Networking
New
Friends …
Sooner Than Later!
by Gerry Rose, Integrity Networking Solutions, Business Consultant
I did it
again. I met a new friend. I was so taken up with his new,
innovative product and service that I immediately started to
network him in my network of people he needed to know. I
became so excited I could hardly stand it. The first thing
I did was to go to my database to see who could benefit. My
excitement grew as one after another started to embrace his
unique idea. They will reduce their cost and increase their
bottom line. Then I ran into an old phenomenon.
I
contacted a mid-size financial organization communicating
with their local operations manager. This financial
organization only does business with a niche target market,
business owners and people of high net worth. You might say
they dedicate themselves to the “stars” of their industry.
The manager was interested in meeting my new friend. The
manager would consider my “new friend’s” offer as long as my
“new friend” would change who they were currently conducting
their financial business with.
I have run
into this before, even with micro-businesses. One very
successful network marketing person would only do business
with someone who would first buy his service from him. Now,
in this case, it was easier to understand. He sold a
“utility” service to his barber, dry cleaner, local
restaurant, etc. But how can a rather large financial
institution hold potential clients hostage and expect to
grow?
I
networked this same new friend with a micro business owner
of good size and stature. I have worked with this
individual for seven years, frequently referring business.
When this business owner heard of my new friend’s offer, she
was interested in making the connection. When I asked to be
introduced to her corporate management decision maker she
reluctantly told me “NO.” Her reason was that I was not the
person who would be doing business with their company. It
would be my new friend, an unknown, doing business with her
company. In this case people are reluctant to turn over the
“keys” to the store. It is long term relationships that
build business success.
The point
of this article is that my new friend’s offer will at
sometime soon be introduced to ALL the above business
owners. They chose to close their eyes to something new and
innovative rather than be proactive. What I am encouraging
is explore the option of being open minded. Discover how to
explore options to advance your organization. Take credit
for innovative new ideas that can have a major impact on
your company’s bottom line. Avoid personal or company
traditions and routines when it comes to exploring. Take
credit for what you discover.
I am
absolutely amazed at how reluctant people are to accept a
referral from a proven referral authority. Looking at the
underlying reason, it has to be fear related to the idea
that they did not make the discovery. These people must
have such low self-esteem…or might it be a lack of
credibility with their peers? They fear the potential of
another’s failure to reflect poorly on them.
The
question then becomes “Do the risks out weigh the gains when
it comes to referring new business?” The interesting
component is the evaluation of the referral. The most
interesting aspect is action is required (making the
referral) before you can evaluate the result. True, a leap
of faith is required. When considering the risk, how large
is it really? Had my new friend been referred to a
corporate decision-maker and that new friend completely
blundered the task, what problems might have this created
for the referring person? As I see it, the corporation
would be able to research alternatives sooner than later.
The company would be able to save money, increase income,
and live a better sooner than later.
Please
help me. Help me help you and your company. Openly and
quickly refer new friends. It will affect your bottom line
in a positive way.
