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Hub You - Networking Meetings - Refer, Refer and Be Referred - The Referral Matrix
If you have integrity, nothing else matters. If you don’t have integrity, nothing else matters. -- Alan K. SimpsonIf I were to ask you what attribute is the most influential in regard to the success of a business, would you know immediately which one is the most important? Based on my many years as a business owner and entrepreneur, I ha
5) When you tell a contact about one of your products; have supplied information so you know he/she is fully aware of it, mark the color for 'Told' against that company in the column for your product/service. (I usually fill in a third
It's often been said, "You can't be all things to all people." So I accept the fact that as a speaker, trainer, coach or consultant, you can't offer every service or topic that your clients may want or need. But you need to get as close as possible if you want to gain as much as possible from that relationship and ensure an easier road to referrals!<
But does everyone know EVERYTHING about you? And do you know ALL there is to know about your contacts?
You need to know all this if you are going to seize every opportunity to build even stronger business relationships…
Create Your Referral Matrix
The simplest way to keep an eye on what is developing is to create a Referral Matrix. The concept is very simple. The Referral Matrix gives you an 'At-a-Glance' picture of your business relationships progress.
You'll do this for your own contacts and services/products and another for your contacts products.
Let's start with your services and products.
1) Take a piece of paper.
2) Draw a grid shape. You need enough columns going across to list all your products and services in the top row; show one in each.
3) In the first column of the rows going down list your contacts.
4) Choose 3 different, strong, colors. One represents 'Told', another for 'Sold' and the third for 'Referred'
5) When you tell a contact about one of your products; have supplied information so you know he/she is fully aware of it, mark the color for 'Told' against that company in the column for your product/service. (I usually fill in a third
Do you want to announce something to people? So what do you think is the best way of going about doing this? Banners are the best medium through which you can tell people whatever you want to communicate to them. Banners are usually made of a long strip of paper or cloth to advertise about anything. Or banners can simply be your means to get your messa
Create Your Referral Matrix
The simplest way to keep an eye on what is developing is to create a Referral Matrix. The concept is very simple. The Referral Matrix gives you an 'At-a-Glance' picture of your business relationships progress.
You'll do this for your own contacts and services/products and another for your contacts products.
Let's start with your services and products.
1) Take a piece of paper.
2) Draw a grid shape. You need enough columns going across to list all your products and services in the top row; show one in each.
3) In the first column of the rows going down list your contacts.
4) Choose 3 different, strong, colors. One represents 'Told', another for 'Sold' and the third for 'Referred'
5) When you tell a contact about one of your products; have supplied information so you know he/she is fully aware of it, mark the color for 'Told' against that company in the column for your product/service. (I usually fill in a third
A use case details a flow of events that are executed in order to accomplish some business task. A use case can be as simple as documenting how a help ticket gets escalated or as complex as defining how a customer gets charged for shipping parts of an order to multiple addresses.The term "actor" is used to define a role that a person or some obj
You'll do this for your own contacts and services/products and another for your contacts products.
Let's start with your services and products.
1) Take a piece of paper.
2) Draw a grid shape. You need enough columns going across to list all your products and services in the top row; show one in each.
3) In the first column of the rows going down list your contacts.
4) Choose 3 different, strong, colors. One represents 'Told', another for 'Sold' and the third for 'Referred'
5) When you tell a contact about one of your products; have supplied information so you know he/she is fully aware of it, mark the color for 'Told' against that company in the column for your product/service. (I usually fill in a third
The following are typical scenarios encountered by common carriers by customers who wish to ship a package. They are affectionately known as the "Cardinal Sins of Shipping." Find out what you should and should not do when preparing your packages for shipping.Q) Should I wrap my package in brown paper before bringing it to the store to ship?<
3) In the first column of the rows going down list your contacts.
4) Choose 3 different, strong, colors. One represents 'Told', another for 'Sold' and the third for 'Referred'
5) When you tell a contact about one of your products; have supplied information so you know he/she is fully aware of it, mark the color for 'Told' against that company in the column for your product/service. (I usually fill in a third
When you first learn to swim you may be afraid of the water.When you work with other people there may be areas of talk where you may not be prepared to go for the same reason.In order to overcome the swimming phobia you have to learn to swim - and you can be taught.In order to develop your innovation skills you may not be able to b
5) When you tell a contact about one of your products; have supplied information so you know he/she is fully aware of it, mark the color for 'Told' against that company in the column for your product/service. (I usually fill in a third of the box).
6) When a contact has bought a product/service from you add the 'Sold' color – you now have two thirds of the box completed.
7) When a contact recommends you to someone else, 'refers you', fill in the 'Referred' color.
Some of the boxes may have the Told and Referred, but not the Sold color.
Now you can see, at a glance, which of your contacts do not know about some of your products (in which case you can inform them) and, just as importantly, if they have been informed whether they have bought from you or referred you to someone else.
Create a similar chart for each of your 'Hot' networking contacts – those you have a close working relationship with.
By doing this you take a pro-active stance to recommending their services to other people you know AND you'll know if they do something that you may need in the future.
Do this and you are building strong relationships.
What's more you'll get a good reputation for being the 'person who knows' and your networking circle will grow.
(This works really well on a spreadsheet, such as Excel. If you would like to see what the grid looks like, send
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