Who Do You Use?

Kevin Willett has many reasons for referring different people, whether he personally has used them or not.

My friend is a CPA and he told me that one of his networking challenges is when people ask ‘who do you use’? He feels that it can be challenging to refer someone if he himself isn’t personally using them. That is a great point. Here are a few reasons you might want to recommend someone, even though you personally may not be using them.

  1. Location – I have friends who prefer to use businesses located in their town to support their fellow business owners.
  2. Needs – Not everyone needs a CPA to do their taxes. If you are a high school student working a summer job scooping ice cream, you may be fine using a local tax preparer to do your return. This goes for other industries as well. There are different levels of expertise in a lot of fields.
  3. Price – Many people are price conscious, so that will often be a factor.
  4. Risk tolerance – I am friends with a few CPA’s who are super aggressive about deductions. If that bothers you then they may not be a match for you. Again, likewise in other professions as well, styles can vary.
  5. Personality – Personality plays a big role in who I do business with. I like people who give me straight answers in a timely fashion.

As you can see there are many reasons you may recommend someone besides who you personally use. I think it is important that you explain who you are recommending and why, so that people don’t feel like they are just getting a generic referral from your networking group.

Watch my YouTube Channel  for more on this and other Business Networking Tips

Kevin Willett is the Author of One Connection How you can grow your business  (and change the world) one connection at a time. The business networking book is available on Amazon. Purchase One Connection on Amazon

Kevin is also the CEO of the Friends of Kevin Networking Group  and the New England B2B Networking Group. Please connect with him on social media to hear about his upcoming business networking events

Are You Really All Set?

Kevin Willett reminds you that the person you are speaking with may not be a potential client , but may have connections that could be.

My friend tried to start a conversation this week with one of his referral partners at a networking event and the person told him ‘thanks, but I am all set. I am happy with the person I am working with’. We all have business relationships that we are happy with, but when you say you are all set, it hurts your chance to develop a referral relationship with the person you are speaking with. This happens all the time.

Rather than just saying I am all set, how about saying something like ‘that is not a match for me, but tell me more about what you are doing in case I meet someone who needs your services’. This simple approach will help you to build a relationship with that person.

It is important to remember that when we are networking we are selling through the person, not to them. Using myself as an example, I don’t have a lot of needs but I do have a good size network of people that I can introduce you to.

I have many friends who are not members of my networking group, but they have introduced me to many people who have become clients. Please give some thoughts to this next time you are tempted to say I am all set.

Watch my YouTube Channel  for more on this and other Business Networking Tips

Kevin Willett is the Author of One Connection How you can grow your business  (and change the world) one connection at a time. The business networking book is available on Amazon. Purchase One Connection on Amazon

Kevin is also the CEO of the Friends of Kevin Networking Group  and the New England B2B Networking Group. Please connect with him on social media to hear about his upcoming business networking events.

Asking For Referrals (2)

Kevin Willett says not to be shy about asking for referrals, but to be respectful when you do.

Asking for referrals is something that I am horrible with. I rarely ever ask anyone to refer me. Often people will attend events and tell me how much they enjoyed the event and the format. Now, I know I should say thank you and ask them to tell their friends about me, but I usually just smile and say thank you for the kind words. I am just too cautious and I do not want to make people feel uncomfortable.

If you simply say ‘if you like the service I provided, can you please tell your friends?’ this is keeping things super casual and most people will tell you that of course they will spread the word.

I have offered to start a referral program with some people and I have received a referral from time to time. However, I have had people get upset with me if I offered them money for their referrals. They said they want to refer me because they like me and do not want my money. So please be careful with this idea. Paying for referrals can have its own set of problems.

Lastly, I am not a big fan of putting pressure on people and asking them to give you the names of five people you can call. With this technique, someone gets a call saying “your friend Kevin bought my product and he said you might want to buy it too?” No one wants this call. No one likes high pressure sales. So please do not put people in that awkward position by asking for lists of people.

Watch my YouTube Channel  for more on this and other Business Networking Tips

Kevin Willett is the Author of One Connection How you can grow your business  (and change the world) one connection at a time. The business networking book is available on Amazon. Purchase One Connection on Amazon

Kevin is also the CEO of the Friends of Kevin Networking Group  and the New England B2B Networking Group. Please connect with him on social media to hear about his upcoming business networking events.

Someday I Will Pay You Back

Kevin Willett says that Networking isn’t about keeping score.

I have a friend who reaches out to me from time to time for help. The last time I helped her she said “someday I am going to pay you back.” This statement made me laugh because I never expect anyone to pay me back. I help her because I think she is a good person.

I see this happen with networking all the time. People try to keep score and they expect to receive a referral back every time they pass one. If you are doing this please stop.

Life simply doesn’t work that way. You are not always going to be able to find referrals for the people that pass one on to you. This is why I focus on what I call the Circle of Love. I simply try to help as many people as I can, knowing that this is building my brand and that good things will come from it. I encourage you to try my approach. I think it will improve the results of your networking activity.

Watch my YouTube Channel for more on this and other Business Networking Tips

Kevin Willett is the Author of One Connection How you can grow your business  (and change the world) one connection at a time. The business networking book is available on Amazon. Purchase One Connection on Amazon

Kevin is also the CEO of the Friends of Kevin Networking Group  and the New England B2B Networking Group. Please connect with him on social media to hear about his upcoming business networking events.

Who is a Good Client for You?

Kevin Willett says the more specific you are the easier it is to refer you.

Has anyone ever asked you who is a good client for you? How did you respond? Did you say everyone? Or anyone? You want to be careful not to reply that way because it doesn’t help the person identify potential clients for you.

Let me give you an example. Let’s say you are a financial planner and you say everyone would make a good client. Now I would agree everyone could benefit from working with you. But if I know a lot of financial planners what will prompt me to remember you?  If you tell me that you are a financial planner interested in meeting people going through life events such as getting married, having a baby or retiring, I will think of you when I meet someone in one of those situations.

The better job you do drawing a picture in my mind of your ideal client, the better job I can do of helping you find them. Remember the more specific you are the easier it is to refer you.

Watch my YouTube Channel for more on this Business Networking Tip

Kevin Willett is the Author of One Connection How you can grow your business  (and change the world) one connection at a time. The business networking book is available on Amazon. Purchase One Connection on Amazon

Kevin is also the CEO of the Friends of Kevin Networking Group  and the New England B2B Networking Group. Please connect with him on social media to hear about his upcoming business networking events.