The document discusses the importance of in-person networking to generate word-of-mouth referrals. It recommends treating every meeting as an opportunity to connect with others and make new contacts. Building relationships requires making time for social gatherings, sending handwritten thank you notes, asking questions of others, and showing appreciation for referrals through gifts or notes. The goal is to honor all contacts and find ways to stay top of mind through clippings or mentions on social media.

1. m a r s h a l l p r . c o m p r m a v e n . c o m

2. m a r s h a l l p r . c o m p r m a v e n . c o m
Word of mouth is your best
referral source.
Word of mouth comes from
face-to-face meetings, so
treat each meeting as an
opportunity to network.

3. m a r s h a l l p r . c o m p r m a v e n . c o m
Be social! Make lists of people you meet and
create gatherings to bring them together, such
as meetups, dinner parties, ball games and
other occasions to get together in person.
Oxytocin is created,
which in turn creates feelings
of trust and generosity.
You need human contact
to make real connections.

4. m a r s h a l l p r . c o m p r m a v e n . c o m
Honor each contact you make, even if you
don’t think they can benefit you.
You never know who the next person will be
who can change your life.
Good will spreads.
Good karma.
Good reputation.
NAME LIST
Jack
Stuart
Jackson
Hilton

5. m a r s h a l l p r . c o m p r m a v e n . c o m
When you meet someone, show interest in them.
Ask about their lives, find out what they are
interested in outside of work. Learn what you
have in common, who you know in common.
Get their business card and connect on LinkedIn
or other social media right away if this is
someone with whom you want to have a
long-term business relationship.
Write a handwritten note and
make plans to follow up.

6. m a r s h a l l p r . c o m p r m a v e n . c o m
Send note cards, the ones with stamps in
envelopes that you send in the postal mail.
Keep note cards printed with your logo, name or
company name, address and web address all
ready to go at your desk. Use a real stamp!
Write a note in your handwriting
even if you have bad handwriting.
The fact that you took the time to
write a handwritten note will make
a long-lasting impression.

7. m a r s h a l l p r . c o m p r m a v e n . c o m
Become a clipping service.
Watch for your contacts’ names in the newspaper
and clip the articles, send in the mail with a note.
You can set up Google alerts, too, to give you a
heads up (www.google.com/alerts).
If you don’t have time for this,
find someone to do it for you.

8. m a r s h a l l p r . c o m p r m a v e n . c o m
If you are shy, ask questions when you meet
people and get them to talk about themselves.
People love to talk about themselves and they will
like you more if you listen to them and continue to
ask more questions. In this way, you can learn
more about what makes them tick. Before you go
to an event, think of five questions you can ask
pretty much anyone to get a conversation
started, like “What do you like about
your work?” Preparation is a shy
person’s social cheat sheet.

9. m a r s h a l l p r . c o m p r m a v e n . c o m
Go to networking events.
I go to numerous events each
month, but even if you only have
time for one a month, make the
most of it and bring your
business cards.

10. m a r s h a l l p r . c o m p r m a v e n . c o m
Use social media: connect and like what
others post. Provide helpful content on your
own LinkedIn profile. Honor the person who
is in your presence at any given time. Fully
engage with them.
Put your phone away, or if you’re
expecting an important call or text,
explain the situation to your
companion, so they feel important
to you.

11. m a r s h a l l p r . c o m p r m a v e n . c o m
Make eye contact, ask
questions and listen intently.
You are representing your
personal brand in these
meetings — you want to be
known as someone who pays
attention and cares.

12. m a r s h a l l p r . c o m p r m a v e n . c o m
Thank people profusely for referrals.
Referrals are like sales gold. Don’t take
them for granted. Whoever refers you
is putting their own brand reputation
on the line for yours, so
let them know you
appreciate them.
Be generous with a
branded gift or a gift
card and a hand-written
thank you note.

13. m a r s h a l l p r . c o m p r m a v e n . c o m
Thank you!
marshallpr.com
prmaven.com
Nancy Marshall
Founder & CEO, The PR Maven®
nmarshall@marshallpr.com