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Top 10 Do's and Don'ts for an Effective Business Referral Network!
Every business - particularly small,
entrepreneurial or professional businesses - must have a powerful referral
network. It is very unlikely (and terribly expensive) to "advertise your way to
success". Without tons of capital, it can't be done. It is far more effective,
and more fun, to create an effective network that sends you clients, supports
your business, and makes you money. Unfortunately, most professionals confuse
effective networking with passing out business cards and schmoozing. They are
NOT the same. Here are my Top 10 Tips for a network that will help you build
your business.
1. DO: Be visible and well-liked! Know lots of people and be sure they know you.
2. DON'T: Inappropriately use acquaintances or membership lists to build your
practice. People hate being put on the spot!
3. DO: Join and contribute to worth-while groups and causes. You have to put in
before you can take out. Be known as a generous person with lots to give.
4. DON'T: Grab the spotlight or Chair every committee. Don’t turn down positions
of leadership or responsibility, but don’t be pushy. Let people discover you!
5. DO: Show up! Whatever your current circle of friends and relationships, this
week go someplace else! Keep adding new circles of influence and expand the
range of your interests and involvements. Keep growing the circle!
6. DON'T: Expect colleagues with similar expertise to be referral sources. They
have their own businesses and are unlikely to share clients with you. Be
realistic.
7. DO: Reach beyond your profession for business connections. Look to business
owners, salespeople, educators, and managers. Anyone who connects with lots of
people and who does not compete with you is a potential partner.
8. DON'T: Rush into business relationships. Have lunch, get acquainted, but
never push a business card or brochure on anyone. Conveniently "forget" them at
the office, and send a thoughtful follow-up letter with the material a couple
days later.
9. DO: Make sure your business connections run both ways. Referring clients must
make business sense to both sides. Make sure your work provides increased
income, more convenience, better outcomes, or other benefits for your referral
sources. This is only fair.
10. DON'T: Panic or try to rush. Most successful practices only need 3-10 great
referral sources. Select and cultivate them wisely and patiently. It pays huge
dividends!
"Written by Dr
Philip E. Humbert, writer, speaker and success coach. Dr.
Humbert has over 300 free articles, tools and
resources for your success, including a great newsletter.
It's all on his website at: http://www.philiphumbert.com"
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