Networking Rx: Mark Keating – Guest Interview (EPS 024)
Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, interviews Mark Keating, a marketing professional who brings years of experience in print, billboard and broadcast media to the electronic world through his involvement with Locallogy.
The important first step to creating a referral machine is establishing relationships. This all begs two important questions: (1) WITH WHOM should I establish these relationships? And then even more importantly, (2) HOW do I go about establishing these relationships?
As to WITH WHOM you should establish relationships, there is no magic or secrets. They are all around you. First, start with the people you already know. Why? The people you already know, presumably already like and trust you. Far too often, when people embark on creating a referral machine, they become fixated on people they have never met before.
Think about it. You know tons of people right now – friends from the community or school, former colleagues, existing or past clients. This represents a treasure trove of raw materials with which to work.
Second, develop a list of strategic partners. Ask yourself this – who are the people that do not compete with you, but who run in the circles where you would like to be running? What is the profile of a good potential client for you and who might be servicing them?
Third, everyone is connected. Everyone knows someone who might be a good potential referral for you (although they may not realize it). This is not to say that you need to establish a relationship with everyone. What it does say, though, is do not dismiss anyone. Give everyone attention and respect.
A successful part of networking is aligning yourself with various groups and organizations. In this episode, Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, shares his own experiences and how “just belonging” is not enough to reap maximum benefits.
Just because you want this referral machine does not mean that you get it. You have to build it using a three-step process to do so.
You start by establishing relationships.
Then within those relationships (which is essentially a network of people), you empower them to not just understand what you do, but how to talk about it.
Finally, you remain in continual contact to appropriately guide and re-adjust the process. Yes, this takes work, but in the end the rewards far outpace the effort.
The foundation on which you will create a referral machine is the relationships you have with others. This is the most important point: people do business with and refer business to those that they know, like and trust. Those who get the most and best referrals are simply those who have the best relationships. They are widely known, highly liked, and implicitly trusted.
We will cover this process in greater detail starting in Part 3.
Networking Rx: Mitchell Levy – Guest Interview (EPS 022)
Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, interviews Mitchell Levy, the genius and energy behind Aha That, ghost writers and online marketing specialists. www.ahathat.com
Networking skills are important, but networking skills will only get you so far. In this episode, Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, explains how and why having the proper networking attitudes and habits are vital to building productive relationships.
Networking Rx: Dr. Ian Bulow, DC – Guest Interview (EPS 020)
Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, interviews Dr. Ian Bulow, a chiropractor in the Greater Pittsburgh area who runs a premier upper cervical chiropractic clinic.
To be known, liked and trusted one must be remembered. In this episode, Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, shares five tactics you can use to ensure you’re remembered.
You are ambitious. You are savvy. You want
to be more successful. You want to work smarter and not harder. You know that
referrals are the means of achieving that. Referrals are the most effective
means of creating this greater success.
The best place to be in business, (any
business or profession) is the point where your new clients are almost
exclusively generated from people in your network. These are friends,
colleagues, strategic partners and even former clients sending you prospective
At this point, your network becomes your
sales force. In short, you have effectively created a referral machine and that
machine (i.e., your network) is working for you, even when you are not working.
This begs the question, “How do I create a
referral machine?” We start on this in Part 2.