<p>&nbsp;</p> <p>As a CPA, I have found that it is important to get out and meet with people.&nbsp; These meeting offer opportunities to become known and to better know other business owners.&nbsp; A onetime meeting might lead to a business relationship, but it is far more likely that meeting regularly in a single group and getting to know individuals outside of these groups will lead to a referral.</p> <p>1)&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Learn how to give referrals to those you meet.</p> <p>Getting to know the people you meet with provides greater opportunities to give and receive referrals.&nbsp; I like to take some time to meet people at their place of business. &nbsp;The purpose is to learn as much as I can about the services and products that they offer.&nbsp; I like going to their place of business because I can learn lot about them and be prompted by things I see when asking them questions.</p> <p>If meeting at their business is not possible then lunch or coffee can be a good second choice.&nbsp; Again the purpose is getting to know as much as possible about them.&nbsp; The more I know the better the chance to get referrals for them.</p> <p>When you get to know someone, it is possible to trust them with your leads.&nbsp; You do a service for both your client/customer and your contact.&nbsp; This often can open up many opportunities for future referrals for you.&nbsp; Trust is an important element in the process, but it starts with getting to know someone.</p> <p>2)&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Develop a message that shows you can add value.</p> <p>When asked what do you do?&nbsp; Just telling people the line of business is not going to be that helpful for you or them.&nbsp; If you take time to describe the benefits of your service or product in a short meaningful way you can potentially show the value of doing business with you.</p> <p>A HR consultant might say "I help businesses identify ways to retain and keep quality employees.&nbsp; I also can match you with employee benefits that can meet your needs and budget" This quite likely will create more interest than,"Hi, I am a HR consultant."</p> <p>I am coming to find that this elevator speech or message is important enough that a lot of thought should be put into it and it should be practiced.&nbsp; The purpose is to spark an interest, so that you can further discuss your product or service.&nbsp; Always keep in mind how your service or product differs from others and how these can benefit the one you are talking to.</p> <p>3)&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Become an expert in your area of expertise.</p> <p>It is not enough these days to just have a degree or certification.&nbsp; Many others may have similar degrees and certifications so somehow you still need to stand out.&nbsp; Niche marketing can help in this regard, but may not provide a large enough audience.</p> <p>Writing blogs, articles and books can help establish your expertise.&nbsp; Establishing your expertise can lead to more referrals at networking events.&nbsp; It is another way that people can get to know more about you and build the trust needed to refer business.</p> <p>Establishing your expertise in a specific area can also open the door to speaking engagements.&nbsp; Many networking events offer opportunities to speak and share your expertise as well.&nbsp; As a speaker one has a far greater chance of becoming known and trusted.&nbsp; This will lead to more referrals over time.</p> <p>4)&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Target networking groups that are most likely to have your target audience in attendance.</p> <p>There are many networking opportunities out there.&nbsp; It is important to identify those groups and events that will provide the best opportunities.&nbsp; I look for potential contacts to give referrals to as well as to receive them from.&nbsp;</p> <p>When attending a onetime event or regular meeting, I look at who is going to be there.&nbsp; I am looking for potential power partners those I can give referrals to as well as those that might give referrals to me.&nbsp;</p> <p>There are special organizations that get together regularly and might be ideal opportunities for networking.&nbsp; Some of these groups may allow affiliated vendors or service providers to attend.&nbsp; It may be necessary to pay for membership, but if the membership has those that might be good power partners it can be well worth the expense.&nbsp; You will want to keep in mind the message you give them.&nbsp; How you can provide value to the group.</p> <p>If you can prove your value, provide opportunities for others to get to know and trust you - networking will prove to be of great value to your business. &nbsp;</p> <p>&nbsp;</p> 2009-05-31T05:11:20Z 2009-05-31T13:24:37Z -7.12008 411 4805 true 4 26210 adding-value-to-your-networking-activities 3 2009-05-31T13:01:20Z 2009-05-31T19:24:37Z

Have you ever asked yourself, "Why am I not getting any referrals?" I know I have in the past. There are ways to increase the likelihood of good referrals when networking.

1 2009-05-31T19:24:37Z