Robewanow's Weblog

Keep it Warm for Improved Results January 26, 2012

Whether you are searching for a job or looking for customers, warm referrals are a goldmine.  Nothing help builds credibility and open the door to a productive conversation easier than saying “Joe Smith suggested I contact you.”

Here is a real live story of how this works.

Before I started at Gleason I had one week off so I decided to make some sales calls in support of my business venture Photo Booth Fun.   I had an early morning appointment with the General Manager of a local golf course/country club, a friend of mine.  After the discussion of how we might work together concluded I natrually asked who else he would suggest I contact.

He gave me a couple names and I was off to some other appointments.

The next day I was driving by the club my friend recommended, so I decided to stop by.  Note this was a “cold” call as I had no appointment which in a sales situation is ok but NEVER in a networking situation.  For networking you should always reach out via phone or email first and set up an appointment.

As I entered the clubhouse I could hear the general manager “Steve” on the phone.  Once he hung up I poked my head into his office and said “hi Steve, my name is Rob Ewanow and I wanted to take a moment to introduce myself.”  He quickly looked up from his desk with a look of who the heck are you and why are you here,  until I continued “General Manager Jim gave me your name and said I should contact you.”

Talk about a 180!!  I was invited to sit down and talk becuase General Manager Jim is a good guy, he wanted me to tell him I said hi.  Suddenly an opportunity was before me.  Needless to say at the end of our conversation I had an invitation to participate in a bridal show he was planning at the club, which I propmtly accepted.

Would I have got this opportunity without the warm referral?  I will never know for sure but one thing I can tell you is the referral instantly changed his attitude and body language.

Make sure you are getting as many warm referrals as you can, they make networking for any reason much more efficient, profitable and less stressful.

Until next week….