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What are some ways to find new customers and distributors?

I believe the old maxim “It’s better to give than receive” holds the key to our referral success. For centuries this has been sound advice for living. From the Bible’s command to “love your neighbor as yourself” to sales trainer extraordinaire Zig Zigler’s key principle that “you can have everything in life you want if you will just help enough other people get what they want”, being a giving person brings success.

What are some practical things you can do to genuinely be more of a giver?

Give Away Your Possessions

Sometimes it is appropriate to show appreciation with a gift. Sending a gift sets you apart and finding something that uniquely suites the individual helps build solid relationships. It says, “I know you and care enough to think about what you might enjoy.”

Sometimes it’s appropriate to send a gift even when the sale doesn’t close. If you appreciate the effort someone has made on your behalf, feel free to send a little something. You will keep them on your radar and prospect list. I often send flowers.

Sometimes they just mean “thanks for thinking of me.” Sometimes I give a food gift such as popcorn or as I get to know people, I offer something specific like a book they mentioned in our meetings, a type of wine or a magazine subscription. In all cases, you are building the relationships.

Give Away Your Expertise

Share your skills and experience happy in the knowledge that you are helping friends and colleagues. Others appreciate and seek out knowledgeable people who give generously of their expertise. When you have been a resource to others, people are more willing to help when you ask. I work at being a major resource and learning as much about everything that I can. I call it “collecting vital information” and it always comes in handy as I am talking to my contacts, prospects, downline and clients.

Give Away Your Time

The more you are involved in your business and community, the more people you will meet, the better you will get to know those in your organization and the faster your network will expand. There are several ways to do this. Consider the following steps for your next meeting, training event or activity where you are looking to build your client and prospect list.

1. Volunteer to be the “greeter” when people are registering. This is a great way to meet others and this simple act of hospitality helps you to connect with people later. When we simply attend meetings, we limit our ability to meet and get to know people, so I make sure to join a committee and get involved. I always build new relationships. These people will often become those whom you will rely on and who will rely on you in the future.
2. Give a speech. Organizations are always looking for programs or breakout sessions for larger meetings or conventions. Perhaps you can put together a seminar about selling your specific product or share a simple technique you’ve successfully used to close more business. Putting together a quality presentation can take a bit of time, yet after you have done your research, you will be more knowledgeable about your business and become an expert—and you will be sure to pick up some new interest in your business.
3. After you’ve done your presentation, go one step further and offer to write an article for the organization’s newsletter or magazine on the same topic. This is a key way for people to be able to remember who you are. Be sure not to make it a commercial—you are just showing a way in which you build business that could be used by other salespeople in other businesses.

Being a giver is what relationship marketing is all about. Especially in these uncertain economic times, network professionals who give, continue to plant seeds and nurture their relationships will be the ones people reach out to when they are ready—because they will stay on many people’s radar screen until the time is right for them.

By Andrea Nierenberg

Do you consider yourself to be an experienced networker? Are you a fixture at all the local networking events, yet you’re not receiving the amount of referrals you’re hoping for, if any at all? Are you struggling to manage the network you are out there creating? Are you getting tired of the time and money investment you are making into your networking, without getting a return?

If you answered yes to any of these questions, I invite you to listen in on this exclusive interview with a superstar referral marketing guru, as he reveals the little known system, that most of the top networkers are coming to find and implement to immediately explode their network and their referrals.

Click on the audio cd image to the right to listen, and if you have any questions at all, or would like to see the system in action with no obligation whatsoever, just give Todd a call at 732-674-6572.

One of the best networking books I’ve come across is The Go Giver by Bob Burg and John David Mann and it gets our highest recommendation. This easy to read book does an excellent job of illustrating through parable, the new school approach to networking and building relationships.

Providing value first and foremost before ever expecting anything in return, be it business referrals or otherwise, is crucial in developing long-term business relationships.

Please watch the video book review below by Benjamin Bach

Looking for some valuable networking advice to carry with you to your next networking event? Watch this video by Andrea Nierenberg for some good thoughts.

Blogging For Business can be Powerful for connecting with your target audience and building relationships. Are You Ready To Unleash The Power Of Blogs in Your Business?

It’s been simmering below the surface for years and now this power shift has finally boiled over into simultaneous national recognition. Like Goliath being slain with a lowly slingshot, the mainstream media (in the form of Dan Rather) came to the undeniable realization that they were no longer in control of information.

Blogging For Business The Smart Way

Within 30-minutes of that now infamous TV special on “60-Minutes II” broadcast bloggers were digging into the facts and questioning the validity of what had just been presented by the 42-year broadcast veteran. In less than one week, CBS admitted it could “no longer vouch” for the memos. And just weeks after the election, Rather announced his retirement and the blogosphere won another victory.

No matter what your political affiliation is, this incident is one very public example of the power of blogging. Blogging is quickly… Read the rest of this entry

Excellent customer service is virtually a necessity in today’s competition fierce business environment. As a product, service or solutions provider, you need to meet or EXCEED customer expectations… Do you?

In today’s world, relationships are more important than ever with your client base. You MUST make an impression. You MUST do your very best to be remembered. Keep in mind, that doesn’t have to mean some grandiose gesture. The little things really count. This is vital if you are looking for more repeat or referral business.

Learn a quick lesson from Frank the cab driver in the video below. Then go to the smart referral system to see the system he uses to make the lasting impression that you know you NEED to be making as well.

You can find more about Shep Hyken at his website.

Chris Brogan had a post on his blog last week called “Social in Real Space vs Social Networking”. This theme seems to be popping up a lot lately, and what I love about blogs, bloggers, and the blogosphere is that each of us is allowed and encouraged to continue the discussion on a variety of topics. His post is great, as it talks about how one can leverage their on-line networking activities with their in-person meet and greets. Read the rest of this entry

We’ve heard it before – networking is a fundamental element of building a business. What’s a business without suppliers, customers and overall, a community of support? Large or small, businesses need to pay close attention to creating a world of reliable and valuable contacts.

For small businesses, in particular, there are resources dedicated to cultivating effective networks. First stop: your local chamber of commerce. Small businesses comprise the bulk of chamber of commerce membership in the U.S. In fact, almost 96% of U.S. Chamber member companies have fewer than 100 employees. Read the rest of this entry

Why is asking for referrals so hard to do sometimes? After all, word of mouth is the most effective form of advertising, so why do we jeopardize our own efforts by hesitating to talk about them? It’s almost like a dirty deed that we fear will make us look like aggressive salespeople rather than seasoned professionals.

Asking For Referrals Demonstrates the Following Important Elements:

1. Your Level of Confident Professionalism. The opposite is actually the truth. By not discussing, you are not showing the level of confidence required to build a successful business. While some people will be so impressed with what you do they will feel compelled to tell others, there are people that won’t be sure if you are receptive to new clients. How will they know you are open to referrals unless you start asking for referrals? Read the rest of this entry