You may perform a wide variety of services or offer a broad range of products to your customers, but for a referral, your description of what you do should be narrow and detailed, focused on a single aspect of your business.
Upland, CA (PRWEB) March 13, 2007
Mark Twain once advised: "Put all your eggs in one basket; then watch that basket." His observation is a sage one for referral networkers, for only those who learn to describe what they do in a focused manner can expect consistently good referrals.
"Don't shotgun your message -- sharpshoot it," writes Dr. Ivan Misner in his latest best-selling book, "Truth or Delusion, Busting Networking's Biggest Myths" (http://www.TruthorDelusion.com). "You may perform a wide variety of services or offer a broad range of products to your customers, but for a referral, your description of what you do should be narrow and detailed, focused on a single aspect of your business."
"It seems counterintuitive, but in reality, the more laser-specific you are, the more likely you are to get referrals," notes Misner, Founder & Chairman of BNI, the world's largest business networking organization. "People tend to say they 'do everything' because they want to catch everyone. They want to throw as broad a net as possible. The problem with a really broad net is that there are big holes in it."
Those broad nets can also tangle the efforts of people who would gladly refer you to their own friends and colleagues. By forcing those people to define you, since you couldn't well-define yourself, you not only dissuade them from helping, you unwittingly invite them to "get it wrong" when they do attempt to tell others about you.
So, put yourself in one basket when describing your business to someone. And keep your networking eggs unscrambled by getting a copy of the best-selling book "Truth or Delusion" via Amazon.com: http://301url.com/4m8.
Questions? Call Dr. Ivan Misner at BNI Headquarters at 1-909-608-7575.
BNI (http://www.bni.com) is the world's largest business networking organization, with more than 4,500 chapters in 34 countries worldwide. BNI's Founder & Chairman, Dr. Ivan Misner is the author of several book's including the NY Times best-seller, "Masters of Networking" (http://www.MastersofNetworking.com), and the recently released #1 best-seller, "Truth or Delusion, Busting Networking's Biggest Myths" (http://www.TruthorDelusion.com). He is also the Senior Partner for the Referral Institute (http://www.referralinstitute.com), a referral training company with operations around the world.
Michael R. Drew
16208 Crystal Hills Drive
Austin, TX 78737-9009