Life Business and Money - Perfect Networking / Referrals

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Steven Kay

Steven Kay

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Practice Makes Perfect Networking
 
"Practice makes perfect" is not enough. Practice alone is not enough. It must be "effective" practice. In martial arts, the sensei (master) says, "Perfect practice makes perfect." In other words, if you're just going through the motions, you are not learning and growing. Every time you do a kata (a system of basic body positioning and movement exercises in karate), you must do it as though you were in a tournament, or as though the sensei were there watching you. Only with that intensity of focus does one improve.
 
 
 
Asking For Referrals
 
“Mr. Client, who do you know who might be interested in my product?”
 
“Mr. Client, who is your dry cleaner, CPA, attorney, etc.?”
 
“Mr. Client, I get paid in 2 ways, one is by my company and the other is by you referring me to your friends and relatives. Who is your brother?”
 
If you have been in sales for any period of time, then you have been told by countless sales managers, trainers, and other well intentioned people that this is how you ask for referrals. For me, this approach rarely resulted in any referrals. My guess is that this approach has never worked well for most of us.
 

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