referrals

Let’s look after our mates …

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Over the years I’ve discovered that success is powered by three things: The formula for success = your human capital (what you know) multiplied by your social capital (who you know) times your reputation (who trusts you.) You can take away all my money and even … Continue reading →

networking

community get-together

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We’re all aware of the effect people have on our everyday routines. Whether there’s a smile, offers of help, direction or support of well-being, it’s the people in your life that count. As human beings, it is said we’re at … Continue reading →

That glittering prize …

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Living by the coast, I spend much of my spare time along the shore-line. The combination of energy by the sea, oxygen in abundance, space, the solitude and of course, the dog are a great combination for inspiration.

I inadvertently scour the shoreline for washed-ashore treasure. Just fragments of colour glistening amongst the sand and pebbles perhaps, the cast-off once loved bits and pieces. The sunlight draws me in and catches them and I’m always tempted to pick them up and slip them into the pocket. It’s become a bit of a routine now.

You can picture it can’t you? The dog bounds aways one direction while I’m stuttering along, picking up pieces of broken ‘treasure’ in the hope of discovering the best piece yet.

Much to the dismay of Mrs Kenny (known as the ‘better half’) I’ve managed to now gather a really healthy collection of ‘pocket trinkets’ that are regularly brought to her attention as they somehow manage to confound the spin dryer …

A little like networking?

No, not the spin dryer! I do spend a good deal of time with my network colleagues, it has become another routine. The routine here though is keeping an eye out for the glittering prize of referral, all shapes, all types of referral.

These come along through a developed understanding that when I’m ‘on the patch,’ when I’m attending The Forum I have the opportunity to hear what others are looking out for. Learning how can I help them, where might I find the prize they look for. I’m learning to keep an eye and an ear open for those friends I see on a regular basis.

Good referrals, treasure, do not come along readily enough for some. Maybe it’s because they don’t frequent their patch often enough? This is often the case when people errantly declare “networking doesn’t work for me.” Of course, these miss out, they are not available to give and receive, or perhaps they have yet to determine exactly what prizes others seek.

Know what treasure do you seek? Make the networking routine, embrace the structure and the opportunity of picking up the not so perfect and understand that we are learning, training our senses for the time we recognise the glittering prize.

Fail sometimes. It’s ok.

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So how about a salesperson Sally? Who looks after sales within your organisation??

Employ someone? Where am I going to get a salesperson that understands my business, Charlie?

Fair comment I thought to myself, we’ve all asked the same question.

I knew that Sally was a sole trader and the question from me was an honest one. Sally had her bookkeeper, relied on some freelance and just now was worrying about the struggle for new business.  Social media brought the odd enquiry although nothing substantial.

Besides Charlie, I don’t think I could burden the business with the cost of an extra person, even if it were part-time. I would worry about their messages, fear for their rejection, the critique acquired through competitor comparison … if that makes sense.

It does. So, you’re going to come along and find out how networking may help?

Yes, next week. It’s early, which is good as just now, it’s the only time I have Charlie and I feel I need to be more accountable for new business, for sales.

Fear of transparency, failure as a consequence of taking the opportunity, stepping out of the comfort zone is commonplace Sally. The very thought of turning up and engaging a room of expectant strangers is enough to undermine any thoughts of a great first impression … but … the positive to networking can be profound.

So when should I expect results?

I’m just as impatient Sally, although when I started networking I soon found out that not everyone is in the marketplace for my services at the same time. Networking ‘works’ with calculated patience.

You already know and understand that you are the best qualified to offer your business services. The ‘selly-sell’ is not required.

Be prepared to fail sometimes, show your vulnerable side … (develop empathy.)

If you can keep your eye on the ‘why am I doing this?’  Clearly explaining this to your audience, by being concise you will soon find support.

Benchmark your efforts Sarah. Deliver consistent messages over a given period of time and adjust your presentation accordingly, for ‘the room’ or seasonally to suit your business, create the trust among your audience to realise the opportunity, the ‘bizability.’

Something else, don’t forget to have fun Sarah, smile.

At 7 am?

People buy from people Sally.