I was going through some old books and came across Never Eat Alone by Keith Ferrazzi. I read Keith’s book about three years ago and again last week. Wow…I think I will add this book to my quarterly reading list.
For those of you who know or follow me you may recall my passion for getting referrals to people I want to meet. No cold calls! As a side note, in my last blog I wrote that when reflecting on my career, more than 50% of my business came from some sort of referral, either reactive or proactive. Get this—100% of ninety five 5’s clients came to us through a referral. Yes, 100%.
If you haven’t read Never Eat Alone or read it a while ago like I did, read it soon. There are a lot of things I like about the book, starting with how well Keith’s thinking gels with ours. Here is one key connecting point: Intent counts more than technique. Help others get what they want and you will get what you want, too. Keith’s system rests on this central idea.
So I read the book again and added one of its nuggets to my weekly routine: Make two new connections each week. Making a connection goes like this: I review my network and look for two people I know who could likely do business together and don’t know each other. I proactively make an introduction. It’s pretty simple and takes just a few minutes. I send an e-mail to both of parties, making the introduction and suggesting the reason that I think they should talk (what’s in it for them). No strings or gimmicks; only a well-intended introduction.
I sent my first two connection notes this week and imagine this—all four people quickly responded with a thank you and one asked me to call. I made that call and heard about the new job as VP of channel sales and the need for help with some sales challenges. This is fun!
In closing, my friend John Jantsch says the best way to get referrals is to give referrals. Hmm…intent counts more than technique. Need a new client—start making referrals.
Drop me a line and let me know what you think of Never Eat Alone.
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