Wednesday, December 17, 2014

Giving a Perfect Gift

A Hug is a Great Gift, One Size Fits All and it's Easy to Exchange
--author unknown
This is the giving season. I invite you to participate in making the whole year a giving season. In referral marketing we talk about the 'Givers Gain' mindset. By giving to others - you will gain. You will have to give of yourself, your time, and sometimes your money. From that giving activity you will gain personally, professionally, financially, socially, physically, and spiritually.

What if you can't think of the perfect gift to give? Well - give the gift of a hug. It is a great gift, one size fits all, and it will make you (and the receiver) feel great!

Check out this video on the science of the hug:




A 10-second hug a day can lead to biochemical and physiological reactions in your body that can significantly improve your health. According to one study, this includes: Lower risk of heart disease, Stress reduction, Fight fatigue, Boost your immune system, Fight infections, and can Ease depression.

I invited my fellow members of the BNI Thumbs Up Chapter (one of the largest and most successful BNI Chapters in Upstate New York) to attempt to give away 3 hugs a day for a week. Keep track of this easy giving activity and see how it impacts you and your relationships in the next 7 days.

Here is some additional reading:
10 Reasons Why We Need at Least 8 Hugs a Day
Fun Facts about Hugging
The Effects of Hugging

Friday, December 12, 2014

What is Your Vetting Process?

Last night (December 11th) I had the opportunity to speak to a group of business owners about referrals and building referral "Power Team" relationships. To get things rolling I asked them about their own vetting process.
Wikipedia: Vetting is the process of performing a background check on someone before offering them employment, conferring an award, etc. A prospective person or project may be vetted before making a hiring decision. In addition, in intelligence gathering, assets are vetted to determine their usefulness.
The first question was "Vetting for what?" (what job? what role?)

To add clarity, I asked what is the vetting process you use to hire vendors to work in your home, to work on your business, in your life, on your health. How do you decide if the person is good enough for you to hire?

Here are some of the answers (as they shared them, not in any particular order of importance):

  1. Verify Salesperson works for the company
  2. Online research: Facebook; linked in; yelp; Angie’s list
  3. Check References
  4. Check Chamber Affiliations
  5. Ask for a referral (get referred to that vendor)
  6. Spend time with them, talk, build a relationship, vibe, trust
  7. Background check: licensed?
  8. Experience in their field?
  9. Request a written proposal
  10. Review Insurances (are they covered?)
  11. Do a phone interview with them
  12. Visit their physical location

As you can see, there are a number of activities and actions to take before you hire someone (and before you give someone money for a service they are promising to provide).

Let's look at this list in the mindset of referral marketing and building referral relationships.

First off - what is the vetting process that you use to determine if you will partner with someone to refer business back and forth? What is your referral source vetting process? Let's look at this list again:


  • Verify Salesperson works for the company
  • Online research: Facebook; linked in; yelp; Angie’s list
  • Check References
  • Check Chamber Affiliations
  • Ask for a referral (get referred to that vendor)
  • Spend time with them, talk, build a relationship, vibe, trust
  • Background check: licensed?
  • Experience in their field?
  • Request a written proposal
  • Review Insurances (are they covered?)
  • Do a phone interview with them
  • Visit their physical location


  • Perhaps aside from "Request a written proposal" - each of these items could be something you could do to vet your new potential referral source. I'd like to as you - as someone who is interested in referral marketing - which of these, if any, are you using to vet your own referral sources?

    Now, let's look at these items another way. Imagine that you are now cultivating a brand new referral relationship with a prospective referral source. Do you think they could be using the same items in this vetting process to check on you? If so - are you making it as easy as possible for them to vet you? Here's the list and some ideas to make it easy, easy, easy for them to vet you.
    1. Verify Salesperson works for the company
      1. If you aren't the business owner, can you connect your prospective source to the business owner (in-person, by phone, or via Linked In)? Do you have a business card and does it have the company's domain in your email address? Are you featured on the company's website?
    2. Online research: Facebook; linked in; yelp; Angie’s list
      1. Is your Linked In profile up to date? Does it have testimonials from other contacts?
      2. How about your listings on review sites? Are the reviews positive?
    3. Check References
      1. In one of your first contacts with your new contact - can you provide them access to other referral sources you've cultivated? Phone, email, business cards of those people who can vouch for you?
    4. Check Chamber Affiliations
      1. Are you a member of the chamber of commerce? Is it easy for your prospective sources to learn that about you?
    5. Ask for a referral (get referred to that vendor)
      1. Is there a third party that knows you and your new network member? Can they help with the introduction?
    6. Spend time with them, talk, build a relationship, vibe, trust
      1. Have you set a time for your first 1-2-1 meeting?
    7. Background check: licensed?
      1. Is it easy to learn (on your website) about the required licensing for your profession and if you are licensed?
    8. Experience in their field?
      1. Is your biography up to date on your website and Linked In profile and do they describe your experience?
    9. Request a written proposal
      1. Can you share sample copies of proposals that you have provided to prospects with your new referral sources? Note: make these proposals as anonymous as needed to insure privacy and confidentiality.
    10. Review Insurances (are they covered?)
      1. Are you covered? Is it clear to referral sources in your communications (business cards, brochures, website, online profile)
    11. Do a phone interview with them
      1. Are you willing to take a few minutes to chat with your prospective referral source about your work?
    12. Visit their physical location
      1. Have you invited them to see your office, store, or place of business? Does it live up to the standards of your profession?
    While we are at it, let's put the shoe on the other foot - - think about how your own prospects are vetting you in deciding to do business with you. As a third review of this list of ways to vet - imagine your clients are vetting you before deciding to hire you. Can the list and actions above be added to your business marketing model to engage clients in ways that they are already vetting you?
    1. Your prospects may want to verify that you as the salesperson works for the company
      1. If you aren't the business owner, can you connect your prospective source to the business owner (in-person, by phone, or via Linked In)? Do you have a business card and does it have the company's domain in your email address? Are you featured on the company's website?
    2. Your prospects are likely to do online research (Facebook; linked in; yelp; Angie’s list)
      1. Is your Linked In profile up to date? Does it have testimonials from other contacts?
      2. How about your listings on review sites? Are the reviews positive?
    3. Your prospects may want to check references
      1. In one of your first contacts with your new prospect - can you provide them access to other clients you've helped? Phone, email, or other information of those clients who can vouch for you?
    4. Check Chamber Affiliations
      1. Are you a member of the chamber of commerce? Is it easy for your clients to learn that about you? Is it on your website?
    5. Ask for a referral (get referred to that prospect)
      1. Is there a third party that knows you and your new prospect? Can they help with the introduction?
    6. Spend time with them, talk, build a relationship, vibe, trust
      1. Have you set a time for your first 1-2-1 meeting with the prospect to get to know them?
    7. Background check: licensed?
      1. Is it easy to learn (on your website) about the required licensing for your profession and if you are licensed?
    8. Experience in their field?
      1. Is your biography up to date on your website and Linked In profile and do they describe your experience?
    9. Request a written proposal
      1. Can you share sample copies of proposals that you have provided to prospects with your new prospect? Note: make these proposals as anonymous as needed to insure privacy and confidentiality.
    10. Review Insurances (are they covered?)
      1. Are you covered? Is it clear to prospective clients in your communications (business cards, brochures, website, online profile)
    11. Do a phone interview with them
      1. Are you willing to take a few minutes to chat with your prospective client about your work?
    12. Visit their physical location
      1. Have you invited them to see your office, store, or place of business? Does it live up to the standards of your profession?
    Some of these items you'll do with each prospect actively (#3, #5, #6, #9, #11, #12 - invite for a visit); a lot of these items you can do once and just review from time to time to make sure the information is current (#1, #2, #4, #7, #8, #10, #12 - make it ready for visitors).

    As you become more aware of your own actions and shopping and purchasing methods - you'll be able to start to think like your clients - and to prepare in-advance for them actively. What other ways do you vet your own vendors? Are you prepared to be vetted by prospective referral sources and prospects? Leave your thoughts and questions below.


    Monday, December 2, 2013

    Networking Attitude: Change Your Mindset at an Event to See Quicker Results

    Throughout your year of attending networking events you may be attending dozens if not even hundreds of events. There is one simple mind set shift that will impact all of your results – almost immediately.

    This mindset shift is in to take off your “I’m a Guest” invisible hat and put on your “I’m a Host” invisible hat.

    When I first started to attend networking events I would arrive casually late – to make an entrance. Except that by the time I got there, everyone had already partnered up in conversation and no one looked up to see that I had arrived.

    Then I would wander the perimeter and hope someone would come and talk to me. I would note the locations of the exits and food and just in case – the locations of the restrooms too.

    Then I would spot someone that I thought I should talk to and I would just go up and just stand next to them. I was definitely in their line of site. They would be deep in conversation and I patiently would wait for my turn. What happened most often was that instead of turning to me, they turned the other way and were approached by another of their own acquaintances and I was left in line.

    Finally, having talked to no one I would find a way to excuse myself from the host and even sneak past the registration table, so they wouldn't know that I had departed.

    In 2006 I read Dr. Ivan Misner’s book “The World’s Best Known Marketing Secret” and I started to change my behavior. His most simple tactic when attending networking events is “Act Like a Host, not a Guest”.

    What does a host do when they are hosting their own event? Let me make a list:
    Greet people at the door
    Make sure people register and get a name tag
    Introduce people to each other
    Ask people how they heard about the event
    Ask people who they would like to meet
    Direct people to the food, restrooms, drinks, display tables
    Make formal and informal introductions
    Listen and ask great questions

    My big ah ha moment came when I realized that every attendee at a networking event can do any or all of these activities. As I started to do these myself I found people thought of me as more outgoing, more helpful, and better connected than the average networker.

    Still to this day I will ask myself at an event, “What would the host be doing right now?” and then I go and do those things to help other people.

    As you join organizations, you’ll find that some even have specific ‘visitor host’ or ‘ambassador’ roles for members to act like a host in a more official capacity. Ask for those assignments and even if you don’t get them right away – you can still act like you did with this brand new networking attitude.
    --
    David Makar is a Referral Marketing Consultant with the Referral Institute Ithaca. He helps business owners work less, make more, and play more by helping them create Referrals for Life®.

    The Referral Institute Ithaca is a company region of the Referral Institute, the world’s leading referral marketing consulting, training, and coaching organization. For more information about the Referral Institute Ithaca, visit:
    http://www.referralinstituteithaca.com/


    Sunday, December 1, 2013

    Dec. 1: Photo of the Year

    In June Natasha and I attended the BNI Thumbs Up Chapter summer picnic together. It wasn't her first networking event. It was a beautiful day and we had a lot of fun in the park networking together. She's also attended SEEN events and Chamber of Commerce events. I think this event - with a lot of people I've known for 3 or 4 or 5 years was the best one we've been to together.

    Thursday, February 21, 2013

    Why you should read it again...

    I'm on vacation this week and I'm catching up on my reading list. The first book on my list is Seth Godin's 2008 book "Tribes". My good friend Virginia who runs the Referral Institute in St. Louis recommended the book last summer. I immediately bought a copy and read about a third of it. The concept of Tribes was intriguing and a little confusing in the manner that Godin described. I didn't get it and I put in on the shelf.

    In August of 2012 I relocated my office and the book came with me. It moved down a few shelves to the place that books go when I haven't read them and I don't want to show off that I have them - just in case someone asks me about the book.

    In connecting with Virginia at our January conference and in working with her on creating "Capture the Net-Worth of Your Network" she reawakened me to the concept of Tribes. She showed me and introduced me to members of her own tribe and she described how her Referral Institute clients were creating tribes of their own. Having spent that time with this great teacher and having these experiences - the concepts of Seth Godin's book had new meaning.

    Yesterday, on my flights from New York to Florida, I started the book from page 1. I'm nearly 3/4 of the way through and I've been making notes and I've already started to implement some of the new ideas for creating tribes within my own business. The book hasn't changed - I've changed.

    Sometimes prospects for the Referral Institute Ithaca say to me, "I've already taken that course" or "I learned some of that information once before". I now know they feel and now I'd tell them - the material is the same - but you've had a world of experiences since the last time you participated and the message and results will be much different for you now.

    Read it again; Watch it again; Listen to it again; Enroll again; Participate actively again; for you are a different person than you were last time and that will make all the difference.

    Tuesday, February 19, 2013

    Capture the Net-Worth of Your Network


    Capture the Net-Worth of your Net-Work!

    A special webinar workshop to help you get the most of your network

    If you don’t have a referral marketing plan for your business, this session is a must!

    You will learn how to develop a strategic referral network, who should be in it, how to find them, and how to motivate those people to refer business to you

    This class will open your eyes to the possibilities of generating more sales in less time by doing business by relationship. Unless you can find more time and work harder than you already are, you can’t afford to miss this class. You will learn some specific techniques that will enable you to really work smarter, not harder.

    Webinar Dates and Times:
    March 4th: 11:30am to 1:30pm EST
    March 11th: 11:30am to 1:30pm EST

    All web-based, all you need is a telephone and a computer with an internet connection.

    We will follow-up with these two webinars with four group coaching calls included in the fee. You will have a total of 8 hours with two referral marketing experts for just $297.

    To Register, go to this page, and click the Register Now button.


    All for just $297.

    This program is limited to 30 participants, please register today:

    Do You Want to Learn How to Communicate with Anybody?

    If you want to have more fun networking this year, be a lot more effective, help a lot more people, and get better results - this is the best program to participate in. The program is $99, and $79 if you register by Thursday, February 28th, 2013.



    Tuesday, March 5th:
    1pm - 5pm
    Referral Institute Ithaca's Room Full of Referrals:

    Participants will all get to do a self-assessment on their own behavior style, followed by an interactive workshop where they will first learn how to identify the other behavior styles, better know their own dominant style, and then learn to adapt to be supportive and to honor the relationships of the other three styles.