Get Noticed… Get Referrals: Build Your Client Base and Your Business by Making a Name for Yourself
by Jill Lublin
Published by McGraw Hill
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Reviewed by Connie Anderson
When author Jill Lublin talks about referrals, she means something much different than most of us think. “A company in my building might need your service. Here’s their name.” That’s not a referral, but a suggestion that there might be a connection.
Lublin says that we are raised to not boast about ourselves (self-promotion) and find it easier to help others promote themselves. She says that networking to get referrals is easier if it is done as part of a team—getting others to help refer you. You also get noticed by being professional in your sales procedure and follow-up.
Working with referrals saves you time as the average person spends 25-30% of their time trying to reach the person who can make business decisions.
Lublin shares her client/prospect interview checklist that you can customize for your own business. After the initial phone conversation, she suggests typing up the notes from the conversation based on the checklist, and sending the notes to the person you talked with. It ensures you understand each other—and shows how organized and thorough you are.
This book isn’t just about getting referrals but is also filled with sound business ideas:
- Be clear about what you provide so the client does not make assumptions.
- Don’t offer to do things that are not in your expertise. Figure out your specialty and avoid people who say they can do everything.
- Find ways to cross-promote; develop alliances with vendors and other clients.
- Ask for an introduction, not just referrals, from someone who knows the person you need to talk to.
- Be able to define yourself clearly so others can refer to you and tell others what you do.
- Develop a profile of the kind of person you want to talk to so your network can help you more effectively.
- Never compromise your integrity.
Lublin in an international speaker, author and consultant. She has 20 years experience working with major media and has coauthored the national bestsellers, Guerrilla Publicity and Networking Magic.
Any person in business will gain a lot of helpful ideas—and might change how they network.
Armchair Interviews says: If you want to learn how to promote yourself and your business, this book is for you.
Author’s Web site: http://www.JillLublin.com