Making the most of your network
When we talk about sales concepts like networking, introductions, and referrals, it’s easy to get confused by terms. It's so important to keep straight what is a connection vs. a referral for a sales lead. Both are wonderful things, and it's best to make a distinction when we make an introduction.
What is a connection? A connection is an introduction saying, "I think you two will like each other, so I am connecting you." This is not necessarily a sales lead. The relationship that forms can lead to new business; however, you, as the referrer, aren't implying or guaranteeing this introduction will translate to new business.
A referral is a real, warm sales lead. It happens when you introduce two people you know and you say, "___(name of person) might help you solve the problem you told me about."
Your network (the collective group of people you know personally and professionally) is full of people who want connections and referrals. When you have conversations, listen for what would help people most, and then offer to make the appropriate introduction for them. When you do, use words that let both parties know why you’re making the introduction. They’ll appreciate knowing how to respond and with what level of urgency.
Both referrals and connections benefit you with more than a feeling of goodwill. These actions will also be reciprocated by other people as you are a generous giver when you need introductions from someone else.
Spend a few minutes thinking about the people you know. Who needs to meet someone you know? Can you offer to make the right introduction, either a connection or a referral?
If you want to grow your network of like-minded business professionals, my How Good Humans Sell™ Community is the place for you! New in 2023, I’m including a free 90- minute bi-monthly networking call for everyone who is a member of the Community. With 3 levels to choose from, you’re sure to find the one that fits your time and budget. Find your spot here.