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?