Tag Archives: relationships

Referrals are your best and least expensive marketing

Referrals are always your best and least expensive marketing resource…that’s assuming that they are qualified referrals. Unqualified referrals are no better than a cold call.

How do you get better qualified referrals?

While I could write a lengthy dissertation on the process of developing a team of business associates who know, like, and trust you enough to refer business to you on a regular basis…it would be far easier just to invite you to see how it’s done.

BNIVisitorDay

 

2017 Event Schedule

timberwolfcoaching-grey-cropThe 2017 Event Schedule, being hosted by TimberWolfCoaching.com, is currently in construction.

Below is the proposed list of topics and it would be helpful if you could comment on which events you might like to attend. Thanks in advance for all your support.


May 19 – Unleash Your Social Media Marketing Potential

Tips, tricks, and strategies for learning to use social media most effectively.

June 9 – Your Website Sucks! (but, it can be fixed)

Website design, SEO, Google Analytics, Content, Blogs, Vlogs, Shopping Carts, etc.

TBD – True Colors with Yvonne Prince

A Women’s Empowerment and Motivation Series

TBD – Women Business Leaders

What does it take for women to be successful in today’s business world?

TBD – Step-By-Step

How to start your own business

TBD – Top Earners Summit

New England Network Marketing leaders discuss what it takes to earn 6 figures.

TBD – Ladies Night – Merlot and Mud

Learn how to have a luxury facial at home for less than $20.

TBD – Internet Security at Home and Office

A panel discussion about protecting your information on PC, tablet, smartphone, and cloud.

TBD – Light the Fire!

Health and Wellness for the busy and stressed CEO or Manager.

TBD – Men’s Night – Scotch and Skin

For guys who want look and feel younger.


Event sponsorship opportunities available.

Get your brand in front of hundreds of local business leaders and consumers.


Interested in hosting an event?

Let TimberWolf Coaching help you with planning, preparation, marketing, and possibly hosting.

Contact us first to do it right.

The 411 on 1-1’s-part two

The 411 on 1-1’s – meeting #5

In the previous post about 1-1 meetings (review here) we discussed how the first 4 meetings with a networking partner should be handled. Now, let’s make a few assumptions.

  • 121Assuming that you have established KLT (Know/Like/Trust) with your referral partner
  • And, you understand their business well
  • And, you have been able to find a few referrals for them (hopefully they have for you as well)

…what more would you have to discuss?

Well…plenty. Using the CANEI principle (Constant And Never-Ending Improvement) you need to assess whether the referrals you are passing are actually resulting in closed business.

Meeting #5 is a quality control check up.

In this meeting, you review the referrals that have been passed and ask some very important questions. Assuming that you track your referrals, you present your list and check off each in this fashion:

  • I sent you a referral to Jennifer.
  • Did you contact her?
  • Did she make an appointment with you?
  • Did that turn into a sale for you?
  • Was she a good referral for you?
  • Do you want more referrals like this one?
  • Is there anything I could do to find better referrals for you?
  • Who do you want to meet next?

From this quality control check up you can make changes and improvements. Without it, you may be sending leads, not qualified referrals (the subject of another post), or it’s possible that you are sending the wrong type of referrals.

I recommend doing regular QC check ups as often as you can.

If you found value in this post, please share.

If you would like more information about networking more effectively, contact me.

The 411 on 1-1’s

The 411 on 1-1’s – The first 4 meetings

For those small business leaders who are members of networking groups, you will understand the title. For those who aren’t yet, I encourage you to find a networking group as they can be a very good source of referrals and connections.

1to1What is a 1-1? In networking terms, this is a chance to sit down with a fellow networker to learn more about them and their business so that you can refer business to each other. It is not, I repeat NOT, a sales presentation.

Some networking organizations, like BNI, have outlines you can follow for conducting a proper one-to-one meeting. These usually include structure for learning about a person’s goals, accomplishments, interests, networks, and skills. You can find plenty of information about this on the internet.

BUT…there is a big difference between official doctrine and reality. The idea of a structured first 1-1 meeting is nice, but seldom happens. The reason is that people naturally want to work with someone they know, like, and trust (KLT). Without the proper amount of KLT in the business relationship, referrals will be hard to come by. So, experience has shown that the first 1-1 is usually more of a personal ‘get to know you’ session, and that’s fine.

Then how should the process work in reality?

Here is my suggestion for the first four 1-1 meetings:

  1. KLT – Take time to get to know each other and develop a basic level of trust. It’s hard to refer to people you don’t know, like, and trust, no matter how good they are at their job.
  2. In the second meeting schedule 45-60 minutes to cover the business topics for just one person. Skills, talents, interests, experience, prior jobs, etc. Then cover the really important questions; Who is a good referral for you? Who is your target market? Who is a bad referral for you? Who was your last customer and why did they buy from you? Treat this like a job interview. Again, on the internet there are plenty of great ideas for which questions to ask.
  3. In the third meeting change roles and grill the other person until you have a fine understanding of what they do and who they want to clients.
  4. In the fourth meeting it’s time to pull out the contact list and simply ask “Who do you want me to connect you with?” If they are looking for someone in a particular vertical market such as contractors, healthcare, legal, etc. then see who you know in those markets. Maybe they want certain departments such as marketing, human resources, or finance. Write them down. Call, email, or text the contact and ask if you can make an introduction. Get serious at this point and make some solid qualified referrals.

I take networking very seriously and work hard to find referrals every week for my ‘team’. Treat your networking group like your marketing team, give to them, and they will return the gift. Being part of a networking group is an investment in time and sometimes money. Work that investment. Treat it like any other piece of your total marketing plan. I highly recommend the book, ‘Givers Gain’ by Ivan Misener.

In the next article, I’ll cover what to do in the 5th meeting.

If you found value in this post, please share.

If you want to know more about how to network more effectively, contact me.