Referral marketing: Reflection

It's hard to imagine that another year will soon be coming to a close. I can't explain it, but time seems to fly faster every year older that I get.

December is the perfect time of year for reflection. Reflection is good for all aspects of your life, but since this blog is focused on referral marketing, that's what I want to zero in on now. Find yourself a quiet place for a couple hours ... away from the hustle and bustle, away from the phone, away from the family, and away from the computer.

Ask yourself the following five questions regarding your referral marketing efforts this year:

1. If my referral partners could give me a score (like an Olympic judge) how would I be rated?

2. Did I meet the referral goals I set for myself this year? If not, what got in the way?

3. How would I rate myself on the "giving scale" ... poor, fair, good, great, excellent?

4. What did I do this year that was an improvement over last year?

5. Did I get out of my "cave" enough this year to meet new people?

This is just a short list to get you started in the referral reflection process. My hope is that you'll take this much further to assess your progress, shortcomings, and accomplishments.

Of course, the next step is preparing for 2010. We'll address that soon.

Referral Marketing: I'm now an iPod App!

This week, my best-selling book, The 29% Solution: 52 Weekly Networking Success Strategies, has become an iPhone App!

Never in a million years would I have thought I would say, "yes, I have an app for that!" In today's society of immediate gratification, having an App for a book is the perfect way to get a sampling of the book into the hands of many people. The App is really cool. It takes the individual strategies and turns them into "cards" that focus on the action items. So, as you're going through your week or month, you can scan the cards and trigger a thought or idea that you haven't done in a while with respect to networking. It keeps it close at hand ... in your pocket. It's a lot easier to carry around an App than it is a book. If it's close at hand, it may stay top of mind. If it stays top of mind ... you just might stay focused on it. If you stay focused on it ... you'll use it. It you use it ... you'll see results (make more money!). Kind of like referral marketing, isn't it?!

Check it out ... http://sixvoices.com/apps/tapstack/the-29-solution/

Spread the word about a new cool iPhone App that can actually help you generate more business!

Referral Marketing: Sharing is Good for Business!

Can you remember when your mom told you to share your toys? I'm sure she didn't realize that she was teaching you a valuable business lesson. Indeed she was!

Sharing is good for business. Actually, sharing is GREAT for business! I believe that the most successful people in business are those that know how to share genuinely and authentically. They share themselves freely by mentoring others behind them. They share their time with meaningful causes. They share their resources with others in need. They share their connections with other colleagues. They share their knowledge with those who can benefit from it. They share their clients with others who can serve them as well. They share their reputation by referring their close relationships. They share their energy with those they care about most.

Sharing is a critical life skill that will help you succeed in referral marketing. If you are a true giver, sharing comes naturally. If you're a taker ... sharing is tough. Takers don't like to share because they suffer from the scarcity mentality.

Are you sharing all that you possibly can with those around you? Would you make your mom proud?

Referral Marketing: Relationship Model

Greetings from the UK. Currently, I'm visiting Bristol as a guest speaker for the Referral Institute Great Britian and Ireland Conference.

Today, I heard a fascinating presentation from Jeremy & Kay (can't remember their last names right now) on Emotional Intelligence and its connection to relationship development. I found it significant enough that I wanted to share it here.

The relationship model that was discussed had five stages. The belief is that every relationship (personal and business) will at some point go through the stages of this model if given the opportunity. Some relationships may get STUCK in a stage if one party doesn't take a leadership role to move beyond the barrier. Here are the five stages ... think of your relationships and determine where you are and what, if anything, you can do to move forward.

1. Honeymoon stage - everything is good; nothing could be wrong
2. Power stage - pushing buttons; need to be right; polar opposites
3. Dead zone - hurt feelings; "Is it worth it?"
4. Partnership - share the load; cooperate; do what's best for the pair
5. Leadership - consistently put the needs of the other person first

Key points:
* you can't expect the other person to change; YOU must change FIRST
* accept that you'll never have the honeymoon stage again; move forward and lead the relationship into maturity
* giving up the need to be right can help get you past the power stage

Of course, this is just the tip of this information. Hopefully, I've given you enough to think on for a few minutes.

Referral Marketing: Fishing for Leads?

I just returned home from a fantastic fishing trip to Alaska. It was spectacular. (That's me on the left!) Since we were there to specifically catch salmon, which you see in this photo, I learned alot. I learned how to fish for four different kinds of fish ... king, silver, and sockeye salmon and halibut.

Each one requires a different technique and different bait ... some no bait all! As we became more efficient with the technique, our success increased dramatically. We brought home 86 pounds of fillets!

Referral marketing has it's own technique, too. If done well, you can achieve incredible results. If done well, you can literally grow your business entirely by referrals. If done poorly, you can waste a lot of time, spin your wheels, invest in risky relationships, and end up with a bunch of dead-end leads.

I don't know about you, but I'm not a fan of leads ... especially when the person giving them to me THINKS they're giving me a referral. Do you know the difference between a lead and a referral? Since I can't hear your response, I'll give you my definition of a "lead" and the next post will define a "referral". You can add your comments, too, if you like.

LEAD ... In my book, a "lead" is mostly just information. It might typically, sound like this ...

"Hey Michelle, you said you wanted to meet financial advisors. Here's the name and phone number of someone in my Chamber who is a financial advisor. Tell him John said to call."

Typically, the person passing the lead really has no relationship to John at all. And ... typically, if I were to call this lead, they would respond, "John who?" In this case, I would thank the person and ask him how well he knows John. If he says "really well", I would ask him to arrange an introduction for me in person. I would also coach him a bit on what he might say to that financial advisor on my behalf. If instead he said, "not that well", I would thank him for the information and tell him that I'll be asking around my network to find someone who can introduce me in person to John.

Most people don't realize that you have complete power over the quality of their referrals. You can choose to follow leads all day or you can coach and educate people how to bring you higher quality, bonafide referrals.

It's all in the technique ... just like if I wanted to catch a king salmon ... I certainly wouldn't be using the sockeye salmon technique!!

Time for a salmon dinner!!

Referral Marketing: Meaning vs Pleasure

Have you ever stopped to consider how much negativity there is surrounding you on a daily basis? It's absolutely everywhere! People don't need a recession to have something to complain about. Listen to your daily conversations ... really listen and I believe you'll be shocked.

I'm not a fan of negativity. To help me stay focused on the positivity in the world, I subscribe to a publication called "Success". This is a monthly magazine with a tagline ... "what achievers read". This magazine is absolutely outstanding. I wait anxiously for it to arrive and usually read it cover to cover (which is BIG for me). One really cool and unique feature is that every issue contains a DualDisc (CD/DVD in one) that features compelling and inspiring words of wisdom from extraordinary people. To check it out ... go to http://www.successmagazine.com/.

On one of the recordings, Ron White discussed the difference between "meaning" and "pleasure". Pleasure comes from what you GET out of life. Meaning comes from what you GIVE or CONTRIBUTE to your life. This is the truest foundation of referral marketing. Ironically, GIVING is a very positive activity ... it has positive effects on your health and the overall quality of your life.

Are you creating a meaningful life? How much do you actually GIVE to your referral network?

Referral Marketing: What's the Point?

Many people know that I'm a huge fan of BNI. I'm a six year member of BNI in my region and can't even imagine my business plan without it.

Part of what makes BNI work is the built in opportunity to be in the same company of people each week. Seeing everyone in the group once a week really helps you to build relationships at a faster pace. However, building the relationship is ONE thing ... generating REFERRALS is another!

Generating referrals can happen more quickly when you TEACH people how to do it for you. That's the point of meeting with people one to one. Many networkers fail to appreciate the value in time spent one to one. And ... many networkers fail to understand how to leverage their one to one meetings to generate referral opportunities. Furthermore ... many BNI networkers fail to take advantage of the full BNI network and limit their one to one activity to members of their own chapter. Big mistake if you ask me.

Last week, I had lunch with Larry Schwartz, owner of Midnight Blue Technologies. Larry and I have known each other for some time and continue to connect together even though we are in different BNI chapters because we can appreciate the value we bring to each other. [By the way ... if the possibility of your computer network crashing causes you to lose sleep at night, you might want to look into Midnight Blue].

So ... if you're in BNI ... take off your BNI blinders and connect with people in other chapters. You'll be amazed at the opportunities you're missing!

Referral Marketing: Opportunities

Referral opportunities are everywhere! You simply just need to know how to recognize them and how to respond to them.

Case in point ...

A week ago, I travelled to San Francisco for a Referral Institute franchise conference. One day of the conference was dedicated to the local Referrals for Life community. (If you want to know more about this community, click on the Referral Institute link above). Anyway ... we were encouraged to practice what we teach and help to make connections for people throughout the day. I was able to make meaningful connections for 3 people that day. On top of that ... I was also able to bring home a referral for a colleague in Pittsburgh!

How did I find a referral in San Francisco for someone in Pittsburgh? Easy! I heard a referral opportunity and I knew how to respond to it. A colleague of mine, Jeff Tobe, owns a speaker's bureau (Infinite Speakers) that features speakers from around the country. He looks to connect with meeting planners who often turn to a speaker's bureau to find the speaker they need for an event. At the conference, I heard a woman introduce herself as a meeting planner ... immediately Jeff came to mind. I approached her later in the day and asked if she would find value in connecting to a speaker's bureau. Guess what she said? Absolutely YES! Wa-La ... a referral opportunity!

Look ... Listen ... Respond. If I can do it ... you can do it. Set a goal for the second half of the year to find at least one referral each week for your network.

Referral Marketing: Contributions!

I believe there's a "ying" and "yang" to just about everything in life. In networking, you're either a GIVER or a TAKER.

I meet alot of "takers" out there. They're the kind of people that wonder why networking is not working for them. They wonder why they haven't received any referrals recently. They wonder why their network isn't helping them to get more business by referral. They feel alone. Guess what?! Referral marketing CAN'T be done alone!

In order to help you focus on being a GIVER ... I urge you to honestly look at how well you contribute to your network. Are you a CONTRIBUTOR to your network ... your life ... your family ... your friends? Or not? If you realize that you could contribute more in certain areas of your network ... then do it! If you realize that you could contribute more to your relationships (home & work) ... then do it.

Take a stand with me TODAY to be a better contributor. Look around you and focus on those that need you and could value most from your contribution. Then ... take action!

Who will you contribute to TODAY?

Referral Marketing: Lost in Space!

Have you noticed the trend in business ... known as "convenience"? Everyone wants convenience! If your business is going to survive this recession ... my one suggestion is to begin looking at how you can make things more convenient for your customers.

Look around and you'll see it everywhere ... webinars, tele-seminars, pick up/drop off services, virtual assistants, podcasts, LinkedIn, Facebook, (etc.). The closer you look, the more you'll see.

Everyone wants things to be fast, easy, effective, and painless.

What does this tell you about referral marketing? From where I'm sitting, if your referral process is slow, difficult, in-effective and painful ... forget it. No one will help you spread your message. In order to fit your needs into the busy schedules of those you want to help you ... you've got to make it EASY for people to refer you.

Here are two quick tips:

1. Create a template email that your referral sources can use when they want to send someone information on your behalf.

2. Give your referral sources pdf documents that they can forward to people on your behalf. It will already contain your message ... all they need to do is pass it on.

Don't make it difficult or your message will get LOST IN SPACE.

Referral Marketing: Lifelong Learning

If you ever get to the point that you believe you know everything, it's a clear indication that you don't.

Lifelong learning applies to everything you do. It doesn't matter if you're learning to train a new puppy by taking him to school, teaching your kids "new math", discovering what to do about keeping house sparrows out of your bluebird box, taking a course on networking, or completing your GPA at age 50. Lifelong learning is critical to your success in life. Learning something new stretches your brain, positions you for opportunities, enables you to achieve more in your life, brings about gratification, and challenges you to become a better person.

For me, lifelong learning is a commitment I've made to myself. I purposely add to my professional library every year with books and books on CD. Books on CD are my favorite! I read the Pittsburgh Business Times weekly and attend conferences yearly. In my business, I try to instill the attitude of lifelong learning to my clients. Since networking and referral marketing are skills that need to be developed and honed, lifelong learning is one way to ensure those skills become strong.

That's why, I want to promote an upcoming seminar in Pittsburgh that I believe business professionals from all walks of life should attend. No matter what profession you're in, there's some element of sales. Sales can work for you or against you. On June 18th at the Radisson in Green Tree, Greta Schulz will be speaking from her book, "To Sell is NOT to Sell". Greta is a Pittsburgh Business Times columnist and has over 20 years of sales training experience. Her approach to sales is very applicable in today's economy. To check it out and to register for the event, go to http://www.bni-westernpa.com/. You'll find the information on that home page.

Referral Marketing: Two is better than one!

My two dogs love Frosty Paws treats ... it's like ice cream for dogs! At first, I started off by giving them a seperate one for each of them. Before long, the puppy quickly perceived that his sister had something better (which she didn't ... but he's a puppy, so go figure). He desperately wanted to share. Well ... actually, he insisted that she share. She did willingly (perhaps it tasted better to her when she shared it). These two dogs seem to understand the value in sharing and appreciate the benefit of two over one.

It's unfortunate that I still run into people who don't get it. They're so wrapped up in themselves at networking events that they can't even perceive the benefit of two over one. Here's an example: When you take a referral partner with you to a networking event, there are two of you working the room for each other ... you're also focused on them and they're also focused on you. They're driving people to you and you're doing the same for them. Isn't two better than one? Most people see networking as a solo activity and prefer to keep it that way.

It takes two to share something. Sharing is one of those critical life lessons that most of us learned at a very young age. Unfortunately, some people never figured out how to transfer that skill outside the sandbox! Sharing leads to giving ... giving leads to receiving. Networking truly is all about sharing & giving ... sharing your connections, time, energy, information, knowledge, and skills. Giving of yourself freely ... with no growling, snarling, or nipping. Sharing & giving simply because it tastes better that way.

Referral Marketing: Mom Referrals

What makes your mom so special? Besides the fact that she's the ONE person on the planet who can say, "I brought you into this world and I can take you out!"

My mom means the world to me (and so does my dad!). She has always been there for me ... lending a shoulder, an ear, or two strong arms to pick me up. She's an anchor in my family. When it comes to my mother, I will only refer the best of the best to her when she needs something. Why? Because she's worth it ... she's my mom.

How does that translate into referral marketing? From my perspective, you've got to be good enough for me to refer you to my mother before I would consider referring you to other people. I consider this my own personal referral litmus test. Would I trust you with my mom?

From the other side of the coin ... it's in your best interest to earn the right to be referred to someone's mom. Mom referrals demonstrate a significant level of trust ... don't you think?

If you receive a mom referral, you can be assured that your relationship has reached a new height.

So ... are you worthy of being referred to someone's mom? To my mom??!

Referral Marketing: Lisa Nichols

Just a few hours ago, I experienced a remarkable woman who was the keynote speaker for the BNI National Director's Conference. Her name is Lisa Nichols!! Lisa was in the movie "The Secret". Her presentation was motivating, uplifting, moving, inspiring, funny, and educational. Lisa's book is called "No Matter What: 9 Steps to Living the Life You Love".

Lisa believes in referral marketing. One statement she made rings true with referral marketing ... "Your life is not about YOU! It's about what you're meant to GIVE to other people."

Give yourself a gift today and order the book. You'll thank yourself for it. Do someone else you know a favor and buy them a copy of the book.

Referral Marketing: Facebook

It's all the rage! Social networking ... Twitter ... Facebook ... LinkedIn ... Plaxo ... etc., etc. What does it all mean? How does it impact networking? How much should you put "out there"? Here's a few tips from my own personal perspective:

1. Yes ... you should have a presence in the social networking arena.
2. Don't overwhelm yourself ... pick one to start with and spend some time with it. Choose one that will meet your goals (I spend time with LinkedIn and Facebook).
3. Ask a "Gen Xer" to help you establish your profile and teach you how to navigate the site.
4. Schedule time in your calendar to work the social network environment ... you can't receive any benefit by simply being there ... you've got to use it regularly.
5. LinkedIn can help you view your network's network very quickly ... potentially leading to referrals if you ask your network to make introductions for you.
6. Only connect to people you know... why? ... because when a friend asks you to introduce them to someone in your network ... you CAN because you know that person well.
7. Only put "out there" what you don't mind the world to see ... including your mom and your prospective client.

I'm probably not in the norm ... but in my opinion, social networking is not about numbers. It's about staying connected to people in your life and making them aware of what's happening in your life. It's about helping people in your network to connect to others you know at a faster pace.

Social networking is not going to go away ... so get with the program. I also don't believe social networking will replace face to face networking ... at least in my lifetime!

Referral Marketing: Being Left Behind

A week ago, I got a new puppy (Tucker). That's right ... for those of you who follow this ... it's dog #2. He's a total joy to have around and he's fitting right in to the family. My other dog (Karlie) has taken a strong liking to him. They've bonded and have been seen drinking from the same bowl at the same time, chewing on opposite ends of a bone, and even sharing a bed (their bed ... not mine!). He's really cute ... isn't he?!

Since he's only 3 months old, he's in the middle of house training and that means a crate at night and when I leave the house. The other day, I tookKarlie to dog school ... leaving Tucker behind in his crate. You would have thought his world was coming to an end! He cried and howled the saddest of songs. I set up a "puppy cam" so a friend tuned in to see how long it would take him to settle down. It only took him about 5 minutes to realize that his situation was not giong to change and so he might as well accept it and relax.

Are you feeling left behind like Tucker when it comes to referrals? Have you noticed other people getting referrals that you think you ought to have received too? Why do you think that is?

It's obvious that you are not top of mind for that person. Perhaps you have not yet established the credibility with that person to warrant the referral. Perhaps you haven't made it clear what you're looking for? Perhaps they perceive you differently than you want them to perceive you? Regardless the reason ... you don't have to act like Tucker and believe that you can't change the situation ... because you CAN!! Unlike Tucker ... YOU can open the door and begin to change your situation for the better. So what are you waiting for? Open the door and begin to educate people more effectively on what you actually want in terms of referrals!

Referral Marketing: The Biggest Loser

Last night, I watched The Biggest Loser. I think this is one of the best reality tv shows because it really does some good for people. The episode last night was all about the big make-overs ... new clothes & new hair styles to go with the new bodies. All I can say is WOW! These people have put all of their energy and determination into redefining themselves ... and the progress is stunning. Last night, a young man broke the record for the most weight lost on the show.

Now some will say ... "yes, well the only reason they're successful on the show is because they have 24/7 access to personal trainers, state of the art equipment, etc.". Okay, I hear ya. However, I truly believe that ultimately motivation comes from within. No matter what trainer or equipment you have at your disposal, it takes YOU to make it happen.

The same is true for referral marketing success. Ultimately, it takes YOU to make it happen. Is it time for you to have a word of mouth make-over? Is your message working for you? Are you motivated to find a referral coach, like me, to hold you accountable when needed? Imagine how your results would change if you truly dedicated yourself to the process of referral marketing?

I believe your results would speak as loudly as the results on The Biggest Loser ... with only one major difference. You wouldn't be losing ... you would be GAINING!!

Referral Marketing: The Amazing Race!

The popular TV show, The Amazing Race, triggers the adventurous spirit in many of its viewers. I think that's part of the attraction to the show. Watching all the wonderful places that the participants get to visit as a part of the trek. Of course the other part that draws people in is the DRAMA! And ... from watching the show in the past ... people sure can become dramatic when they're under stress and in a competition against the clock.

Something I find fascinating about the show is that typically, the contestants are pairs of people who know each other very well. It makes sense, right? Why would you put yourself into this situation with a stranger and trust your potential future fortune on someone you can't trust?!
The fascinating part to me is that no matter how long the couple has known each other, the experience of The Amazing Race often teaches them things about each other that they never knew before. Spending this much "quality" time together brings out a person's true character. Many, many times, the experience brings the couple even closer together.

When it comes to referral marketing, no matter how long you have known your referral partner, you still need to spend time together ... learning more and more about that person, their business, and their character. You can't ever begin to think that you know all there is to know ... because anyone on The Amazing Race will be sure to prove you otherwise. If you begin to think you know it all ... you become complacent. Complacency is the kiss of death to referral marketing.

Referral Marketing: WOM to the Rescue!

Did you know that 80% of people STILL find their next job with the help of their network? Even with ALL the technology we have at our disposal ... WOM (word of mouth) still reins supreme!

So ... if you're reading this and you've recently lost your job because of the recession ... here are three things you need to do right now to empower your network to help you.

1) Establish your GOAL. What kind of position do you want? What company would you like to work for? In that company, who do you need to meet or interview with? The more specific you are, the easier it is for your network to help you!

2) Create a template email for your network. Remember ... if you make it easy for people to help you, they will. A template email that says exacly what you'd like them to say is perfect. When your network finds a prospect for you ... they don't have to think and can use your template to introduce you to that person quickly and efficiently.

3)Provide your network with materials. The people in your network who are going to help you need resources. Think about it ... what do they need to have at their disposal to increase their success of referring you to a prospective employer? Resumes? Business cards? Press releases about you? Articles you wrote?

The odds are that your network will find you your next position ... so why not do YOUR part in helping them to be successful! Give them the information and resources they need to make you look great and stand heads and shoulders above your competition ... just like in referral marketing.

Referral Marketing: Social Networking

150 million users on Facebook!
36 million users on LinkedIn!
4.43 million users on Twitter!

I got these numbers from the web last week ... they've probably increased significantly by now!

If you haven't begun to work an online network of some sort by now, you're missing out! It's one of those things that certainly is not going to go away ... so you might as well get on board. I have a profile on LinkedIn, Plaxo, and Facebook. Personally, I like LinkedIn. It's easy for a non-techie like me to use it (otherwise, forget it).

But the BIG question is ... can it actually help you find new business in this economy? Yes ... absolutely! Imagine this scenario ... you're sitting in your pajamas browsing your best friend's LinkedIn contacts only to see the name of the CEO you've been trying to meet for the last two months! Or this scenario ... imagine browsing the contacts of your best client only to find 5 perfect prospects that they could introduce you right now! Can you find business? Absolutely!

Here's the caveat ... business won't just miraculously show up on your doorstep simply by setting up a profile on a social networking site. Just like face to face networking, you must dedicate time in your schedule to work that system to reap the benefits. I recommend at least one hour per week initially to get started learning the systems and reviewing who your people know and then activating your network to make connections for you.

Stop wasting time. Stop being afraid of the social networking sites. Get on board today and stop leaving money on the table!

Referral Marketing: Economic Stimulus

Have you heard of the economic stimulus strategy called "Make A Referral Week"?

Make a referral week runs from March 9-13, 2009. The goal for the week is to generate 1000 referred leads to 1000 deserving small businesses in an effort to highlight the impact of a simple action that could blossom into millions of dollars in new business. Small businesses are the lifeblood of our country and a job-creating engine of the economy. Make a referral week is the small business approach to helping revive the economy.

From my perspective, passing referrals should be a lifetime business strategy. It should remain top of mind every day ... not just for a week. Perhaps developing a catching viral referral strategy will help people to realize what those of us who focus on referrals have known for a long time ... referral business truly is recession proof! During a recession, people not only stay close to home physically, but mentally as well. Generally, people will take less risk during a recession and that includes who they choose to do business with when they have a need. Because of this tendency, it's smart business to begin to spend more time with those people who know you, like you and already trust you ... for those people will have a greater potential of referring you.

So, if you need to focus on passing referrals for a week in order to get that ball rolling for yourself ... then do it! Circle March 9-13 on your calendar and pass as many qualified referrals as you can during that week to help the economy. But from where I sit ... why wait until March 9th to get started? There's a lot of people you can help now ... today ... so why not start NOW?!

If you want more details, have a look at Make A Referral Week

Referral Marketing: Excellence Breeds Excellence!

A few weeks ago, me and my dog Karlie passed out of the "starter class" of her dog training at Misty Pines. The starter class is quite extensive. It involves teaching your dog how to sit, stay, heel, leave it, come and even "watch me" ... to name a few commands. At Misty Pines, they instill the idea that a handler and her dog are a team. So, not only did Karlie need to pass an exam ... but, I did too!!

Last week, we started the "beginner's class" ... which in some places would be advanced. It was so cool going into an environment in which all the dogs and owners were at a higher level of performance. Karlie's level of performance instantly enhanced just by being surrounded by excellence. She could sense the level of expectation and she performed beautifully ... if I must say so myself. In this class, we are expanding on what we already know and WOW ... it's exciting to see the progress in such a short time. Our goal is to get Karlie certified as a therapy dog so that we can visit hospitals and nursing homes.

It's a fairly common concept that if you surround yourself with excellence, you will strive to reach that level yourself ... just like Karlie did when she entered the room of the beginner's class.

The same is true with networking and referral marketing. If you feel that your networking skills are lacking, practice networking with someone you admire who makes it look easy. If your referral marketing efforts are lacking, surround yourself with a group of people who are totally committed to the process. By doing these things, you will feel yourself striving to raise to this new level ... almost by osmosis!

Why not give it a try?

Referral Marketing: Identify Your Weakness

Years ago, I worked for the Girl Scout organization. It was then that I learned a valuable lesson on the need to identify your weaknesses ... and how to use that to your advantage!

At one point, I worked for an Executive Director who was outstanding at building solid relationships in the community. She knew how to relate to people. She knew what to do and say to excite people about giving to the Girl Scout organization. Her counterpart in management, the Assistant Executive Director, was quite the opposite. She had a tougher exterior. She was all about managing the business. She related to people on the basis of job performance. I remember recognizing these differences and wondered how they managed to work together for so long and in such harmony. Simply put ... they capitalized on each others' strengths. They surrounded themselves with people who were strong in areas that they were weak.

Building a referral network that compliments your strengths is a smart way of doing business. Imagine surrounding yourself with people who are strong in areas that you are weak? The support and value that they bring to the table is incredible. The opportunities for collaboration could be endless. The value that they could bring to your clients can position you far ahead of your competition ... and who doesn't want to do THAT in today's economy!

I recommend a book called, "Discover Your Strengths" by Marcus Buckingham to help you being to recognize the areas in which others can help strengthen your network.

Referral Marketing: Remember the Life Jackets!

What would you have done if you were on the USAirways plane yesterday that had to land in the Hudson River on a very frigid day?! Would you have stayed calm? Would you have known what to do? Would you have known where to find your life jacket ... or how to position your body for a crash landing?! Could you find the closest exit to you? Frightening, isn't it!

When you're on a plane, how many times do you pay attention to the instructions from the flight attendant ... reviewing the oxygen masks, exits, etc. blah, blah, blah. If you stop and look around, most people are totally not listening. Instead, they're reading a magazine or book, tending to the kids, sending their last text message, etc. Why? Because most of us have heard it so many, many times before that we THINK we know it. Do we? How many people yesterday were wearing their life jackets?

If you belong to a networking group, like BNI, that meets on a regular basis ... I'm willing to bet that sometimes you tune out the commercials from your colleagues, especially those that are like a recording every week. Because you've heard the same message over and over, you've lost interest, you THINK you know it, and so you don't pay attention. Unfortunately, there's a price to pay for that lack of attentiveness. You just might forget the life jacket (the most important part of referring that person) when you really need it!!

And if YOU'RE that person who gives a recorded message each week ... the price you pay is that no one is paying attention to you! That's the kiss of death in word of mouth marketing.

Referral Marketing: Saving Lives!

Did you know that great networkers can actually save lives ... literally!! Here's a true story.

I met a woman, Mary, a few months ago who was participating in one of my seminars. In speaking with her, she mentioned that her mom was suffering from a form of stomach cancer. My ears perked up since I know alot of doctors who deal with that specialty ... especially pathologists. I offered to her that if she ever needed a second opinion she should call me and I could connect her to someone really good.

On Christmas eve, I got an urgent call from Mary. Her mother was going down hill quickly and needed to see a doctor. Her regular physician was out of town for the holidays and her scheduled surgery wasn't until mid-January. The family feared she would not live that long and needed to see someone now. I called the #1 pathologist in Pittsburgh and she was able to give me the names of 3 doctors. In a matter of hours, Mary had an appointment for her mom just a few days after Christmas! This doctor saw her mom on Monday and operated on Wednesday!! The family was told that she most certainly would not have survived into the new year.

Her mom is home now, resting peacefully and already talking about getting back on the dance floor ... and she's 87 years old!

I hope this story warms your heart as it did mine. The true power in networking is being able to help someone simply because you have the ability to do so ... expecting nothing in return.

Referral Marketing: Radio PR

Welcome to 2009! I hope you're ready ... ready for whatever this year holds in store for you!

Two days ago, I was on the radio here in Pittsburgh talking about the importance of networking and promoting The 29% Solution ... WMNY 1360 Pittsburgh Renaissance Radio, The American Entreprenuerial Show with host Ron Morris. It was a lot of fun to be live on the radio and sitting in the studio together with Ron. I've done many radio interviews promoting the book, but this was the first one done in person. You can find the recording by clicking on the link above!

The really cool thing about this opportunity is that I used my own referral marketing techniques to make it happen. I began speaking to lots of people about wanting to appear on this particular show. I included it in my marketing messages at my BNI chapter meetings. I activated two people who were close to Ron or the show to personally take him an autographed copy of the book. I specifically worked with a referral partner, Deanna Tucci Schmitt, to provide her the tools she needed to promote me to Ron. All of these efforts resulted in a one hour live interview segment on the #1 entreprenuerial radio show in my home town. How cool is that?!

There's no mistake about it ... referral marketing WORKS!! If you engage the right people with the right tools and education, they can bring the opportunities to your doorstep. Are you working your referral marketing system with the right people?