! Her favorite treats should be called, "how to get your dog to do anything you want!" In no time, she was quite comfortable in the canoe.

So, off to try our luck in the pond. With life jacket on, she jumped right into the boat and sat down for the ride! We were in truly amazed! With constant positive reinforcement, she was totally focused on me ... not on the boat's movement. She did absolutely great! She will quickly become our little canoe companion.

Referral partners also need that ongoing positive reinforcement. Since a box of treats might not work as well in this situation, consider what kind of treats they need?! Do they need you to make them a priority? Do they need you to call them once a week to touch base? Do they need you to meet with them in person once a month? Maybe you need to thank them occasionally in some way with some chocolate treats, or lunchtime treats, or Starbucks treats?

Whatever the "tool" ... do what's needed to positively reinforce what a referral partner is doing for you. Recognize the behavior that you want them to repeat and before you know it, like my puppy, they'll be doing it without even giving it much thought!

Referral Marketing: Value the Whole!

The other night, I was watching the final episode of Grey's Anatomy ... mostly because it was the only thing on tv that offered any real acting. During the episode, one doctor was helping to comfort a seriously injured young man who was encased in concrete. The patient began to discount his life as a waste since the girl he tried so hard to impress was seemingly not impressed at all. The doctor, wise beyond her years, told the young man that he needed to always focus on the whole ... not just the pieces of his life. It's the pieces that make up the whole beautiful thing ... without all the pieces (good things and bad), the whole is not complete.

Consider how this applies to you in your referral marketing efforts. The pieces all come together to complete the entire package. Missing pieces leave gaps, voids, and vacancies. When the pieces are joined together, like a puzzle, they create something beautiful ... more referral business!!

What are the pieces to your referral marketing efforts?? Here are a few that come to mind right now: your referral partners, where you network, who you network with, your messages, your image and identity, your network around you, what you give to others, how you give to others, your attitude, your credibility, your referability, your approachability, your likeability, the benefits you provide, etc., etc.

What pieces are you missing? What pieces are you focusing on so much that you fail to see the beauty of the whole?

Referral Marketing: Stretching!

Webster says this about the word "stretch":

"Stretch: To draw out to the full or fuller length, breadth, or extent".

For the past few months, I've been dealing with an index finger on my left hand being numb all the time. It was beginning to get rediculous and it was also beginning to travel up my arm. Now, some might be thinking "heart attack"!!! Yikes! No ... it wasn't a heart attack, thank goodness. However, it turned out to be stress related.

I decided to go to a physical therapist to see what she might suspect. After a battery of tests that focused on range of motion (mostly) she determined that my neck and shoulders on that left side were very tight ... I mean really tight! She suspected it was contributing to the numbness. She decided to give me a series of stretching exercises that were isolated for the neck and shoulder area. Low and behold ... after just a week or two ... no more numbness!!! Gone!!

As it turns out, stretching is really good for you ... in many aspects of your life. For now, let's stick to referral marketing. Most people network with people just like themselves. It's true ... the average fitness instructor networks mostly with other people in the same kind of industry ... like nutritionist, chiropractor, physical therapist, etc. Why? Because it's comfortable! Stretching outside your comfort zone is very beneficial when it comes to networking! Networking with people who are not like you can open up a world of connections that you might never have considered before.

Moral of the story ... get rid of the numbness in your business and stretch to meet people who are different from you!

Referral Marketing: The 29% Solution is OUT!

I can't believe it! The two year project of creating The 29% Solution has finally ended with a real bonafide book! And I mean a fantastic book!!

This past Friday, my co-author, Dr. Ivan Misner and I kicked off the book at the 2008 BNI National Conference. With nearly 600 people in attendance, Ivan and I presented material from the book for the first time. The "Donny & Marie" show ... as some expressed, was a huge hit! We knocked 'em dead ... well not literally of course ... but we did help them to see why this book was created. Here we are signing autographs at the conference!

The 29% Solution addresses the fact that not everyone is connected by six degrees ... as we have been led to believe. In fact ... at best ... only 29% of the population can accurately state this claim! The rest of us have work to do! That's why I wrote the book. It's a game plan ... 52 weekly strategies for how to work yourself into that 29% or how to secure your footing if you're there. The book will hit the bookstores in September. For now, if you want to purchase an advanced copy, you have to contact me directly.

This book will permanently change the way to network your business!

Referral Marketing: Geckos in Florida!

I have just returned from Orlando! I was there at the BNI National Convention ... co-presenting with Dr. Ivan Misner (founder of BNI) on material from our new book, The 29% Solution! [More on our book later this week!]

I'm sure you know what it's like when you're at a conference, right?! You typically don't get to see much of the city beyond the hotel and the airport ... oh, and the highway connecting the two. Well ... this conference was no exception (however, I did find an evening to spend at Epcot with a dear friend) ... how could I not!

Anyway ... one night over dinner, one of my colleagues told us the story of how a gecko had fallen off the ceiling of a covered walkway and hit his daughter on the shoulder!!! YIKES!! Now I really don't mind geckos ... I love nature ... but I certainly don't want them falling from the sky on me unexpectedly! I can only imagine her reaction being something similar to if you're walking in the woods and step on a snake (that moves under your feet!). That gives me the hibby jibbies just thinking of it!

So what actually would freak you out more, the gecko itself or the fact that it fell off the ceiling and hit you on the shoulder?! For me ... it's the falling part ... mostly because I would totally not be expecting that to happen!

Some people get very freaked out at surprises. Networking can be full of surprises!! How many times do you walk into a room and see people and you can't remember their name? What happens if you stand up to do your introduction and you forget the name of your company? Or worse yet ... your OWN name because you're so nervous? What if you're the lunchtime speaker and your USB stick with your PowerPoint presentation somehow didn't make it into your briefcase that morning?

I've learned over the years that life will always get in the way and Murphy will always win! So ... you've simply got to expect the unexpected! That way ... if you can minimize your surprises, you can relax a bit. When you're relaxed while networking (instead of looking for falling geckos) you will enhance your approachability! And when you do that ... you can actually have FUN!

Referral Marketing: Listen Between the Lines

Do you ever find yourself listening to someone speak and hear yourself saying something like, "that's not what she really wants to say" or "I can tell she doesn't mean what she's saying!"?

Sometimes, people are saying one thing with their mouth and a totally different thing with their body and actions. Have you ever had this happen with a referral partner? Are any of your referral partners saying one thing and doing another? Are they telling you how much they WANT to be your referral partner, yet not making the commitment to you? Are they telling you how much they WANT to be your referral partner, yet cancelling meetings with you?

If so, listen between the lines! What are they really saying to you? Are they afraid to tell you that they don't have time to dedicate to you? Are they afraid to tell you no?

If you're like me, you don't have time to waste with people who aren't committed to you. When you step back a bit and listen between the lines, what is really being said? Once you hear the real message, you can then make a much more informed decision about the relationship.

Referral Marketing: Space Cake!

Last night, we celebrated two birthdays in my family. One of those people is intolerant to gluten, so I made a gluten free spice cake. It turned out to be fairly good and many people sampled it. At one point in the evening, someone asked, "So how did you make the space cake, I mean spice cake?" Everyone thought that was kinda funny ... guess you really had to be there.

It did, however, make me think immediately of this blog entry ... calling it space cake. Why? It made me think of what can happen in your business if someone mis-interprets what you do. Or if someone on your word of mouth marketing team shares a wrong message for you. Or if someone has the opportunity to refer you and totally blows it by saying something they really shouldn't have ... but they didn't know any better.

These kinds of mishaps ARE avoidable. They can be limited or even totally eliminated when you take the time to educate your referral sources on how to refer you properly. If you want a certain kind of referral, you need to teach people. If you want to be introduced a certain way, you need to teach people how to do it for you. It's not rocket science, but for whatever reason, most people forget this part of the referral process.

So, if you don't want your business to sound like "space cake" ... start teaching people today!

Referral Marketing: Earth Day!

What will you do today to show your appreciation for the planet?

What habits will you begin to change?

Will you begin to recycle?

Will you consider carpooling?

Will you switch your light bulbs to florescent?

Will you take a shorter shower?

Will you plant a tree?

Will you teach your kids to respect ALL living things (even ants & worms)?

Will you take a walk at lunch time?

What will you do today to show your appreciation for the people who refer you?

Will you send them a Send Out Card of thanks?

Will you carry their business cards with you?

Will you invite them to an event with you as your guest?

Will you promote their business in your newsletter?

Will you take them out to lunch?

Don't take the planet for granted ... it won't always be here like this if we don't appreciate it.

Don't take your referral sources for granted ... they won't always be there for you if you don't appreciate them as well!

Referral Marketing: Clinton vs Obama

Clinton vs. Obama ... Pennsylvania's electorial decision is a hot topic these days! Some like Clinton, some like Obama. Some actually like the other guy ... who's he again? Oh yes, McCain.

He seems to have been lost in all the buzz around the democratic opponents. Especially in Pennsylvania ... we really haven't heard much about him at all.

From what I see and hear, many people are totally torn between Clinton or Obama. They both possess some great leadership qualities and both have their weaknesses. They both have plans to do good things for the country. So what is it exactly that will help people to make their decision? Is it a trust factor, a credibility factor, or an experience factor? Maybe it's the gender factor or the race factor? Then again, maybe their plans for the future come into play? The decision that many people have to make very soon will be a tough one for some ... and a very important one for the country. After all ... whoever wins will be working in your best interest.

The decisions you make on selecting your referral partners might not impact the country directly, but it certainly impacts your business directly! The decision should be taken very seriously and you should be quite choosey. Think of it this way ... this person is going to be working for you as your word of mouth sales person. What qualities are you looking for in that sales person? What expectations will you have? What are your minimum requirements?

Make it count since they will also be working with your best interest in mind!

Oh yes ... my vote today is for Hillary (for so many reasons)! I have great respect for Obama and truly believe his time will come.

Referral Marketing: Raviolis!

Tonight I had raviolis for dinner! I love raviolis ... and not just any raviolis. The best of the best are my mom's homemade, from scratch, raviolis! My mother has a special way of making raviolis that if I told you ... well, you know what I would need to do to you ... so, I'm not telling that part of the story. Many Italians have their own special recipe for their raviolis ... mostly for what goes INSIDE the raviolis. Perhaps you've begun to see many restaurants adding their own spin to the guts of the raviolis. I've seen fried raviolis, sweet potato raviolis, spinach raviolis, pesto raviolis, pumpkin raviolis, meat raviolis, and even lobster raviolis. There's alot of fuss being made about what goes into raviolis. In fact, I actually saw a sign in a catalog that read ... "Life is like raviolis, it's only as good as what we put into it!"

I believe that to be true! I also believe that to be true of networking. Networking is like raviolis ... it's only as good as what we put into it! Think of this way ... if you paid for a membership to a networking group, like a Chamber of Commerce, and only showed up once in a blue moon, you can't honestly expect to get much out of it. If you belong to a BNI chapter and only decide to do one 1to1 meeting per month with another member of your chapter, you really are not going to get many referrals out of that group! If you meet with your referral partners once every seven months, you're not doing what it takes to nuture that relationship. So again, you can't expect to get much out of it! See what I mean?

So ... what do you like in your raviolis? If you're not getting what you want from your networking efforts ... perhaps you're not putting much "meat" into it! Just some food for thought.

Referral Marketing: The Need for Speed!

My new puppy is adjusting just fine. She's truly enjoying her new life. Most puppies are full of energy and she is surely no exception. Karlie is one of the most calm puppies I've ever met, however, the need for speed is still there! In the evening, she can really get wound up tighter than a cork when it comes to chasing a ball. I'm hoping in the near future to be able to take her to the dog park in order for her to release the need for speed in a healthy, safe manner.

Have you ever met people networking who have the need for speed? They're typically chasing people around like Karlie chases her ball ... with that crazed gaze in their eyes! They're collecting business cards from eveyone. These same people want everything yesterday and can't understand why people don't refer them. Their need for speed inhibits them from realizing that relationships don't form quickly. And since relationships are the foundation for referrals, it's no wonder people don't refer them. These people fail to take the time to develop the relationships to that point ... and too often, they give up on the relationship before it has had the time to become profitable.

Some people just don't get it. They want it all ... now ... but fail to realize their part in making it all happen! So ... if you think you're one of these people ... slow down and develop your relationships! Otherwise, find youself a people park and run off your need for speed in a healthy way.

Referral Marketing: Establishing Routines!

Some of you may not know this yet ... over the weekend, we got a new puppy!! This is her a few months ago when she was at the rescue shelter in Ohio. She's part german sheperd, part lab, and part golden retriever (mostly). She's an absolute sweetheart! Her name is Karlie.

Karlie is adapting well to her new living arrangements. She had been in a foster home, a horse farm, for the last four months (she's almost six months now). Initially, she was very shy with all the sounds of the house ... tv, microwave, stairs, etc. Everything we take for granted, it seemed like she was experiencing for the first time. She's a very calm puppy and gets along great with the cats. She loves anyone who will rub her belly! She's so good and so calm that I just might train her to visit kids in the hospital or elderly in their nursing homes!

She's learning things very quickly as we establish her routines. Routines are a critical part of training a new puppy. They like to know what to expect. Routines provide reassurance. Routines help to set expectations.

From my perspective, establishing routines can significantly help your referral process. Your referral partners need to know what to expect from you and you from them. There really should be no surprises. When you establish your referral routines, it becomes easier to refer each other. When it becomes easier, you both will get more referrals ... and that's what it's all about!!

Referral Marketing: The Importance of Branding!

What does it mean to "brand" your business? How important is it to establish a brand identity? Does it really have an impact on whether or not someone chooses to buy from you?

Wikipedia states: "Marketers engaged in branding seek to develop or align the expectations behind the brand experience, creating the impression that a brand associated with a product or service has certain qualities or characteristics that make it special or unique. A brand image may be developed by attributing a "personality" to or associating an "image" with a product or service, whereby the personality or image is "branded" into the consciousness of consumers. A brand is therefore one of the most valuable elements in an advertising theme. The art of creating and maintaining a brand is called brand management. One goal in brand recognition is the identification of a brand without the name of the company present. For example, Disney has been successful at branding with their particular script font (originally created for Walt Disney's "signature" logo)."

I feel that branding plays a big part in whether or not someone chooses to buy from you. I also feel that establishing a successful brand also enhances your referability! When other people can stand behind your brand with confidence and security, they feel that they can refer with you with the same confidence.

In the near future, you will begin to notice my brand identity shifting to Referral Institute. I am now the owner of the Referral Institute franchise in Western Pennsylvania and in order to align with a well-established brand and simplify/clarify my brand identity, I will soon be shifting my website, email and the title of this blog to reflect that brand. I've made a practice thus far to practice what I teach ... I can't stop now! So, stay tuned.

Referral Marketing: Informational Support

Have you ever realized that the most successful people are often supported by other successful people? As a business owner, it's wise to surround yourself with people who can provide you with informational support to help you reach your goals. Often times, we get caught up in trying to do too much by ourselves!

For example, I've learned to surround myself with people who are very good at areas that are my weakness. I am not very technically inclined ... therefore, I have some close contacts that help me alot in that area ... Linda, Jason and Bob ... thank you! There is no way that I could be successful without their support. They are my experts! I depend on them.

However, I could still be doing better. So, I have a renewed commitment to find more people who can support me with information. I strongly encourage you to do the same!

Referral Marketing: What's behind the wall?

This week, we started renovations on our kitchen! If you've ever done a renovation before, you know that you can almost always count on a few surprises ... because you never quite know what's behind the walls!! In our case, we discovered that a few little, furry critters were living behind the walls!! We found a very old stash of dog food tucked between the studs, obviously stored for a long, cold winter, many moons ago. Now, when I looked closely, I noticed that it wasn't my dog's dog food ... so, it must have been from a previous owner! Anyway, it seemed obvious that something had worked long and hard to find that stash and store it in a safe place. However, the one bad thing is that it must have never been utilized!

It's kinda funny but I see the same thing happen with how people treat their business relationships ... especially their clients ... when it comes to referrals! They work so hard to impress their clients ... building up a stash of credibility, trust, and loyalty. And then, for some reason, it's never really utilized to generate ongoing referrals from those clients. The stash is left behind.

Asking clients for referrals can be a delicate matter. You must have a strong relationship with that client and be very confident that you have done your best work for them. Asking too soon could harm the relationship. Be sure to allow your stash to develop fully before asking for referrals from your client! But by all means, don't allow your stash to gather dust behind the walls ... if you're going to work that hard ... make it work for you.

Referral Marketing: Determination!

Yesterday, as the snow was beginning to melt in our 60+ degrees weather, I noticed the first signs of spring ... crocus popping through the soil! Then, as I looked closer, I noticed that they were pushing themselves up between some rocks that I had laid for a rock border. All of a sudden, it dawned on me that I had inadvertently covered up my tiny crocus bulbs with this rock border! As I picked up a few more rocks, there underneath were the tiny crocus, sprouting on their sides determined to seek sunlight under the edge of the rock! I was shocked to see that they had even sprouted ... that's determination.

Too many people that I meet lack the determination to stick with their referral marketing plan because it takes too much work or it takes too much time to develop the relationships. Many people join networking groups and then give up because they "didn't get anything out of it".

The foundation of referral marketing is relationships that grow stronger through reciprocity. Developing a referral network does take time and it certainly takes commitment and determination. It also takes WORK ... that's why it's called Net-WORK! If you don't give first, you can't really expect to get anything in return.

Don't allow yourself to become one of the statistics that drop out of a relationship or a networking group just as it's about to begin giving back to you. Try as you will to match the determination of my little crocus plants ... if you work at it ... the pay off will be worth it!

Referral Marketing: Establishing Value

Yesterday, I hosted a luncheon for my Referral Institute Graduates. Every month, I host this event for grads as a value added opportunity for them to network with each other, practice their education, and learn something of value to them.

This year, I've made the commitment to feature a Graduate Guest Speaker at each luncheon. Yesterday's speaker was Dave Zang, principle with Partners Through People. Dave's expertise is sales training and assessments. The unique twist from PTP is that they first address the hidden attitudes deep within you before teaching you the sales process. They believe that if you learn a process and still have underlying attitudes that get in your way, you can't be successful ... and I fully agree. Trust me ... we ALL have attitudes that get in our way ... most of them are so deep within us that we don't even recognize that we have them!

Dave taught us that the number one mistake in sales is not building value! If you fail to build value in yourself and your product/service, you will most likely hear the dreaded "I need to think about it". "I need to think about it" is code for "this is not the right solution for me", "I have no real need for this", "I probably can live fine without this", or "this is not in my budget".

If you're successful at establishing value, the customer can't live with you ... and they certainly can't imagine any reason to think about it any further. All of a sudden, you become a "must have".

How well do you establish value? How well do you communicate your value to your referral sources? How well can your referral sources establish your value?

Referral Marketing: Clunker Referrals

Earlier this month, I was the keynote speaker for Pittsburgh's International Networking Day celebration. At the end of my presentation, I opened it up for questions. A gentleman sitting right in front of me a few rows back asked, "What if you get clunker referrals?" So I asked him to explain what he meant by "clunker referrals". He continued by saying, "You know ... when someone gives you a referral that's just not good. What do you do with that referral?"

Perhaps this has happened to you. The way I see it, there are two things to do:

1. If someone passed you a "clunker referral" it's all your fault. It's your responsibility to help educate that person on what is the right referral for you. So, after you thank this person for thinking of you and referring you business ... it's time to step up your education process and coach this person for the results you're looking for in referral business. If you're getting what you want ... it's because of what you're doing. If you're not getting what you want ... it's also because of what you're doing [or not doing].

2. Although the "clunker referral" might not be a good referral for you ... my bet is that it is for someone. Your job, again, is to find that someone. If you're like me, I'm looking for clients that I can perform my best for ... they deserve nothing less. If that "clunker" can be better served by someone else, they deserve it too. And, you can expand your network by finding the right person to help them.

Remember this saying? "One man's trash is another man's treasure!" Perhaps it has new meaning to you now.

Referral Marketing: The College Perspective

Last night, I facilitated a session for Chatham University that was focused on helping students appreciate the power of networking. I talked about how setting SMART goals for their networking efforts would actually help them be more successful, drive who they need to meet, and influence how they speak about their future.

When it came time for the audience to develop a networking goal for themselves, they did amazingly well! I was impressed as I listened to some of their ultimate goals. One young woman wants to work for Discover Magazine writing articles. When I told her that I could connect her to a well known photographer for National Geographic, her jaw hit the floor! Another young woman wants to ultimately become the president of Nigeria!! Seeing that passion in her eyes told me that I'm sure she'll get there. Due to Nigeria's national comodity of cocoa & chocolate, she wanted to meet a chocolatier. When I told her that I could connect her with someone who is good friends with the premier chocolatier in the city of Pittsburgh, her jaw dropped too!

I enjoy helping our future professionals not only see the value in networking, but to begin to learn that they need to talk to people about their goals in order to motivate others to want to help them!

That in mind ... have you told your networking goals to the people who can and are willing to help you!?

Referral Marketing: X-Country Skiing

It was a beautiful day in Pittsburgh today ... perfect for x-country skiing! I enjoy x-country skiing but not for the skiing part, because I'm not that good at it. I can count on falling at least 2-3 times while I'm out.

I enjoy the sport because I'm doing something outdoors and it's great exercise! And, it's a wonderful way to spend quality time with others.

To me, this is sort of how I feel about networking! As The Referability Expert, you might think that I love the sport of networking. On the contrary ... I'm truly an introvert, so networking is WORK for me! However, that being said ... like x-country skiing, it's not the sport that means the most to me. It's the knowing that I could meet someone at any time who could lead me to my next huge opportunity! Or, that I could meet someone who could become a very dear friend. And if I never participated in networking, I might never meet that person!! Plus, although it's difficult at times for an introvert to enter the extroverted world of networking ... it's a great exercise and a built in opportunity to perfect the art of referral marketing for my business.

Like x-country skiing, networking is more fun when you share it ... so I always take a referral partner. It's a great opportunity to spend quality time with that person as well!

So, if you're an introvert like me ... look for the benefits far beyond the discomfort ... and find the joy in the whole experience.

Referral Marketing: FOCUS!

As some of you know, last Monday (2/4), I said goodbye to my old devoted canine companion, Kalar. I have nearly 15 years of memories to keep me going but the vacancy in my heart and in my home is painful. I miss her in every way.

The loss of Kalar came the day before one of the biggest presentations of my career. I was scheduled to be the keynote speaker for Pittsburgh's International Networking Day celebratory event! My mind was certainly not focused on the presentation about to be upon me. Luckily, I had everything prepared and ready to go. Luckily, I have incredibly supportive people surrounding me. Still ... my mind was in a fog and my heart ached. How in the world would I be able to perform at my best?!

FOCUS!! The very next day, the day of the presentation, I woke up and told myself that failure was not an option. Even though I was totally exhausted, I reminded myself of all the people who have worked so hard to get to this day and there was no way I would let them down. I reminded myself that there would be a time to mourn her loss ... just not now. I told myself that it could have been worse ... what if she were to have passed TODAY?! So ... I thanked Kalar for knowing when it was the right time and I settled into my office to review my presentation one last time.

Knowing how to focus your mind is a true artform. Knowing what to physically do to keep yourself focused enables you to perform at your best. Knowing how to truly focus your word of mouth message enhances your success with referral marketing.

FOCUS ... when you need it, I hope you can find it!!

[This picture of Kalar was taken in December 2007]

Referral Marketing: A Labor of Love!

It's been a tough week as I've been nursing my sick elderly dog through a rough patch. If you're a pet lover, you can appreciate the added stress of knowing that sooner rather than later, there will be a time to say goodbye. For now though, nursing her and keeping her comfortable is truly a labor of love. The focus is on giving back to her the same loyalty she has given over the last 15 years.

It's amazing that even in all of this, there's a correlation to referral marketing. Referral marketing is indeed a labor of love. It takes alot of giving in order to begin to see the fruits of your labor. And, I find, that the closer the relationship, the more willing you are to give. Those people come first in your referral marketing efforts ... and they should.

Be sure to give back to those loyal relationships with the same loyalty that they deserve.

Referral Marketing: Six Degrees Scam!

The February 2008 issue of Discover Magazine contains an article called, "If There's Really Only Six Degrees (of Separation) Between Us and Osama bin Laden, Why Can't We Find Him?" It's all about how when Stanley Milgram reported the findings of his famous "small world" study, he neglected to report all the facts!

Milgram's own study actually showed that only a very small percentage of the population, 29% at best, are actually separated by six degrees ... not the entire planet as we have all been led to believe. The most interesting thing about this article, is that it is exactly what my soon to be released book is based upon!!

My co-author, Dr. Ivan Misner and me, believe that it takes training, practice, and commitment to the process of networking in order to actually be in that special 29% of the population who can claim to be separated by only six degrees to anyone else in the world. It's not so much a matter of if we are connected as it is a matter of how well we can motivate someone else to actually connect us.

Next week, I will make a presentation in which I turn the six degrees of separation theory upside down, based on Milgram's own information. Pittsburgh's International Networking Day event is on February 5th from 3-7pm at the Radisson Hotel in GreenTree. There's still time to register! Join us for a unique look at this sociological study that has influenced our lives for so many years. And, you'll walk away with an un-edited sneak preview of the soon to be released book, "The 29% Solution"!

Hope to see you there!