Creating A Referral Machine 7 of 7

Congratulations! You’ve established relationships and empowered that network. Great! But remember there is no such thing as perpetual motion. Too often, people work hard to create a referral machine only to watch it break down because they erroneously assume that an empowered network will just keep kicking out referrals.

Think of it like pushing a car: You have to work really hard to get the car rolling. Once the car is rolling you only have to exert mild force to keep it moving. But don’t let it stop because then it is like starting all over.

Establishing relationships and empowering the network is the Herculean push to get things moving. The mild force to keep it all moving involves three things.

Ask: Continue to ask for referrals, including things your network might not see. Don’t get frustrated if they are not referring things that seem obvious to you. Remember, they don’t live in your world and don’t see it as you do. So ask!

 Can you introduce me to…?

 Could you connect me to speak at this event?

Would you keep your eyes open for…?

Appreciate: No matter what your network does for you, thank them. If a referral goes nowhere, thank them anyway. Why? The fact they are thinking of you is excuse enough to celebrate. Your referral machine is working!

Also, appreciation is a wonderful motivator. Dole it out and people will do whatever it takes to get more. Few people thank others. You will set yourself apart when you show your appreciation.

Clarify:  No matter how well you educate and empower, your network is going to get it wrong from time to time. They want to help you, but they are going to send you referrals that are, well, bad.

Don’t get frustrated. They want to help and they are trying. Reconnect with them and clarify your request. One small correction in how they perceive what a good referral for you is could spell the difference between continued bad referrals and a great new client.

Networking Rx: Crafting Powerful “Asks” (EPS 158)

Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, shares a framework for helping you make powerful requests for introductions and referrals.

http://networkingrx.libsyn.com/crafting-powerful-asks-eps-158

For more information on AmSpirit Business Connections and its franchise opportunity program, contact Frank Agin at frankagin@amspirit.com or visit http://www.amspirit.com/franchise.php.

30-Second Commercial 6 of 8

Now clearly articulating WHO you are, WHAT you do and WHY you are uniquely qualified is nice. However, in a sense, it is like having a souped up car with no wheels. To complete your 30-second commercial, you need to clearly state WHAT it is you need.

Now I hear lots of 30-second commercials and many of them have a weak finish. This is because they have a wimpy ASK or request. The best way to illustrate this is through an example … An example of what not to do. Do not make your HOW statement something like, “A good referral for me is someone in transition or not happy with the direction of their career.” Rather, here is a better example.

“If you know of someone in transition or not happy with the direction of their career please introduce me to them.”

The main difference between these two is that the second has a “call to action.” If you see or know of this, please send it my way … Or give me their number … Or invite them to my seminar.

The first example … A good referral for me is someone in transition or not happy with the direction of their career … gives the same information, but it leaves someone wanting to say, “That’s nice.”

It is like my kids. They will say, “Dad, I am hungry.” And my response is, “Thanks. That is good to know.” They now know they need to make a Strong Definite Request. “Dad, can you cook me Mac-n-Cheese?” They are asking for action, which is far more powerful.