Networking Now:

Growing your business through the power of relationships

Use This Networking Trick to Increase Business

One of the most common networking questions I get asked is, “How do I generate referrals for other people?” Well, this same question is exactly what I was asking myself in the early ’80s when I was just starting my consulting business. I came up with a technique that had a huge impact on my ability to provide quality referrals to others–which, of course, led to me getting referrals.

I realized that I needed to be the person whom people came to if they needed a referral for anything–the “gatekeeper” of referrals . . . the “go-to guy.” So I composed a letter that I sent out to my client list several times a year. Today you could send out a quick e-mail to your database, but you should send it at least once a year as hard copy just to stand out from everybody else who’s e-mailing your clients. Here’s a sample letter:

Dear________:

I really believe in the process of referrals, so part of the service I provide is to be sure to refer my clients and associates to other qualified businesspeople in the community.

Attached is a list of areas in which I know very credible, ethical and outstanding professionals. If you’re looking for a professional in a specific area I’ve listed, please feel free to contact me. I will be glad to put you in touch with the people I know who provide these services.

Sincerely,

Dr. Ivan Misner

Notice when you read this letter that I just listed professions; I didn’t list names and phone numbers. I wanted my clients to contact me so I could put the referral and the contact together–so I could build business relationships through being the go-to guy. What began to happen was that others would ask someone on my client list, “Whom do you know who does XYZ?” If they didn’t know anyone, then they would send that person to me.

The importance of becoming a gatekeeper is huge for anyone seeking to grow a business with word-of-mouth marketing. It’s a strategy that gets people not only to contact you for a referral, but also to open up a dialogue with people about what your business is all about and how you can help them. This, in turn, leads to more business with existing clients and new business with prospects.

Allow this to open the door for reciprocal sharing and giving. You’ll be amazed at how much more business you’ll find you’re able to do as a result.

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This entry was posted on Monday, March 30th, 2009 at 9:01 am and is filed under Business, Collaboration, Connections, Giving, Ivan Misner, Networking, Networking Education, Networking Prep, Referrals, Social Capital. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

18 Responses to “Use This Networking Trick to Increase Business”

Mark Sawyer Says:
March 31st, 2009 at 4:03 pm
Dr. Misner, I loved this suggestion and I plan to put it to work immediately. Thank you very much!
Walter Robinson Says:
March 31st, 2009 at 11:38 pm
Now that’s a proactive positive way to get referrals. Often we sit back and passively wait for referrals to just stroll through the door. Imm the Education guy of Focus Chapter in Townsville Australia, can’t wait to pass this gem on to the team.
Helen Terry Says:
April 1st, 2009 at 12:08 am
Thank you Dr. Misner. I will put this into action immediately. I am the Education slot in out Chapter in Port Elizabeth, South Africa -Ilitha – and I will share this in my next weeks slot. I know it will be very well received. Thank you for all your links – I learn something new everyday!!
Saskia Steur Says:
April 1st, 2009 at 12:37 am
Dear Dr. Misner. What a wonderful idea. It’s genius by its simplicity. I am going to put this into practice straight away.
As a translator I deal with languages, and therefore with getting messages across. Expanding this to getting the people ‘across’ behind those messages and connect them sounds like a wonderful added value.

Thank you so much for sharing this with us!!
Thornton Holmes Says:
April 1st, 2009 at 3:19 am
I completely understand this and have used this system for many years. As a result I constantly get calls from business and family members asking me “do I know anyone who does…etc” I love this as it means I don’t stress about bringing referals to my chapter – other people effectively do it for me!
Thanks Ivan.
Thornton Holmes.
Alice Heiman Says:
April 1st, 2009 at 12:46 pm
It is not a “trick” it is a great idea and everyone should do it.
Al Seaton Says:
April 1st, 2009 at 12:47 pm
Being a gatekeeper is important. Before BNI I always strived to be “the guy”. If the conversation came up,Where would I go to find…?, Most would say, Call Al Seaton, He knows a guy.
BNI only confirms the concept “Who do you know who…”
Your suggestion is just anothe great Misner power tool for the tool box, for the do-it-yourselfers, new to networking. It’s activity, activity that will produce results.

Al Seaton
BNI Central Valley Area Director
Sampathkumar Iyengar Says:
April 3rd, 2009 at 6:18 am
An eye opener to new BNI members and should be replicated for acheving sucess in referrals
Suzanne Burt Says:
April 7th, 2009 at 3:00 pm
I am the educational coordinator for our newly formed Givers Gain BNI meeting in Las Vegas. I wanted to thank 2 of our newest members for stepping up to the plate. Recently a new Metro Police Station opened but there was n money in the budget for a brand new American Flag. The one they were flying was torn and tattered. I told my story about the lack of money in the budget and Agnes Nemeth Attorney, and Michael DuBoff DDS stood up and stated they would pay the fee for the new flag. I paid the shipping and they took care of the rest. What a great thing to see the Brand New American Flag flying in all it’s Glory in front of the new Metro Enterprise Station in SW Las Vegas.
Thanks Team,
Suzanne Burt
Leaplekafzeft Says:
April 10th, 2009 at 11:58 pm
FANTASTIC!
Laurie Delk Says:
April 15th, 2009 at 7:06 am
I was actually talking about this approach last week to some people! But we did NOT talk about leaving OFF the contact info.

At first, when I read your comment on that – I thought – how absurd! But then, after reading your reasoning behind it, I thought – HOW BRILLIANT!

Thanks SO much!
business pages Arizona Says:
April 20th, 2009 at 3:43 pm
Such interesting read and information, thanks for sharing this post. I will check back to read your other new posts.
Steve Aylor Says:
April 24th, 2009 at 4:00 pm
Dr. Misner,

Great strategy! Always enjoy your posts.

Sometimes the cleanest and simplest ideas are the best. They get used

All the best,

Steve
Lan Zhuang Says:
May 10th, 2009 at 10:49 pm
I just read your posts and I felt it was a great treasure!Even though my english is not very well,but I think your blog is worth reading.In my free time,I’ll continue to devote much of its attention on your blog.

(FreedomBusinessSystem.com)
Episode 104: “The Networking Trick to Increase Business” | The Official BNI Podcast Says:
May 13th, 2009 at 1:09 am
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J25 BNI » Episode 104: “The Networking Trick to Increase Business” Says:
May 13th, 2009 at 9:35 pm
[...] Read Dr. Misner’s article on Entrepreneur.com. [...]
Betty Dunn Says:
May 18th, 2009 at 2:57 pm
Hi there:

Always the best ideas from our networking guru, Ivan Misner. My role within BNI is being a member and Membership Committee person of BNI Genesis, Gold Coast, Australia. Also I am an Assistant Director working with several start up chapters and well established chapters.

It is great to have such inspiring presentations to share with the members of BNI to enhance their opportunity to help others.

What a fabulous opportunity for all business people.

Cheers

Betty Dunn
Use This Networking Trick To Increase Business | BNI Saskatchewan Says:
June 11th, 2009 at 8:11 pm
[...] about his fascinating discover on his blog … Share and [...]