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Giving a Good Referral
The document outlines strategies for effective networking and referrals presented by Judy Bragg during a workshop. It emphasizes the importance of preparation, meaningful conversations, and proper follow-up to facilitate successful referrals. Key elements include understanding each other's businesses, maintaining good meeting manners, and recognizing what constitutes a quality referral.
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Giving a Good Referral
- 1. Judy Bragg, BraggResources and The Relentless Networker Referrals: The Currency of Networking Presented to The Networking Skills Workshop September 10, 2013
- 2. So Why Aren’tReferrals Given? Audience!
- 3. Why Network? • Growour business • Expand our network • Develop trusted relationship • And, because networking has value!
- 4. The Process • Meetsomeone at a function • Schedule a one-on-one • Do your homework • Have a meeting • Follow-up, Follow-up, Follow-up
- 5. Do your homework! •Check out their website • Read their LinkedIn profile • Search on their company name
- 6. Meeting Format • Planto 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. Learn: Ask KeyQuestions • 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. Listen Carefully • Takenotes • Ask questions if you don’t understand • Actively listen • Stay focus • Turn off your phone – it is only one hour
- 9. Meeting Manners • Meetsomewhere you can talk and won’t be distracted • Not a monologue; it’s a dialog • “Ping Pong” conversation • Eye contact
- 10. Ground Rules ofReferrals • Put some thought into the referral • Don’t just check off a box “Does your contact really need to meet this person?”
- 11. What comprises aGood 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. Pink Elephant inthe 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. Make the ActualReferral • Give names at the meeting real time • Can they use your name? • Follow-up with contact information • Send a virtual introduction email
- 14. Follow-Up Follow-Up Follow-Up •Send a virtual introduction email. • Follow-up to see if they connected. • Ask about results.
- 15. Exercise • What istheir 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. Q&A Judy Bragg, BraggResources and The Relentless Networker
- 17. Let’s Review: Givinga Referral • Networking Currency • Do your homework • Meeting format • Learn: Ask key questions • Listen carefully
- 18. Let’s Review: Givinga 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. Paul E Maynard pmaynard@ndcc.org 214-368-0596 www.ndcc.org JudyBragg 214-343-9490 jbragg@BraggResources.com www.BraggResources.com Thank You!