Networking Success
By Ivan Misner, Ph.D., Contributing Writer
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Most everyone who has ever tried to keep a truly accurate count of how many “cold calls” led to actual, cash-in-your-pocket sales knows that this is not an easy task. The good news is that it is actually quite easy to measure success from referrals! We know this because we’ve designed a networking scorecard for tracking referrals and the business that results from them. You might want to develop a similar one for your own use. On this card you record the nature and source of each referral, how you followed up on it, how you handled it, how you conducted your networking activities—did you provide your referral source or contact an article of interest? a thank-you note? a phone call? lunch? business?—and the end result of these activities. It’s not that hard to analyze what you did and how successful you were in getting business from your referrals!
The referral process is about committing to a series of actions designed to create a result (not only for you, but for the other people involved) and then measuring it and improving the system. As long as you track your activities, it’s not that hard to measure the results.
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