Getting More Qualified Referrals
One of the very best things I have done for my business is get into a great sales training program. I found myself in the same situation that many of my BNI members and Referral Institute Clients find themselves in, lot’s of referrals but low on sales. I had the…
Common Networking & Referral Problems
I love to help people be more successful with their networking activities. Most of us are networking because we are looking for more referrals for our business. Unfortunately over time people come to realize that it takes more than meeting, greeting, and exchanging cards. Here is a list of common…
Time and Networking for Women
Since time is limited, it is necessary that women make the best use of networking time. Men in general have more time to network and connect with others in the business world, so women need to leverage the time they have. Our study shows that the more time a person…
It’s Good to Be Back
I love to blog, but I have been inconsistent over the last year because I have been working on a major book project that has taken 4 years of research, and 12,000 people surveyed. This book, Business Networking and Sex, has been under deadline with the publisher so all my…
Your Reputation and Networking – Caution
I came across this question on Linkedin. So I thought I would share it. It is important that we pay attention to what we are doing in our networking activities if we want to get the best results. What can/does networking do for your professional reputation? By “professional reputation”, I…
Anyone with a Book Can Call Themselves An Expert
Every single day I see a new one, it seems that it has become very popular to call ones self an expert on various topics. People with little skill or experience can write a book or start a business and declare themselves experts. Most popular are; I am a Social…
The Fifth Step in the Referral Process
Here is the one you have been looking for. The last step in the referral process is a relatively easy step for your referral source, assuming they have been trained properly. This is the step where the work you have done thus far turns into the possibility of business. It…
The Fourth Step In the Referral Process
Getting the steps right in the referral precess is key to passing referrals and not leads. When steps are missed, you end up with low level leads not quality referrals. Step four of the referral process is the solution step. Once trust is built, you have given your referral partner…
The Third Step to Referrals
In this post we look at the third step of the referral process. Without step three there is no referral, you cannot pass a referral if you cannot identify a persons need. In step three, you teach your network members how to identify the need for your product or services….
Stop Business Card Abuse
I’ve spent years building my business using networking and developing referrals. I teach others to network and work with clients to develop predictable referral systems in their business so that they’re working smarter not harder. So, over the years I have observed the misuse…in fact, downright abuse of business cards…
