In the last article on Business Networking, we talked about the importance of delivering a punchy and concise message.
A good way to do that is to be clear on what you want to achieve and ask for it specifically.
Here are some quick tips . . .
At an event I attended recently the promoter suggested that we use our 30 seconds to ask for what we want in a referral.
This would help the group find referrals for us.
The answers were so general that it would be hard for the people listening to identify a specific contact to refer to them.
Some of the referral requests would not initiate a response in the listener then . . .
. . . or later on when they might meet the ideal prospect for that person.
I heard things like:
I would like to receive a referral to . . .
- people who eat food
- people who wear clothes
- people who have a car
- people who have electric appliances
- people who have a house
I lost track after a while as my eyes and ears glazed over LOL
These are so general that it means that anyone is a candidate for referral.
While they may have been making the point that their product/service is suitable to everyone, it makes it very hard for a referer to focus and identify who to refer when an opportunity arises.
The human brain needs specific things to focus on, look out for and match with. (Read up on the RAS Reticular Activating System.)
The more general your request, the more difficult it is for the human brain to make connections.
Be specific – ask for what you want.
So, with that in mind . . .
Here are some ideas on specific things to ask for.
A Specific Business
There may be a specific business that you would like to start doing business with, either as a supplier or as a client or for cross-marketing, so ask for a contact in that business.
Ask for the specific department that you need to connect with to achieve your outcome.
A Specific Person
You may know the name of a specific person in the company that you need to connect with, so ask for an introduction to that person in particular.
It’s a small world and someone in the group might actually know the person you want to meet, or at least know someone who does and who can make the introduction for you.
“I would like to meet John Smith from ABC Company. He is the head of the research department.”
A Centre of Influence
A contact who is a Centre of Influence can help you leverage your time and efforts by connecting with more people than you can hope to reach directly.
So instead of asking for referrals to “all people who drive cars”, perhaps ask for a referral to a mechanic or car dealer who can promote or use your product.
A Specific Market
Within the population of “everyone who can use your product”, select a specific market or group of people to focus on.
Not everyone who eats food will be interested in your product if, for example, it is a health related product. Not everyone is interested enough in their own health.
So instead of asking for referrals to “all people who eat food”, ask specifically for people interested in home cooking, or healthy eating, or natural products.
What is your niche?
Well, that is quite simple really!
Watch this short VIDEO
Presentation Tip: 3 Steps To Easily Introduce Yourself.
What should you do now?
- Identify where you want to focus your referrals.
- And then prepare the script to ask for them.
- Want some help or ideas? Just contact us at Hotpink Websites now.
Never wait around for someone to discover and tell you your purpose in life, it’ll take way too long.
Remember – Networking Tips 17