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. Judy Bragg, Bragg Resources and The Relentless Networker Referrals: The Currency of Networking Presented to The Networking Skills Workshop September 10, 2013
- 2. So Why Aren’t Referrals Given? Audience!
- 3. Why Network? • Grow our business • Expand our network • Develop trusted relationship • And, because networking has value!
- 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. Do your homework! • Check out their website • Read their LinkedIn profile • Search on their company name
- 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. 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. 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. 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. 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. 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. 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. 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. Follow-Up Follow-Up Follow-Up • Send a virtual introduction email. • Follow-up to see if they connected. • Ask about results.
- 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. Q&A Judy Bragg, Bragg Resources and The Relentless Networker
- 17. Let’s Review: Giving a Referral • Networking Currency • Do your homework • Meeting format • Learn: Ask key questions • Listen carefully
- 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. 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!