Go beyond the “basics” and “concepts” taught in most books and courses. You will get Tim Houston’s most advanced networking techniques and strategies that have been battle-tested and proven to work. Each lesson is designed to help you to achieve greater results and higher-value referrals and relationships.

Tim has created a 1 hour, complimentary training video which will help you to Set Your Networking on FIRE with I.C.E..   Check it out by clicking the picture below.  (There’s nothing to buy and no need to register).

Most of us are familiar with the Pareto Principle, more commonly referred to as the “80/20 Rule”:  80% of our results are derived from 20% of our efforts;  or 80% of sales come from 20% of your customers.  Yet as business people, we tend to focus our networking efforts to obtain new referrals; but what about those past referrals and referral sources?  We spend hundreds of hours each year and thousands of dollars chasing new business when we can and should further cultivate those relationships we currently have and those which we had, in “auld lang syne.”

To borrow a lyric from the song, “should auld acquaintance be forgot,” here are three ways to help you to get reacquainted with former networking partners and clients:

•  Send a Greeting Card:  In this day of instant communication (text messages, email, instant messages etc.) people actually will appreciate your sending them something that is physical and cause them to stop and take notice.  A greeting card with a simple message such as: “It’s been a while since we were last in touch. I’d love to catch up with you” can motivate them to reach out to you.    (For a fast, simple way to send a personalized greeting card to someone in less than a minute, I highly recommend using Sendoutcards.com.   Just click that link and try the system for free as my gift!).
•    Ask for a Reintroduction:  If it’s been a while since you last met with someone and feel awkward in reaching out to them, ask your current referral partners and even your customers if they know that person.   Find out how strong of a relationship they have and if it’s strong enough say that you would like a reintroduction. (Yes, actually say reintroduction). Then ask if they would be willing to reintroduce you.   If they question why you want to be reintroduced, be honest.  Tell them that you had met the person before and were thinking about them recently and wanted to make contact to learn how you and they could possibly help each other.
•   Make Them an Offer:  Have you ever purchased something in the past and months (or years) later got an offer in the mail or an email from the merchant offering an incentive or a discount to come back to buy something else?  You can do something similar with your former referral partners and previously referred clients/customers/patients.  Offer them a discount/bonus/incentive if they refer you a client or customer that does make a purchase. Then extend a similar discount/bonus/incentive to the person that was referred, if they refer you someone to you.

By reconnecting and building stronger bonds with those in our networks, we are working smarter instead of working harder.  The end result will pay incredible dividends in our building our network, enhancing relationships and ultimately in our ability to give and receive referrals.

The 10 Tips & Techniques To Master Networking CD is a preview of Tim’s new book which will be released on February 8, 2012 in celebration of  International Networking Week!

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Are you referrals sources telling potential clients too much about you and your business?

In a recent conversation, a colleague of mine was lamenting over a situation she found herself in. She told me that she had a new client that took up a tremendous amount of her time and that ofher staff. The client was at times extremely belligerent and very demanding to the point where each interaction consumed most of my colleague’s energy and her day.

I asked her why is she working with this particular client? She replied that it was a referral from a very good friend and she did not want to disappoint her friend who was also a major source of business referrals. As the story unfolded, it turned out that the source of the referral “oversold” the prospect on my colleague’s company’s services and abilities. The prospect was left to believe that my colleague’s company could do almost anything, in record time and that they would be at the prospect’s beck and call. This created a very uncomfortable situation for my colleague who decided she was just going to “grin and bear it” until the project was completed.

Over the years, much has been written about the importance of exceeding your customer’s expectations. While this is incredibly important in business when it comes to networking, you must first manage the expectations of your potential customer by educating the source of the referral, first.

For example, your referral source may be so excited to give a referral to you that they over-state your abilities and availability. On other occasions, the source may tell the prospect that you have the “lowest price” while that may not be the case. Because they are being referred by someone who they know and trust, sometimes the prospect automatically expects a discount or some other kind of special service or perks. In most cases, this will happen because of the source’s over-statements before they even gave you the referral and always because of a lack of understanding between you and the referral source.

Since the prospect is coming to you via a word-of-mouth referral, the source must always communicate accurate information about you and your business to those they will be referring. You need to tell your source exactly how they should promote you, what to say and how to say it to a prospect, before they even speak to the prospect. You also need to tell them what you will say and do for that prospect when they communicate or meet with you after the referral is made. That way there are little or no misunderstandings and the expectations are set between the three people involved.

Don’t be one of the The World’s Worst Networkers and leave it up to the referral source to figure it out or, even worse, leave it up to chance. By teaching your source what to say, how to say it and what you will do for the prospect, it will make it easier for you to manage, meet and exceed everyone‘s expectations.

Here’s an animated adaptation of the article:

Listen to a sample chapter: World’s Worst Networer – Chapter 9 – Sample by Tim Houston 1

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Today (August 16, 2011) is the 34th anniversary of Elvis Presley’s death.  Although no longer with us, “The King of Rock And Roll” still remains among the most popular of entertainers, and an inspiration for many people, selling, to date, over 1 billion units worldwide.

During his career, Elvis officially recorded 698 songs. Several of the titles of his #1 hits could be used as reminders and lessons for those who are looking to make their business networking more effective. For all of the “Suspicious Minds” out there, consider these:

“It’s Now or Never”: Networkers must be very proactive. They do things now, knowing that tomorrow will never come. They attend events, meet new people, and are always figuring out ways to help others while also helping themselves. They never leave things to chance. They know that by taking determined actions today, this will lead them to greater achievements in the future, both professionally and personally.

“Always On My Mind” :Great networkers always are thinking about ways they can help other people. Wherever they go, they look to serve people by finding referrals in the form of clients, or they introduce others to new sources. Because of their their actions they too always remain on the minds of others.

“A Little Less Conversation” : Networkers listen to others more than they speak to them, in order to take note of what others want. At formal meetings or events with speakers, they do not engage in side conversations with others, texting, checking emails and sending instant messages. They know that the more they listen, other people will be “always [be] on [their] mind” when the networker is in a situation to make a referral.

“Return to Sender” : Whenever a networker receives a referral, they return the prospect back to the sender, with great feedback about their experience, regardless if business was done or not. The sender (also known as the giver), usually has a strong relationship with the prospect, which the receiver needs to protect and further enhance. When this is done, the giver of the referral will have more trust and confidence in the receiver, thereby sending them more referrals over time.

“Stuck on You”: Networking is about building and enhancing relationships. Regardless if you are networking offline in the real world and online, you will meet people you wouldn’t ordinarily meet in the course of a year, and in many cases, a lifetime. The relationships that you start and enhance through the help you give others will cause people to become “stuck on you” whenever they need or know someone who could benefit from your counsel, advice, products or services. You are creating your own personal brand-loyalty among people and organizations which can totally transform your business.

NOTE:   This is an article I wrote in 2010 in honor of Elvis’ 75th Birthday.  I hope you found it as entertaining and enjoyable and educational as I did writing it

Copyright 2010 Timothy M. Houston

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