Giving a Good Referral

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Presented on 9/10/13 at the North Dallas Chamber as a part of the Network Skills Workshop, this presentation outlines a process and gives insight into giving (and getting) good referrals.

Presenters were Judy Bragg, Bragg Resources, and Paul E Maynard, NDCC Staff (AKA, The Relentless Networker.

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Giving a Good Referral

  1. 1. Judy Bragg, Bragg Resources and The Relentless Networker Referrals: The Currency of Networking Presented to The Networking Skills Workshop September 10, 2013
  2. 2. So Why Aren’t Referrals Given? Audience!
  3. 3. Why Network? • Grow our business • Expand our network • Develop trusted relationship • And, because networking has value!
  4. 4. The Process • Meet someone at a function • Schedule a one-on-one • Do your homework • Have a meeting • Follow-up, Follow-up, Follow-up
  5. 5. Do your homework! • Check out their website • Read their LinkedIn profile • Search on their company name
  6. 6. Meeting Format • Plan to meet for an hour • 20 minutes for the 1st person • 20 minutes for the 2nd person • 20 minutes to circle back Use the whole hour!
  7. 7. Learn: Ask Key Questions • What is their business? • Who is their ideal client? • What industries do they focus on? • Ask for an example of a current project? • Who is not a good client?
  8. 8. Listen Carefully • Take notes • Ask questions if you don’t understand • Actively listen • Stay focus • Turn off your phone – it is only one hour
  9. 9. Meeting Manners • Meet somewhere you can talk and won’t be distracted • Not a monologue; it’s a dialog • “Ping Pong” conversation • Eye contact
  10. 10. Ground Rules of Referrals • Put some thought into the referral • Don’t just check off a box “Does your contact really need to meet this person?”
  11. 11. What comprises a Good Referral? • There is a need for your services. • They could refer someone to you that can use your services. • The two of you have something in common.
  12. 12. Pink Elephant in the Room • Givers vs. Takers • This is about sharing • It’s not “it all about me” • Risk of giving referrals • No follow up • Do a bad job
  13. 13. Make the Actual Referral • Give names at the meeting real time • Can they use your name? • Follow-up with contact information • Send a virtual introduction email
  14. 14. Follow-Up Follow-Up Follow-Up • Send a virtual introduction email. • Follow-up to see if they connected. • Ask about results.
  15. 15. Exercise • What is their business? • Who is their ideal client? • What industries do they focus on? • 1st 5 minutes – Pick a partner • Ask your partner one of the below questions , take notes • 2nd 5 minutes – Ask your partner the same question, take notes
  16. 16. Q&A Judy Bragg, Bragg Resources and The Relentless Networker
  17. 17. Let’s Review: Giving a Referral • Networking Currency • Do your homework • Meeting format • Learn: Ask key questions • Listen carefully
  18. 18. Let’s Review: Giving a Referral • Meeting manners • Ground rules of good referral • What comprises a good referral • Pink elephant in the room • Make the actual referral • Follow-Up
  19. 19. Paul E Maynard pmaynard@ndcc.org 214-368-0596 www.ndcc.org Judy Bragg 214-343-9490 jbragg@BraggResources.com www.BraggResources.com Thank You!

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