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.
Wednesday, January 28, 2009
Friday, January 16, 2009
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.
Friday, January 09, 2009
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.
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.
Monday, January 05, 2009
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?
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?
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