Networking Partners

You've heard that participating in a referral or leads group can help you generate new business, yet you may be hesitant to join one. If your fear is that you won't be able to pass leads to your fellow members, don't worry, it's an easy skill to learn. Here's how:

1. To give leads, all you need to do is listen and ask questions. Whether you're at a business seminar, your kid's soccer game, or your power aerobic workout class, start by paying attention to what people are talking about. Even better, what are they complaining about? What are they wishing for? Are their insurance rates too high but they don't have time to call around and find a better plan? Is their office a mess and they just can't seem to get organized? Does their neck hurt from too many hours hunched over their computer screen? That's your cue to jump in and say, "Hey, I know someone who can help you with that!"

To get even more information, ask a leading question such as "What's your biggest challenge with... keeping your office organized, spending hours on end on the computer, providing insurance for yourself and your family? "

2. When you hear an opportunity to make a referral to someone in your group, jump right in and grab it! You might say something like, "I know someone who can help you with that. I met Sally through my networking group and she's a pro when it comes to saving you money on insurance. I bet she can help you with that. Would you like me to have her give you a call?" (hint, always get permission)

3. Make the connection. Once you have permission, call Sally and give her the lead. Don't wait until your next meeting to pass the lead; leads can quickly grow cold. Be sure to follow up with both people. Did Sally follow up on the lead? Did she provide the service? Was your contact happy with the service Sally provided?

If you start by paying attention to the wants and needs of people in your personal and business network, you'll begin to notice plenty of opportunities to give referrals to other business professionals. By joining a leads or referral group, you'll be part of a team where everyone is focused on helping each other grow their business through referrals.