Frank Agin, author and founder of AmSpirit Business Connections, talks with educator, author and speaker Kimberley Barker, Ph.D. about the role that your mission, vision and values play in the relationship you have with yourself as well as with others. Learn more about her work at https://www.linkedin.com/in/kimberley-barker-ph-d-8ba19419/
Frank Agin, host of Networking Rx and founder of AmSpirit Business Connections, follows up on his recent episode on Dunbar’s Number to share insight and perspective as to how you can apply this science to your daily network and relationship building.
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.
Establishing relationships is an important first step. In so doing, you have built a network of people who are really behind you. Again, they know, like and trust you. This alone does not create a referral machine, however. Before your network can refer you, they need to be empowered. Empowered to recognize opportunities for you as well as empowered to talk or communicate about you.
People within your network do not magically know how to refer you. First, they need to know who to refer you to and they need to know when to refer you. To make this happen, it is entirely up to you to empower them to recognize these opportunities.
Consider franchise brokerage (though this applies to any business or profession). Certainly if someone comes out and says, “I am looking to buy a franchise”, your network should know to think of and refer you. But what about all the times that someone could be a great client but does not say they are looking to buy a franchise (or they do not even know that franchise ownership is an option)?
- What about the person whose spouse is looking to have their own business?
- What about the displaced executive who might not be interested in getting back into the grind?
- What about the mid-level manager that wants a way out of the grind?
If you want to create a referral machine, it is your job to paint a picture in the minds of your network as to who is a good referral candidate and what is a good situation. Here are three great ways to do this.
(1) Develop a series of short 30-second commercials that concisely convey what you are looking for and what you do. Again, develop a series, so that you have a varied message. Write these out and practice them, then use them as often as possible. For help on this find the short series on 30-second commercials.
(2) Even if you have a great 30-second commercial, people are not going to fully remember what you have to say. To overcome this, develop (again) a series of short summaries outlining what you are looking for. Make these short and simple (so simple that a 5th grader could understand them). Then neatly type and print them out (or even have them professionally printed) so you can quickly and easily hand them out, mail, or e-mail them to your network.
(3) If you give people the basic facts, they might politely listen. But if you weave these facts within a compelling story, example or analogy, they will be enthralled by what you have to say. If you have experiences, share them. If you do not have experiences, then talk to someone who does and borrow theirs. If you have neither experience nor access to someone who does, make it up. In this situation, it is not stealing to make someone else’s experiences your own. It is not lying to craft a story that has not occurred. You are doing this to paint a picture of what a good referral looks like.
In Part 6, we will address empowering your referral machine.
Networking Rx: Becoming More Effective With 30-Second Commercials (EPS 107)
Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, shares opportunities to help you improve on the 30-Second Commercial you’ve crafted. This is second in a three-part series on your business pitch.
Networking Rx: Names Matter (EPS 101)
Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, shares thoughts and insights on making a priority knowing other people’s names.
Building a Networking Relationship 6 of 7
Whether you are 19, 90 or somewhere in between, you know more people now than you could possibly meet over the next year (maybe two or three). Think about it. You know people in your community. You know people from high school, college, and your plethora of career moves (or those moving careers around you). You know people through your kids, parents, or family. You know lots of people.
While meeting new people is always an important part of networking, there is a tremendous advantage to networking with familiar names and faces – they already Know, Like and Trust you. That is a tremendous head start to productive and effective networking.
Given that, an important part of building your business or career network is to dig into your “now electronic” rolodexes, card files or little black books and mind your existing contacts. Reconnect with these old friends and acquaintances. Get caught up on their lives. Think of ways you can help them. Share with them about your professional endeavors. Remember to ask for assistance.
The “Know, Like, and Trust” is already there. All you need to do is capitalize on it.