Who recommends you? Who do you recommend? On Pareto’s Principle alone, most likely more than 80% of your lucrative clients come from less than 20% of these Referral Relationships. What are you doing to nurture such cross-marketing?
A client recently expressed disappointment in a poorly attended networking event with a self promoting organizer. His feeling was that it had been a total waste of his time.
I remember attending an event where the self-important organizer/speaker droned on and on – I didn’t want to sit there listening to him “waste my time”. I almost got up and left – then I got an idea; – what if I set aside my cynicism for a moment, raised my hand, and in a positive way, asked a question about what he was droning on about? What if I participated in the conversation – maybe even converting the unwelcome speech into a conversation?