The Business Bulletin
Ask the experts Do you have a burning question that you would like the answer to? Or maybe you’re looking for some advice to help your business? In each edition some questions will be shared and answered by some of The Business Bulletin experts.
Q. Networking doesn’t work for me! I’ve been to a few meetings and haven’t generated any leads – so what’s the point? A. There can be multiple reasons why you’re not converting going networking into paid work. First remember referral marketing is a business process, follow the whole process and you will get a result, miss part of it and you won’t. I’ll just give you some questions to ask yourself. ■ Are you referrable? ■ Can you provide evidence of your expertise, service and ethical values for your fellow networkers to see ■ Do the people in the room know the sort of people who need your product or service? ■ Are you behaving in a way that inspires confidence, helpful, paying attention, timely, good manners, ■ Have you briefed people
sorts of people come and go on
I think to myself “do I?” and answer
the networking scene. Quickly
“No” and move on. Or he could say
establish yourself as one of the givers. No-one would expect you to give a referral until you know people but there are lots of ways of giving that demonstrates your interest in the rest of the
enquiries from their website” Now I rack my brains thinking of all the coaches I know and maybe
people give to you if you’re not
if everything else lines up I’ll find
willing to give yourself?
out if they get good results from
Are you asking correctly? Asking for
your ideal clients are, what their
help is not a weakness, it gives others
need, concern, complaint or
the opportunity to give. Consider
aspiration is that you are the
these two ways of asking for referrals.
answer. Do they know how to
imagine a web designer is asking for
bring you into the conversation
referrals.
networkers will have seen all
who complain they never get
groups’ welfare. Why should
thoroughly? Do they know who
■ Are you giving? Seasoned
“Can you help me with introductions to coaches
their website. Lastly, have you given it enough time. As a general rule if you are asking for referrals for something low risk, inexpensive and uncomplicated then people will refer you quite quickly. Save the complex, highly technical problem with a
“If you need a new website
high price ticket for when you have
then call me”.
developed a reciprocal relationship
Issue 14 – Sales and Marketing | 49
