Put
your
networking
circle
to
work
for
you
with
these
15
guaranteed
ways
to
generate
new
business.
Has
anyone
ever
said
to
you,
"If
there's
anything
I
can
do
to
help
you
with
your
business,
let
me
know"?
Did
you
respond,
"Thank
you.
Now
that
you
mention
it,
there
are
a
few
things
I
need"?
Or
did
you
say,
"Well,
thanks,
I'll
let
you
know"?
If
you're
like
most
of
us,
you
aren't
prepared
to
accept
help
at
the
moment
it's
offered.
You
let
opportunity
slip
by
because
you
haven't
given
enough
thought
to
the
kinds
of
help
you
need.
You
haven't
made
the
connection
between
specific
items
or
services
you
need
and
the
people
who
can
supply
them.
But
when
help
is
offered,
it's
to
your
advantage
to
be
prepared
and
to
respond
by
stating
a
specific
need.
Systematic
referral
marketing
requires
that
you
determine,
as
precisely
as
possible,
the
types
of
help
you
want
and
need.
There
are
many
ways
your
sources
can
help
you
promote
yourself
and
your
business
and
generate
leads
and
referrals;
we've
chosen
to
discuss
fifteen
of
them.
Some
are
simple,
cheap
and
quick;
others
are
complex,
costly
and
time-consuming.
1.
Display
your
literature
and
products.
Your
sources
can
exhibit
your
marketing
materials
and
products
in
their
offices
or
homes.
If
these
items
are
displayed
well,
such
as
on a
counter
or a
bulletin
board,
visitors
will
ask
questions
about
them
or
read
the
information.
Some
may
take
your
promotional
materials
and
display
them
in
other
places,
increasing
your
visibility.
2.
Distribute
information.
Your
sources
can
help
you
distribute
your
marketing
information
and
materials.
For
example,
they
can
include
a
flyer
in
their
mailings
or
hand
out
flyers
at
meetings
they
attend.
A
dry
cleaner
attaches
a
coupon
from
the
hair
salon
next
door
to
each
plastic
bag
he
uses
to
cover
his
customers'
clothing;
a
grocery
store
includes
other
businesses'
marketing
literature
in
or
on
its
grocery
bags
or
on
the
back
of
the
printed
receipt.
3.
Make
an
announcement.
When
attending
meetings
or
speaking
to
groups,
your
sources
can
increase
your
visibility
by
announcing
an
event
you
are
involved
in
or a
sale
your
business
is
conducting,
or
by
setting
up
exhibits
of
your
products
or
services.
They
can
also
invite
you
to
make
an
announcement
yourself.
4.
Invite
you
to
attend
events.
Workshops
and
seminars
are
opportunities
to
increase
your
skills,
knowledge,
visibility
and
contacts.
Members
of
personal
or
business
groups
that
you
don't
belong
to
can
invite
you
to
their
events
and
programs.
This
gives
you
an
opportunity
to
meet
prospective
sources
and
clients.
5.
Endorse
your
products
and
services.
By
telling
others
what
they've
gained
from
using
your
products
or
services
or
by
endorsing
you
in
presentations
or
informal
conversations,
your
network
sources
can
encourage
others
to
use
your
products
or
services.
If
they
sing
your
praises
on
audiotape
or
videotape,
so
much
the
better.
6.
Nominate
you
for
recognition
and
awards.
Business
professionals
and
community
members
often
are
recognized
for
outstanding
service
to
their
profession
or
community.
If
you've
donated
time
or
materials
to a
worthy
cause,
your
sources
can
nominate
you
for
service
awards.
You
increase
your
visibility
both
by
serving
and
by
receiving
the
award
in a
public
expression
of
thanks.
Your
sources
can
pass
the
word
of
your
recognition
by
word
of
mouth
or
in
writing.
They
can
even
create
an
award,
such
as
Vendor
of
the
Month,
to
honor
your
achievement.
7.
Provide
you
with
leads.
A
source
can
help
you
by
passing
along
information
she
hears
about
someone
who
needs
the
kind
of
product
or
service
you
provide.
Following
through
on
such
leads--for
example,
a
rumor
about
a
new
company
moving
into
the
area
or a
news
item
about
the
troubles
another
business
is
having--could
result
in
new
business.
8.
Provide
you
with
referrals.
The
kind
of
support
you'd
most
like
to
get
from
your
sources
is,
of
course,
referrals--names
and
contact
information
for
specific
individuals
who
need
your
products
and
services.
Sources
can
also
help
by
giving
prospects
your
name
and
number.
As
the
number
of
referrals
you
receive
increases,
so
does
your
potential
for
increasing
the
percentage
of
your
business
generated
through
referrals.
9.
Make
initial
contact
with
prospects
and
sources.
Rather
than
just
giving
you
the
telephone
number
and
address
of
an
important
prospect,
a
network
member
can
phone
or
meet
the
prospect
first
and
tell
him
about
you.
When
you
make
contact
with
the
prospect,
he
will
be
expecting
to
hear
from
you
and
will
know
something
about
you.
10.
Introduce
you
to
prospects.
Your
source
can
help
you
build
new
relationships
faster
by
introducing
you
in
person.
She
can
provide
you
with
key
information
about
the
prospect.
She
can
also
tell
the
prospect
a
few
things
about
you,
your
business,
how
the
two
of
you
met,
some
of
the
things
you
and
the
prospect
have
in
common,
and
the
value
of
your
products
and
services.
11.
Arrange
a
meeting
on
your
behalf.
When
one
of
your
sources
tells
you
about
a
person
you
should
meet,
someone
you
consider
a
key
contact,
she
can
help
you
immensely
by
coordinating
a
meeting.
Ideally,
she
will
not
only
call
the
contact
and
set
a
specific
date,
time
and
location
for
the
meeting,
but
she
will
also
attend
the
meeting
with
you.
12.
Follow
up
with
referrals
they
have
given
you.
Your
sources
can
contact
prospects
they
referred
to
you
to
see
how
things
went
after
your
first
meeting,
answer
their
questions
or
concerns,
and
reassure
them
that
you
can
be
trusted.
They
can
also
give
you
valuable
feedback
about
yourself
and
your
products
or
service,
information
that
you
might
not
have
been
able
to
get
on
your
own.
13.
Publish
information
for
you.
Network
members
may
be
able
to
get
information
about
you
and
your
business
printed
in
publications
they
subscribe
to
and
in
which
they
have
some
input
or
influence.
For
example,
a
source
who
belongs
to
an
association
that
publishes
a
newsletter
might
help
you
get
an
article
published
or
persuade
the
editor
to
run
a
story
about
you.
14.
Serve
as a
sponsor.
Some
of
your
sources
may
be
willing
to
fund
or
sponsor
a
program
or
event
you
are
hosting.
They
might
let
you
use
a
meeting
room,
lend
you
equipment,
authorize
you
to
use
their
organization's
name,
or
donate
money
or
other
resources.
15.
Sell
your
products
and
services.
Of
all
the
kinds
of
support
that
a
source
can
offer,
the
one
that
has
the
greatest
immediate
impact
on
your
bottom
line
is
selling
your
product
or
service
for
you.
Your
network
member
could
persuade
a
prospect
to
write
a
check
for
your
product,
then
have
you
mail
or
deliver
the
product
to
your
new
customer.
If
you
do
so
swiftly
and
cordially,
you
may
gain
a
new
lifelong
customer.
Suppose
a
customer
you
know
well
tells
you
a
friend
of
his
wants
to
buy
your
product.
How
should
you
respond?
By
telling
him
to
have
his
friend
contact
you?
By
asking
for
information
about
the
friend?
The
correct
answer
is
neither.
While
your
interest
is
still
hot,
let
your
friend,
the
customer,
take
your
product
and
sell
it
to
his
friend,
the
prospect
(if
he
plans
to
see
his
friend
in
the
near
future,
of
course).
Editor's
note:
This
article
is
excerpted
from
Business
by
Referral.
Ivan
Misner
is
Entrepreneur.com's
"Networking"
columnist
and
the
founder
and
CEO
of
BNI,
the
world's
largest
referral
organization
with
thousands
of
chapters
in
dozens
of
countries
around
the
world.
Ivan's
also
a
New
York
Times
bestselling
author--his
latest
book
is
Masters
of
Success:
Proven
Techniques
for
Achieving
Success
in
Business
and
Life.