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Sunday, December 16, 2007

Contrary to What You May Think, the Referral Process

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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The Emergence of The Relationship Economy

The Emergence of The Relationship Economy
The Emergence of the Relationship Economy features TNNWC Founder, Adam J. Kovitz as a contributing author and contains some of his early work on The Laws of Relationship Capital. The book is available in hardcopy and e-book formats. With a forward written by Doc Searls (of Cluetrain Manifesto fame), it is considered a "must read" for anyone responsible for the strategic direction of their business. If you would like to purchase your own copy, please click the image above.


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