Presented on 9/10/13 at the North Dallas Chamber as a part of the Network Skills Workshop, this presentation outlines a process and gives insight into giving (and getting) good referrals. Presenters were Judy Bragg, Bragg Resources, and Paul E Maynard, NDCC Staff (AKA, The Relentless Networker.

1. Judy Bragg, Bragg Resources
and The Relentless Networker
Referrals: The
Currency of Networking
Presented to
The Networking Skills Workshop
September 10, 2013

2. So Why Aren’t Referrals Given?
Audience!

3. Why Network?
• Grow our business
• Expand our network
• Develop trusted relationship
• And, because networking has value!

4. The Process
• Meet someone at a function
• Schedule a one-on-one
• Do your homework
• Have a meeting
• Follow-up, Follow-up, Follow-up

5. Do your homework!
• Check out their website
• Read their LinkedIn profile
• Search on their company name

6. Meeting Format
• Plan to meet for an hour
• 20 minutes for the 1st
person
• 20 minutes for the 2nd
person
• 20 minutes to circle back
Use the whole hour!

7. Learn: Ask Key Questions
• What is their business?
• Who is their ideal client?
• What industries do they focus on?
• Ask for an example of a current project?
• Who is not a good client?

8. Listen Carefully
• Take notes
• Ask questions if you don’t understand
• Actively listen
• Stay focus
• Turn off your phone – it is only one hour

9. Meeting Manners
• Meet somewhere you can talk and won’t be
distracted
• Not a monologue; it’s a dialog
• “Ping Pong” conversation
• Eye contact

10. Ground Rules of Referrals
• Put some thought into the referral
• Don’t just check off a box
“Does your contact really need to
meet this person?”

11. What comprises a Good Referral?
• There is a need for your services.
• They could refer someone to you that can use
your services.
• The two of you have something in common.

12. Pink Elephant in the Room
• Givers vs. Takers
• This is about sharing
• It’s not “it all about me”
• Risk of giving referrals
• No follow up
• Do a bad job

13. Make the Actual Referral
• Give names at the meeting real time
• Can they use your name?
• Follow-up with contact information
• Send a virtual introduction email

14. Follow-Up Follow-Up Follow-Up
• Send a virtual introduction email.
• Follow-up to see if they connected.
• Ask about results.

15. Exercise
• What is their business?
• Who is their ideal client?
• What industries do they
focus on?
• 1st
5 minutes – Pick a partner
• Ask your partner one of the below questions ,
take notes
• 2nd
5 minutes – Ask your partner the same
question, take notes

16. Q&A
Judy Bragg, Bragg Resources
and The Relentless Networker

17. Let’s Review: Giving a Referral
• Networking Currency
• Do your homework
• Meeting format
• Learn: Ask key questions
• Listen carefully

18. Let’s Review: Giving a Referral
• Meeting manners
• Ground rules of good referral
• What comprises a good referral
• Pink elephant in the room
• Make the actual referral
• Follow-Up

19. Paul E Maynard
pmaynard@ndcc.org
214-368-0596
www.ndcc.org
Judy Bragg
214-343-9490
jbragg@BraggResources.com
www.BraggResources.com
Thank You!