Creating A Referral Machine 1 of 7

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 clients.

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.

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: Part 2 of 8

To build a strong network of contacts that give you referrals, contacts and information, you need to have a concise, yet very compelling, 30-second commercial. The problem is that you have SO MUCH to say and 30 seconds is really not a lot of time.

So to conquer the challenge of conveying lots of information in a short period of time, it is helpful to have a framework to work with. Here is an effective one:

  • Start with a basic introduction for yourself (this addresses WHO you are) …
  • Add to that a Message (which addresses WHAT you do) …
  • From there, you need to Inspire Confidence or create credibility (which tackles WHY you over all the other choices) …
  • Then you wrap this up with a Strong Definite Request of what you need (this is HOW they can help you).

Now, if you carefully draft each of these sub-parts and then piece them together with your own personal flair, you end up with a very effective 30-second commercial. For more, see Part 3.

30-Second Commercials: Part 1 of 8

Essentially, networking is about you creating a series of relationships (also known as a network). The end game for you is to get the network to help you. To get this, three things need to happen … Your network needs to KNOW you … Your network needs to LIKE you … And, your network needs to TRUST you.

Now, in establishing this KNOW, LIKE & TRUST, those you hope to add to your network NEED (not just WANT, but NEED) to have a firm sense as to…

  • WHO you are (name, business name, basic product/service) …
  • WHAT you do (along with when you do it) …
  • WHY they should do business with you or WHY they should refer you as opposed to other options…
  • And, HOW they can help you (Who are people you want to be referred to? … Who do you want to meet? … What information do you need?) 

In a networking sense, the primary limitation to communicating all this (especially amongst people you are meeting for the first time) is simply ATTENTION SPAN.

In somewhere around 30 seconds, you need to effectively communicate all these things or lose (or at least risk losing) their minds to something (or someone) else.  For more, see Part 2.


256) Standing O-H … I-O

Towards the end of the 1940 Michigan-Ohio State football game, Buckeye fans in attendance at Ohio Stadium made a standing ovation. That is not uncommon for a football program such as the Ohio State University. It’s an enthusiastic crowd and they often show their appreciation for a great performance.

This particular ovation, however, was for the opponent’s star player. You see, Michigan’s Tom Harmon almost single-handedly delivered a 40 to nothing loss on the Buckeyes.

No doubt you have competitors. Some of them might even rise to the level of being rivals. Great. If done the right way, this is healthy, as it serves to make you better and it collectively heightens the level of service in the entire business community.

In summary, great people applaud the achievement of others, even if they are competitors. So, when you see or learn of a remarkable performance in your professional world, don’t be afraid to let the person know. Recognizing them serves to make you a great person too.


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Mining Networking Events

Networking events are generally not opportunities for closing business. Thus, you may not likely get clients as a result of them. You may stumble upon a client. Know, however, that is the exception rather than the rule.

As you embark upon networking at events, do not consume yourself with meeting as many people as you can. Remember, meaningfully connecting is about the quality of the connection and not the quantity. You are much further ahead in time to focus on really connecting with a small handful of people rather than simply collecting dozens of business cards.

Remember, networking events are everywhere. Business after-hours are networking events. Tradeshows are networking events. Business parties are networking events … so are social parties, tailgates, and really any gathering of people. Use each to expand your base of connections, from which you build relationships.

Networking Rx: Corey Kupfer – Guest Interview (EPS 084)

Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, interviews Corey Kupfer, an expert strategist, dealmaker and business consultant with more than 30 years of professional negotiating experience as a successful entrepreneur, and attorney. He is currently a professional member of the National Speakers’ Association and an in-demand speaker at conferences nationwide, where he tackles issues such as corporate structuring, entity and platform design, mergers and acquisitions, entrepreneurship, visioning and planning, employee attraction and retention vehicles, and succession planning and implementation – in addition to his focus on authenticity in business relationships, deals and negotiations. You can learn more about Corey and his current projects at www.CoreyKupfer.com.

http://networkingrx.libsyn.com/corey-kupfer-business-strategist-and-corporate-deal-maker

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.

Networking Rx: Unreliability Equals Zero (EPS 083)

Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, shares thoughts on the importance of being dependable and reliable in building trust within your relationships.

http://networkingrx.libsyn.com/unreliability-equals-zero-eps-xxx

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.

Networking Rx: Jory Fisher, Certified B.A.N.K. Trainer (EPS 082)

Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, interviews Jory Fisher (https://joryfisher.com/), a life coach that utilizes a 90-second personality assessment to guide clients.

http://networkingrx.libsyn.com/jory-fisher-90-second-personality-assessment

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.

Networking Rx: Shut Up & Listen (EPS 081)

Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, shares a lesson on being in the moment from Coach Danny Creed’s book A Life Best Lived: A Story of Life, Death and Second Chances.

http://networkingrx.libsyn.com/shut-up-and-listen-eps-xxx

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.