This business development presentation focuses on the importance of building relationships as a member of a referral marketing group. It uses a mining analogy to explain the key elements you need to be successful when participating in a group like this. The presentation was given to a referral network group sponsored by the Huron Valley Chamber of Commerce. The audience members were small businesses of 1-5 employees.

1. Networking:
Mining Your Social Capital
Joan Witte
September 12, 2012

2. Mining Leads Requires Development
• Time
• Teamwork
Nevada gold mines remove .05 ounces, or about $14
worth of pure gold per 1 ton of dirt.
Sept. 12, 2012 P. 2

3. Prospecting Steps
Remove • Create trust (be genuine, on-time, give 1st referral, show interest in all)
• Listen (set up regular appointments, continue to learn about ea. other)
barriers • Help with other needs (office move, proofread, sounding board)
Clear unsafe • Provide honest feedback and take action to feedback
• Drop the what’s in it for me attitude
spots • Tell stories to illustrate a good referral (be specific)
Support the • Follow-up 48 hrs (compliment, email article, social media, thought)
• Talk to the right people
excavation • Look for compatible businesses
• Go for quality not quantity
Prospect • Belong and be active (civic, art, religious, sports, hobby)
• Be early to events, select who you want to meet
• Greet newcomers; don’t always hang with same people
Sept. 12, 2012 P. 3

4. Chamber of Commerce
Ground Support :
• Ambassador
• Ribbon cutting
• Chamber challenges
• Social activities
A referral network is NOT
all business; it’s all
RELATIONSHIPS!
Sept. 12, 2012 P. 4