referrals

You, want to help me?

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Yes Ian, I know someone who can help you with that …

My friend had expressed a need for a specific kind of business support. With my offer being anything but extraordinary, I was somewhat taken aback with the reply:

You do? But, why would you want to help me?

I quickly explained that helping others is simply something that I like to do, it’s part of my nature and by offering my support I feel good. As a people-person, it helps me when I am able to assist another. I’ve also learned that it’s good for business.

I was a little concerned after Ian fell silent …

Surely there must be something I need to offer you in return for your help?

Er, no, nothing at all. I replied. Although if my advice and introduction does help you in some way I’d be grateful if you would mention my name during the discussion?

A little later the presentations had finished and as the room emptied of delegates I caught up with Ian once again.

So many people wanted to help me today Charlie, why is that?

Ask Zig Ziglar … it’s the age-old formula for success Ian. You asked for help … and you received it!

You mean, if you don’t ask, you don’t get?

Exactly. We need to know what it is you are looking for, in order to help you …

Any concerted networker understands that by developing common ground we find clarity, going a long way to further the personal introduction, the lead and ultimately referral.

Trust is the important factor in any relationship, that’s why we meet regularly, trust empowers all of us, qualifies us to help as many people as possible.

Developing our own reputation as that go-to person goes a long way in developing the business. Engage, develop, grow …

The Christmas Presence

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So, it’s not long ’til Christmas! What are you planning between now and then Charlie?

My friend and I were meeting to discuss the opening chapter for his new book – something I was looking forward to getting started prior to the annual holiday. Coffee and the pastries were ordered as we sat down…

Well, you know what Chris, I’m most likely to be working on something or other, engaging the people that matter in my life while keeping ‘ahead of the business expectation.’

Surely working for yourself though, you can afford to put your feet up at some point Charlie? A change of scene, a short break perhaps?

The ‘Danish’ arrived with a pause as we considered our choice … the coffee smelt good.

Chris worked for a national company and his available ‘free’ time is generally weekends and with a young family, he was of course pretty much distracted with the various demands/expectation of family life. Christmas holiday is family time.

‘I’m very lucky in that respect Chris. I have certain flexibility although the work I carry out on behalf of my clients demands a certain presence and carrying out my work at home, I’m able to balance the application of time to ensure all is left in good shape until I’ve returned.’

‘I like to keep ahead of the game Chris. This way I’m able to offer a little more presence to family, friends and the business. Whenever that is needed.’

So no holiday during Christmas Charlie?

‘I’ll be making sure I’m with loved ones Chris, like yourself I understand the value of presence, being there when required.’

So glad you were able to find the time to listen to my draft ideas Charlie, seems like there are just not enough hours in the day … I need to be back at the office, see you in the New Year?

Time is the greatest gift Chris, wait, take another Danish, I’ve enjoyed your Christmas presence.

Happy Christmas!

Hey you, Mr Referable!

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Referable? No such word.

More ‘business-speak/jargon’ from Charlie I hear you say. Although, if you’re in business then being referable is absolutely essential. Let’s look at what makes you so while understanding why the fundamentals are so vital for success …

Beginning with treating people as you may expect to be treated …

not to mention:

Are you visible?

What? It’s true, there are those out there that expect the business, that new best client to simply come ‘a knock-in’ on the door, out of the blue … just because you’re you … Nope, we need to work on the bizabilty (more jargon!) After all, there is any number of ways to be seen, some simply DIY in the world of ‘social.’

Do you know your p’s from your q’s? Yes, remember them? Those mirror images, the p and the q. We get what we give right? So let’s understand that there is mileage in good old fashioned manners, respect and etiquette. Let’s just call it p and q.

Thinking of others. Of course, it’s second nature to you, right? If we’re looking for referrals, think of those with like-minded ambitions, offer help and support and you will soon find that it’s reciprocal. Think business underdog. That was you once, right?

Doing as you say you shall? Following up. Well, that’s a no-brainer … innit? We do though, still hear of those given the opportunity who simply don’t follow-up. Isn’t it true that more business is lost through procrastination than by making the wrong decision? We know this, but still, the lack of follow-up by those who say they shall remain one of the largest obstacles to ambition.

Are you communicating? Some don’t. It’s true, they don’t call you because they assume that you are a mind reader … We’re supposed to know that there is a delay or that they’ve cancelled the meeting or the one to one. Lack of communication does not help the bizability, the reputation.

So, how is your reliability? Ask yourself this. Can we count on you?

This is the nugget, friends, your reliability is what makes you referable. If you are not readily visible and you don’t have the courtesy of thinking of others when the business opportunity arises … if you don’t follow up on the enquiries by communicating, then you are simply not reliable.

Unreliable = unreferable.