Are you ‘checking out’ in July?

Make sure to keep your appointment calendar full the first two weeks of July. Our referral-network opportunities never take a vacation!
Over the years, I have noticed that many business people ‘check out’ during the month of July. It is generally considered the first full month of summer warmth and sunshine (after April, May and June showers leave behind early-Summer sogginess).
After an informal poll last Summer, SIXTY percent of businesspeople admitted ‘checking out’ out of business mode for the first two weeks of July.
The most commonly given excuse was: “Well, everyone is on vacation.”
I have a difference of opinion with regard to that statement. The old rule that most businesses close or are on vacation the first two weeks of July is outdated, especially in the referral marketing sense.
Ask any plumber: pipes develop weak spots and break during the first two weeks of July, requiring maintenance or they will get even weaker (often with disastrous results). Referral pipelines are exactly the same. They need attention, always, so that they are kept in good working shape for income flow.
If you expect your pipeline of business prospects to be full in August and September, after ‘checking out’ for the first part of Summer, you will be very disappointed to find the flow has been reduced to a dust-bowl of disappointment, as you squint your eyes up the pipe, wondering where it all went.
This time of year is actually an excellent opportunity to spend time and energy developing referral partners. With so many other people ‘checking out’, your prospects are very likely looking to fill their appointment calendar to make use of their down time. The herd has thinned, and you’re now front and center, kicking up a storm of business.
In addition, they will also see more value in development of a dedicated referral partner (just like you) to make sure they have more closed business in July next year, and the year after that, etc.
If your competition has taken the time off, this could be the best time to be in front of prospects to build a better foundation for closed business deals.
Action: Look at your appointment schedule for the first two weeks of July this year. Fill in all the gaps and begin developing new referral partners. Carefully examine where your referral partners are in the VCP™ Process.
Now is a great time to move a referral partner to the next level!

Referral Partners Are Like a Box of Chocolates

In the movie ‘Forrest Gump’, Tom Hanks’ character exclaimed: “Momma always said life is like a box of chocolates. You never know what you’re gonna get”.

Referral partners are often the same way. How many times have you teamed your energy with someone you thought could be the ‘right one’, only to find soon after that they exuded a flavor that was not to your tastes? I know I have!

Once we’ve bitten into a flavor we do not enjoy, we make ‘the face’…then we have to either return it to the box or discard it quietly, without drawing too much attention to ourselves.

Getting frustrated by the process, we may become hesitant to reach back into the box for another. We may blame ourselves for not making better choices. After all, it IS partly our own fault for not conducting better research.

Did we do our homework? Did we first identify the personal and business qualities which are important to us?

These are items which business professionals need to take the time to recognize for, as well as in, themselves.

How can we possibly be expected to identify our desired qualities in others, if we do not first know them for ourselves?

Perhaps this approach will help: with pen and paper in hand, take a moment to write down your top qualities as well as four or five qualities you are not willing to overlook in a referral partner.

One such trait may be the experience level in their field, or how long they plan to stay in it. Someone brand-new may not yet have developed dependability and depth of knowledge, and someone already looking for their exit may not be committed to helping build your success.

It may be helpful to share your core values with potential referral partners, and ask them to identify the qualities they desire most. You never know, they may actually be seeking something you are unable to fulfill.

Truly successful referral partners need to operate in tandem, sharing a common path and dedication. Otherwise, the relationship will likely fail the test of time. When this occurs, frustration and hard feelings can mushroom from speedbumps to Jersey barriers rapidly, costing both parties time and money.

What are some of the qualities you see in yourself?

What do you bring to the table?

What are the qualities you desire most in a referral partner?

Please share your answers here, or e-mail them to Armand@ReferralInstituteNH.com

Are you taking the Slam Dunk or Team Approach to Networking?

Are you taking the Slam Dunk or Team Approach to Networking?
A couple of weeks ago, I attended a networking event honoring New Hampshire’s Top100 businesses.
The evening was a pleasure to attend. Nobody was passing business cards unless they were asked for until, an hour into the event, the crowd parted as the Tasmanian Networking Devil made her way toward me.AS she approached, I watched her slam- dunk her cards into the hands of everyone in her path. Soon, my turn came.
After she babbled about her business for what seemed like 10 minutes, she finally took a breath and asked: “So, what do you do?”
My standard explanation: “I help businesspeople become better networkers by…”
I was cut off with a reply of:“I don’t need your services because I’m a great networker; I network all over the state every week!”
My response: ‘”That is great to hear. Could I ask you one question though?”
“Of course!” was her response.
“Are you profitable with your networking efforts?”
Her reaction: Complete silence for about 30 second followed by “I don’t know” as she turned and walked away, pushing her way through the crowd, cards flying into the hands of more unsuspecting ‘networking’ vittoms.
Please take a moment to reflect on your networking efforts. Are you just slam-dunking business cards, or are you creating relationships which are profitable? This businessperson was not even creating good visibility in her networking efforts. I would not remember her name or the name of her business if our paths crossed again. In order to be visible with me, in a good way, I would have to remember her name and profession.
Would scheduling 2 or 3 appointments to create a team of referral sources have been more profitable for her? Would it have been a better approach to networking? Of course it would.
We all know it is good to have basketball players who can go to the hoop and slam-dunk the ball every time. However, to increase the odds of winning the almighty championship ring, you need a whole team to pass that ball down the court to make the slam- dunk.
Developing a team to help fill each others’ pipeline is an easier and more profitable approach in networking.
Choosing your team’s players is up to you, and how many $$$$ are on the scoreboard is up to the team!

“I’m not sure, that is why the magnetic sign is in the trunk right now.”

Just this week one of my clients, who just attended one of my VCP workshops, approached me with a comment that was priceless. He was reconsidering having his company’s name on his car and shared this story with me.  Just after attending a meeting that ran late,  and now running late for his next appointment, he had passed and cut off a women who was not matching the speed that was required to make up for lost time. When he got back to his office a message was waiting for him, from guess who. Yes, the driver of the car that he had cut off earlier that day.  He then did the right thing, called the lady back to do some damage control by apologizing for his “employee’s actions”.  During the conversation we came to the conclusion that he had one of two choices:  correct his driving habits or not have his company’s name on his car. One question I asked him was, “Are you sure you can change your driving habits?” The answer was “I’m not sure, that is why the magnetic sign is in the trunk right now.”

Now ask yourself, do my employees who have contact with my customers need to take their magnetic sign down? Remember you are an employee of your company if you are the owner.  If so how do we as a company correct this issue? 

Visibility and Networking

What a week! Out in the networking community business people need to think before speaking. In Referral Institute we train and coach business professionals in the VCP process. VCP stand for Visibility + Credibility = Profitability. This week the Visibility part of this equation has become an issue within a couple of networking event I have attended this week. The goal you should have each day is to only have positive visibility every time you meet a client, out in public or networking. The words that come out of our mouths, the way we dress and our attitudes will create either positive or negative reaction to our visibility. Remember you can create negative visibility that you may never over come in your business network, with clients or referral partners. Think before speaking or presenting yourself in public! Things that could create negative visibility can range on the negative side from the way you drive your car to making a statement that is unacceptable during a meeting. My question to you is, can you think of something that you may have done that may have given you negative visibility this week? What steps have you taken to overcome the issue and how would you avoid repeating this mistake? Our goal each day of our life is to have positive visibility in our business, personal lives and within our communities.