Strategy
What is Your Referral Percentage?
I regularly meet with prospects and help them understand how much business they are getting from their network and what is being left behind. It is very enlightening and they are always surprised by their results. Do you know your referral percentage? No? Don’t worry, most people don’t know. So,…
Ten Rules to Remember When Networking on the Golf Course
It’s almost that time of year again, the grass is greening, the temperature is climbing and my golf clubs are calling. I have cleaned up my clubs, got all the new balls I will need for the first game and bought my new shoes. I am ready to go. Every…
Competitor or Collaborator
I teach a program called Referral Dynamic, it is an amazing program, and I love the results that our participants achieve as a result of this program. One of the topics that we have a very spirited conversation around is competitors. You see it’s my belief that there are no…
Network Deep instead of Wide
Have you ever ask someone for a referral or introduction to one of their contacts only to be put off or not introduced at all? Did you wonder why? You might be surprised to know that your referral source did not have the same level of credibility as the level…
Ask Your Network How You Can Help Them First
I teach a series of Networking Classes to beginning Networkers and Business Owners for the Business Ownership Initiative here in Indiana. I love helping business owners understand the Networking Process so that they can begin to create positive word of mouth for their businesses. As we were summing up the…
Anybody, Everybody and Small Business
When business people tell me that they do business with anybody, everybody or small businesses, I know that they have not spent time identifying who they want to work with and they are hoping that someone else will figure out for them. They are aiming at the sky hoping to…
The Three Foot Rule
In many sales-oriented networking books and course, people are taught that networking is a selling tool and part of that lesson is what’s known as the Three Foot Rule: “Anyone within three feet of you is an opportunity to make a sale.” We feel that not only is this bad advice for the…
Patience is needed for tomatoes and referrals
I went out into my backyard today to look at my crop of Indiana Tomatoes. I was quite disappointed to find that they still have not ripened. The weather has been very cool this year and that means the tomatoes ripen more slowly. I am losing my patience because I…
You Did Not Ask, I Did Not Give Permission
As the economy took a hit and began to spiral down, email newsletters went up! I am getting triple what I use to get. I did not sign up for the emails, I did not ask to get them, I simply gave someone my business card and they believed that gave them permission to put me on their mailing list.
Tracking Creates Habits, Habits Create Excellence
Aristotle said, “We are what we repeatedly do. Excellence,then, is not an act, but a habit.
So, let me ask, what habits have you created around your referrals business?
