I discovered a while back that instead of waiting to hear for the right phrase that would tell me that someone needed the services of my clients that it would better if I developed a list of questions for my clients and gave them those questions to discover what they do or don’t need. Then once we ran through that list of questions, I could refer them to people who could help them. At the same time I showed my clients that I wanted to understand all their business needs regardless of whether or not I could directly help them with those needs.

Putting a list of questions together isn’t too hard. Make sure that you meet with your network referral partners outside the meeting for a half hour or so. Then ask them what questions they ask their prospects to help qualify them as clients. These are questions you wouldn’t think to ask, but they are questions that your referral partners ask. Put those questions on a list and when you meet with a client, give him/her the list and ask him/her to fill it out. Tell your client you are asking the questions so that you understand what all of his/her needs are. Take a few minutes  to go over the answers and make suggestions of people the person can connect with. Also get your client’s permission to share his/her contact info with your referral partners.

I’ve been able to help a couple of my clients since I started this practice and also have helped my referral partners. It’s a guaranteed win for everyone, and everyone feels taken care of. So put together a list and be proactive in looking for leads. You’ll help your clients and your network.

How to create your question list for referrals

In my previous post I explained why it was a good idea to create a list of questions that other people in your network would ask, but that would never ask. The creation of said list helps you ask those questions and provides you a way to refer your clients to people in your network. It also has the added benefit of showing your clients that you care about all of their problems, as opposed to the problem you’ve been hired to solve.

The questions on your survey are provided by the people you network with. I recommend meeting with those people for a one-on-one getting to know you session. When you meet with them, ask the following question: “What is a question you would ask a prospect to qualify that person as a client?” Write down the questions they tell you and add those questions to your survey.

Here’s a couple examples of questions I’ve gotten from people in my lead referral groups:

Is your insurance broker shopping your policy each year (to find you the best deals)?

Do you spend more time in the accounting aspect of the business than working on growing your business?

These are questions I likely wouldn’t think to ask my clients. By having a survey with these questions ready, I can make sure I ask the question and generate leads for my referral partners.

When I meet with the client, I give the client the list. The following is written on the top of the document: “The following questions will help me, as your business coach, learn more about your business and specific needs you have that I may not know about otherwise.”

You could use something similar to what I’ve written or something like this: “Below is a survey I have created, with questions that I would like you to answer. Your answers will help me understand any other needs you have. I may not be able to help you with those needs, but I will refer you to a qualified professional who can help you, if you would like me to do.”

After your client fills out the list, go over it with them. Review the answers they’ve provided you and get more details where necessary. Then, if applicable, refer your client to the appropriate professionals and ask the client if it is okay if you share his/her contact information with the professional you will refer them to. Make sure you provide the professional’s contact information to your client.

As you can see this isn’t complicated to do. The benefit, for your referral network, your clients, and yourself is that you are helping people get their problems solved.

Copy right 2013 Taylor Ellwood http://www.imagineyourreality.com

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Referral groups do not seem to work well for some industries. If you are a business sales person, who calls on other businesses, instead of the individual consumer or individual business owner, a Business to Business Network Referral Group is probably a great way for you to increase your sales.

I never truly understood the power of networking until we first started our Business to Business networking group program back in 2004.  Until then I was familiar with the typical Small Business Networking group.  I’d even been a member of our largest competition organization in the past…..twice. You always have the residential realtor and the lender, along with an insurance agent, a MaryKay cosmetics representative, chiropractor, etc.  Initially people do pass leads…..everyone enjoys the weekly meetings….well, at least in i Take The Lead Networking Referral Groups.

However, too often in a Small Business Networking group, once everyone is done doing business with the other members, the referrals dry up. Because the decision makers generally are not part of the Business to Business Network Group, the members are forced to bring in outside referrals. Here are some tips to keep in mind if you want to have success in any referral group:

• Get Clear on who your target market is
• Learn how to educate your Business to Business Network partners the best ways to send referrals to you
• Be sure to follow up with referrals quickly
• Thank the person providing the referral
• Let the others know you have followed up quickly and thoroughly
• Bring value to the team

Referral groups are a great way to increase your sales, but bear in mind that the purpose is to share referrals, not to sell to each other.  Keep in mind that Networking is NOT the same thing as Selling

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If Networking is NOT about Selling, then what good is it?

Here are some ways to gain from networking:

Power Partners – By joining a referral group (i Take The Lead is just one of your options http://www.itakethelead.com)  you will meet others you can classify as your Power Partners. These are professionals/businesses who call on the same clients as you.

Having Power Partners can lead to Joint Ventures.  This can be a very effective way of duplicating  your efforts.

Referrals – Networking is a great way to get referrals, in addition to providing them. Want to be your clients hero? Refer them to someone you know, like and trust, who can solve their biggest problems.

Public Speaking – Many events/referral groups have a 10 minute spot where members take turns to making a presentation to the group.  You have the opportunity to build up your skills by practicing first with your 60-second commercial every weeki.  This is an excellent way to practice your speaking skills in a supportive environment.

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This week on this radio show, James will be interviewing  Jodi Tripp – No More Naked Phones http://www.nomorenakedphones.com Tuesday, October 12th at 2:00 PM PST

James says: “We want to learn more about your business, so today we will take your calls ON AIR. We will also answer your tough networking questions.As you might know iTTL is the fastest growing referral organization in the Denver, Seattle, Rogers AR Metro Areas.We are dedicated to promoting your business. Get your questions ready and Call in.”Here is the Call in Number: (347) 934-0911Listen in here is the link…http://www.blogtalkradio.com/itakethelead/2010/06/15/networking-101

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• First impressions are lasting impressions. Always put your best foot forward. Yes, dressing appropriately, wearing deodorant, bathing, and using mouth wash are suggested acts for leaving a positive lasting impression.
• Be interested in others.
• Listen. Are you busy thinking about what you’re going to say next, or are you actually listening?
• Ronnie Noize, Google’s #1 Marketing Coach http://www.VeronikaNoize.com  says that Networking is about connecting and serving. Connecting others is a great way to be of service. Those can be some of the most powerful referrals.
• Never, ever, ever confuse networking with selling. No one likes to be sold.

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“You commented earlier about weighing priorities as in clients vs the network groups, and it just popped in my head again, but I think the two can and should be complimentary.  But I’m not selling you on networking groups – this is my intuition telling me to email you back and let you know: in networking we work together to bring each other more clients (we are each other’s part time sales force), to foster a better reputation, and to grow personally by surrounding ourselves with like-minded professionals.I actually have a great group of professionals, a majority of them are quality women, that meet on Tuesdays at noon at Kennedy School McMenamin’s. I have no idea how far that is from you or what your Tuesdays look like, but I think you would be a stand out contributor and find great value in it.  I happened to invite another woman today that may also be a good fit, she’s in payroll which we need – but actually I see you as an ideal fit.I gave a networking tip today to the group that was EXTREMELY well received and it has worked wonders for me – invite your prospects and clients to the meetings.  How does that serve them and you?  They are able to do business with people at the group, able to receive referrals from the group and they get to hear about you from some of your closest (networking) partners who may also be client’s themselves (as I would).  I personally make it a point to do business with people in my groups so I can give a testimonial as a client.Just a few cents I hope make sense.”

——————————————Charles MontgomeryNorthwest eSource(503) 922 – 1446charles@nwesource.comhttp://www.NWeSource.com

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A business luncheon should be a retreat from the grind, an escapade of ideas, and an accolade of success stories!”

Becky Loves My Hat 🙂

Gabriel Alexander Montgomery

As far as leads groups go, I think: You have to eat lunch anyway! Let it be fun, productive and an opportunity to spread the same kind of energy and business reciprocity we want to receive.”

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It’s not surprising that Sean is also one of the best networkers I know.

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