Of course we can get referrals from existing customers, especially when we do a great job. Most people fundamentally like to help and are only too happy to speak well of us.

These clients, however, although readily available are not often the best or most reliable sources of regular high quality referrals.

They are primarily interested with their own businesses and because they are our clients they would prefer if we focused on them otherwise we are generating a conflict of interest. Surely we should be focusing on their needs rather than asking for referrals.

Hence, our referrals from these individuals are often left to chance and can we build our business on chance?

Therefore, asking for referrals from existing clients is often an awkward and unreliable process.

Some people proactively try to get referrals from new customers.  Most of us at some point will recall an individual who, during our fist meeting has requested 3 or 4 of our friends whom we would refer them to. Personally I find this a bit shocking.

So they want me to refer them to my network ( people I have built up my reputation with over years ) and I do not know if they are any good at what they do  In fact our entire relationship so far has been them trying to sell me their products. I suggest they prove to me they are good at what they do first.

While not a true referral ( in fact it gives referral marketing a bad name )  it is possible to find referrals for cash or “introducers fees “. On an ethical level this is not something I agree with at all and in fact it makes business sense not to do it.  Individuals who are often clients are incentivized with cash for referrals. Yes this can provide referrals, but an individual who is motivated by money will not necessarily be referring you a caliber client.

A truly effective referral partnership will only see referrals handed over when the prospect is proved to be of the required quality, pre- filtered, ready to buy and prepared to deal with only you rather than your competition. Yes it’s possible! When clients are referred in this manner we become more efficient with our time. We waste less time with prospects that are not serious who we have to “sell to” and more time with clients ‘ready to buy”

Prospects referred for cash will rarely be filtered because the “introducer” is simply “throwing mud at the wall” hoping some will stick. They do not care about how much time you are wasting only about their fee.

The best sources in the long run are actually people to whom you refer business ( because they are good at what they do ). When you help another business person to get business or hit their business goals you are in fact cultivating a business relationship. You are motivating someone to help you.

If this individual shares your target market i.e. you have similar clients but you are not competitors you have perhaps found someone who could be encouraged to build a reciprocal referral relationship.  When they get business there is every chance it’s also business for you and visa versa.

With a well developed business referral network you can potentially get more highly qualified referrals from one or two Referral Sources than all your customers combined.

Why? often these professionals are better sales people then your clients and they will often spend more time in front of your prospects then your current client base. The secret is to ensure you educate your partners on how to refer you, what make as good referral, how to assess the needs of the prospect, how to introduce you into the equation and then provide a testimonial and introduction to you.

This may appear a lot of work on the face of it but then if you are also doing it for them how much time will you save in the long run?

Is it possible to be a client and Referral partner?  Absolutely this is the best of both worlds.

Ultimately, you can get referrals from existing customers just make sure you keep their interest at heart and keep them happy. Bad word of mouth travels much faster than good word of mouth.

Someone who is happy with your service will normally tell about 3 people.

Someone who is unhappy with your service will normally tell about 11 people each of these in turn will tell another 3 each.  This becomes a ratio of 3:33  . In fact in this day and age with social media the “bad” experiences can be much more visible than this reaching the hundreds of thousands for the really annoyed customer

If you must ask your existing clients for Referrals at least ask how you can also help them so it becomes reciprocal and you can help them get business also.

For busting other networking myths checkout “Truth or Delusion” by Dr Ivan Misner, Mike Macedonio and Mike Garrison

I suggested that she in future, may prefer to attend such an event early. Get there at the beginning while the first few people are turning up.  Not only did this appeal to her because there would be less people and she would feel more comfortable. She could leave when the number got to many. I would bet  she may even find that after 350 people had  turned up and she wouldn’t even have noticed!  If she did and was uncomfortable then she could leave. Simple as that.

There are many benefits to getting to networking events early. Perhaps one for this article would be that she also gets meet other more “knowledgeable “networkers who also see this as a way of getting more value.

However, this impression can also be made even before you meet.

Things that so many people do not even consider or think are just not important can have the greatest impact.

When we are referring one person to another. We are in effect putting our reputation on the line in doing so.  If things go wrong, then they may blame you for the introduction.

If you are giving off “unreliable and unprofessional” signals, is anyone going to refer you with confidence, if at all?

One of the first business practices I noticed in the Middle East is that people seem to think it is “ok” to turn up to meetings and events late. This is not a “one off” occurrence this appears the business norm , however I bet this also occurs the world over.

What is the message they sending to:

A potential client if you turn up late:

“ I can’t handle my time or I won’t be able to meet your deadlines”

“ I am not really that bothered about your business”

To a supplier (yes ! even if you are the client).

“I don’t value you as a professional”

“I will probably be a nightmare client”

Many clients seem to miss the fact that their suppliers can also refer them business. How much business is the client loosing by not treating the supplier with respect?

We have all been late for meetings. After all this is the real world but I have a few suggestions that seem like common sense.

1                    Leave early if it takes half an hour to get there leave 45 minutes early. You will have more chance of arriving on time, less stressed, less chance of an accident. If you arrive early you will also get to network.

2                    If you are running late call ahead and apologize.

or lets just be on time:)

The beginning of the speech on why to explore other networks
Rebel Networker Presenting

Imagine for one moment you are about to spend your hard earned money or valuable company assets on purchasing the services or products of a company that cannot even be bothered ( or afford or never thought about it ) to have its own domain name in the email. What does this imply about their possible service / credibility.

While I concede there maybe companies out there who offer a great service and do a wonderful job with a gmail or hotmail email ( I know some ). Would you as a client shopping around or as a referral partner want to take the risk and refer someone like this.

Referring people is an incredibly efficient way of doing business that has tried and proven result and yet it relies on our reputation and contacts. Can anyone really afford to be putting their reputation on the line for such a small and easily “fixable “ basic business necessity.

In this case the “new” way of networking for all its hype and buzz goes offline and back to basics.

Online networking is great for generating ‘first touch” or “visibility marketing” and keeping you in peoples minds. Yet when you really need to get things done or need more credibility leading to profitability / results then its back to basics.

A perfect example is the Dubai Tweetfest as the visibility is done using Twitter online but they still need to meet up offline to get results.

http://www.zawya.com/story.cfm/sidZAWYA20100323101157/DubaijoinslargestglobalTwitterevent

Networks attending include Heels and Deals, The Arab Business Council and Toastmasters

http://www.business24-7.ae/the-business-of-life/events/five-questions-to-bijay-rajnikantt-shah-2010-03-25-1.72715#commentsForm-commentForm5957983

Guest speaker for the night is none other than The Rebel Networker

1 My business
2 My personal development

Business
For anyone in sales, the knowledge of NLP as a tool is of paramount importance, these skills could take your business to a completely different level. In dealing with staff relations, client service and sales generation. This is just in our normal practice let alone those wishing to use these skills for business/life coaching.

I would summarize my ROI ( Return on investment ) in the following areas.

1 Immediate impact on my business of 54,000aed as a result attending the course.
2 Meeting Incredible individuals who are now valued parts of my network
3 Skills I can now apply to my coaching, Professional speaking and sales ability that have already provided me with many intangibles
4 I managed to give 8 quality referrals to my network as a result
5 Deepen relationships with a number of people whom I have had the greatest respect for but never been able to spend enough time with.
6 I have also located and am building a new Referral Partner and strategic alliance as a result.

Personal Development
1 I have learnt to deal with some personal demons
2 I have deeper and more understanding relationship with the people closest to me
3 I can deal with unwanted thoughts and emotions and instead pull on positive powerful intentions and feelings

Oh and by the way I had an awesome time and got to Karate chop a board in half:)

see below for more details and links.

I highly recommend this course.

The next 7-day accelerated NLP Practitioner Certification program takes place from 22nd – 25thApril & 29th April – 1st May 2010 at Le Royal Meridien Jumeirah, Dubai, UAE (over 2 consecutive weekends). The program is recognized and certified by the American Board of NLP (ABNLP), the largest and most recognized NLP association around the globe and ANLP (British Association). We incorporate distance learning methods (a set of 14 specially designed cd’s, dvd and a recommended reading list), so before you even attend our training, you will already be highly educated and very familiar with the material presented. All this material is included in the price of the training!

Our programs include Time Line Therapy® and Hypnotherapy Practitioner certification and also offer credits towards an MA in NLP & Coaching with a leading UK university.

Carol Talbot
Matrix Training Solutions
Dubai, UAE

Tel: +971 50 6538540
Email: carol@matrixdubai.com
www.matrix-training.com
regards

Phil