Posts Tagged ‘network’

Do You Have Your Referral Radar Turned On?

February 11, 2010

A salesperson goes through life looking for prospects who can be turned into clients for his/her company. A networker spends the same time with “Referral Radar” turned on such that if a situation presents itself that could be given to a trusted referral partner, it will be recognized and acted upon. Hopefully the referral partners are all doing the same thing for you. Everyone prospers.

How can you test someone or even a group to demonstrate the difference between looking for sales and looking for network opportunities? Here is a simple yet extremely effective method that only takes a few minutes. It has been used many times and it is called “Referral Radar”. It really gets the point across about the differences between finding your own prospects and those for other partners.

Tell the group to look around the room for 30 seconds and memorize everything that is red. At the end of the 30 seconds, tell them to close their eyes. They are obviously going to expect you to now ask them to say out loud everything red that they memorized. Instead, tell them to call out everything in the room that is green! There will be groans and calls of “Hey that is not fair” but then some people will start to remember some things that are green. After a short time tell them all to open their eyes again.

Tell them that the red objects they recognized and memorized are the referrals they find for their own company. They know what to look for, they easily recognize and use them, they expect to find them every day. This is what their company trains them to do. The green objects are the referrals for their fellow referral partners. They are there in the room all the time but the people don’t practice looking for them or recognize them as a referral for someone else. If you train yourself to look for the green objects along with the red ones, you will find many more referrals than you ever did before. It is all about turning on your “Referral Radar”.

A salesperson only sees the red things, a networker realizes that there are green things, a great networker tells referral partners frequently about the green things all around them. Choose which way works the best for you and practice that method. By the way, this is a ‘green’ article!

Should Social Media Be Run As Open Or Closed Networking?

August 3, 2009

Social media in general, and LinkedIn specifically, can be considered as a Chamber of Commerce. Enter the virtual room and see many other business people there in scores of professions. It is not exclusive, there is no commitment, no accountability, no vetting of profiles, and little expectation of passing referrals to each other. You make of the relationships what you put into them, which admittedly is difficult in social media. There is great potential value in meeting other business professionals like this but how can you make it work positively for you?

First, let’s investigate the controversy between open and closed networking. If I have a closed network of people whom I already know because I restrict my connections only to people I have a relationship with, then what service does social media offer to me? I can contact them by alternate easier means. What is the compelling reason to use social media as a followup to the methods that actually brought the connections together with me? Does social media enhance our relationships? Will it lead to significant new relationships with qualified business people? Is your closed network any different from the CRM program on your local computer?

Next, let’s contrast closed networking with an open network system. When your social media methods include the philosophy that you are willing to connect with anyone to see if you can mutually benefit each other, you will grow your network far beyond the limitations that are self-imposed in a closed network. Instead of several dozen closed contacts with little chance for growth, you are exposing your profile to the world business community and inviting open networkers to connect with you. Will all of them be the type that you want to spend time and effort on, to trade referrals, to count on as a business resource? No, you will find that blindly pursuing connections will build an open network of low potential use to all involved.

Can you be an open networker and build your connection base within the professions that will likely be in your industry or have the same clientele as you? Yes, that can easily be accomplished. When you grow your network in a focused manner, you will end up with a valuable resource where new business can be successfully explored.

The LIONS, Toplinked, GroupLinked, Open Networkers and other social media groups instill a frame of mind that encourages people to connect. Now you gain the ability to broaden your sphere of influence to people in other cities, states and countries without fear of the IDKs that will cause connection blocking from social media management. You can choose to grow connections to a hundred, a thousand or much more. As the connections continue to be focused by industry and clientele, a useful network grows stronger and more effective.

Well, this is exactly what I have done and I have been successful at it. I have significant new business as a result, with plans to gain more new business in the near future. Keep the concept of open networking active, because it can help you grow.