Help me! I have Attention Deficit Disorder … Those who know me, know it’s true. Sometimes I can’t remember something I was told 5 minutes earlier and I am not the only one who suffers difficulty retaining what I’ve heard. We are constantly receiving input from ads, TV, radio, people we meet, work, etc. So at networking meetings you need to be very specific when asking for an introduction so that your request is MEMORABLE. In the book "Referrals", Mark Sheer indicates you should use the following phrase when asking for a referral: "I’m expanding my business and I need your help. Who do you know who…?" It is an open ended question soliciting answers, but you guide those answers with what you say after who…
Rather than...
Do you know someone who would like to make a lot of money selling insurance? (Face it, this sounds like a come on or a pesky salesperson)
Try...
Who do you know who is good at talking to homeowners about their finances?
Think how easy it would be for you to name a person from your circle of influence who:
Is a teacher
Collects old cars
Needs help keeping track of their company’s finances
Making your request specific, makes it more memorable and more likely for you to get the introduction you need. Remember, networking is not selling, it is networking. A great quote I recently heard. At a particular networking meeting the facilitator asked everyone who hoped to sell something today to raise their hands. He had them lower their hands and then asked for a show of hands of who was planning to buy something today. Sobering results that reminded people of the true purpose of networking.
Adapted from my article in the March Holland Springfield Chamber newsletter.
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