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Tuesday, October 05, 2010

BEYOND NETWORKING: BEING: Learning to Be a Good Giver

Beyond Networking: Being with Ron Sukenick

It’s so often that we run around looking to meet and greet, make connection, and if available, receive some good referrals for the effort we put out.

But I always remember the infamous words of my loving mother who sat me down one day and said son, I always want you to remember that while it’s nice to receive gifts, the gift is always in the giving.

That phrase has stuck with me every day since she said that.

So the question you might ask yourself is this – When it comes to giving referrals, how are you doing?

Many people I know often state that its not easy finding and giving referrals to other.

While giving good referrals is an art, there is also a science to it.

The purpose behind giving good referrals is not a mystery, but it does require an understanding of the steps of referral giving.

Allow me to provide what I find is a simple process to support your referral giving efforts.
  1. Be a good Listener – Listen for the needs of people you know with whom you meet and wish to develop a relationship with. Good Referral Givers mind other people’s business. Remember, when you speak, you learn what you know, when you listen, you learn what other know, and have a need for.

  2. Use the phrase, “I know someone who can get that done.” – As a rule, people who have a need won’t necessarily ask you for a referral. If they don’t know you, and sometimes even when they do, they may feel as if this would be an imposition on you. When you listen to the needs of others and then use the phrase I know someone who can get that done, you are the one who takes control of the situation and creates action. This is an example of the Triple Win Theory – You feel good about helping others, they appreciate the referral, and the person you referred appreciates you thinking of them. In my opinion, there is no better way to build a relationship.

  3. Share your experiences about the person you are referring – When sharing your experiences about the person you are referring with others, you build confidence and trust. People do business with people they meet, feel comfortable with and trust. Although your referral does not guarantee a sale, it will usually open the door for your associate to begin the relationship process with others. Remember, people do not want to go to the phone book unless they must. While the phone book is a place to advertise, many people use it as a last resort. A personal referral is the preferred way to do business.

  4. Give a business card of the person you are referring – Always carry at least three business cards of each person in your network of key contacts. When you meet someone who has a need, be prepared not only to mention a name, but also to pass along the person’s business card. Doing so gives your referral added weight and immediate action, which often leads to some positive results.

  5. Ask for calling permission – Ask the prospect if you’re associate can call them. This action can make the distinction between a good referral and a poor referral. A good referral has an immediate need and the prospect is willing to accept a phone call from your associate. Even if the individual does not have a direct or immediate need, securing permission for your associate to call gives the individual an opportunity to develop a new relationship.

  6. Call your associate - After referring an individual from your network of key contacts, call the individual to make him or her aware of the referral. Relay everything you know about the prospect you referred to him or her. The information you pass on to them may be invaluable. Your information may point out a common thread that can help the new relationship develop.

So when all is said and done, a good referral is when you recommend someone that you know, like and trust… to someone you care about.

And now you know the rest of the story.

For more information, please visit Ron's TNNWC Bio.

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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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