Top 10 Do's and Don'ts for an Effective Business
Referral Network!
Every business must have a powerful referral
network. It is very unlikely and terribly expensive to "advertise your
way to success". Without tons of capital, it can't be done. It is far more
effective, and more fun, to create an effective network that sends you clients,
supports your business, and makes you money. Unfortunately, most professionals
confuse effective networking with passing out business cards and schmoozing.
They are NOT the same. Here are my Top 10 Tips for a network that will help you
build your business.
1. DO: Be visible and well-liked!
Know lots of people and be sure they know you.
2. DON'T: Inappropriately use
acquaintances or membership lists to build your practice. People hate being put
on the spot!
3. DO: Join and contribute to
worth-while groups and causes. You have to put in before you can take out. Be
known as a generous person with lots to give.
4. DON'T: Grab the spotlight or
Chair every committee. Don't turn down positions of leadership or
responsibility, but don't be pushy. Let people discover you!
5. DO: Show up! Whatever your
current circle of friends and relationships, this week go someplace else! Keep
adding new circles of influence and expand the range of your interests and
involvements. Keep growing the circle!
6. DON'T: Expect colleagues with
similar expertise to be referral sources. They have their own businesses and
are unlikely to share clients with you. Be realistic.
7. DO: Reach beyond your profession
for business connections. Look to business owners, salespeople, educators, and
managers. Anyone who connects with lots of people and who does not compete with
you is a potential partner.
8. DON'T: Rush into business
relationships. Have lunch, get acquainted, but never push a business card or
brochure on anyone. Conveniently "forget" them at the office, and
send a thoughtful follow-up letter with the material a couple days later.
9. DO: Make sure your business
connections run both ways. Referring clients must make business sense to both
sides. Make sure your work provides increased income, more convenience, better
outcomes, or other benefits for your referral sources. This is only fair.
10. DON'T: Panic or try to rush.
Most successful practices only need 3-10 great referral sources. Select and
cultivate them wisely and patiently. It pays huge dividends!
By Philip E. Humbert
Photography by Sugarfree.sk
© Copyright 2003 by Philip E. Humbert. All Rights Reserved. Written by Dr. Philip E. Humbert, writer, speaker and success coach. Dr. Humbert has over 300 free articles, tools and resources for your success, including a great newsletter! It's all on his website at: http://www.philiphumbert.com
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