Scooped by
Barry Deutsch
onto Leveraging LinkedIn for Success June 16, 2013 9:35 PM
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Jeff Haden recently posted an article on the CEO.com blog about getting referrals through networking.
One point he made forced me to jump on my soapbox regarding my biggest complaint and frustration when it comes to obtaining referrals through networking. Here's the comment i posted on the CEO.com blog:
"Jeff - you hit some great points in this article. My favorite was about people who try to take before they give. I treat these folks like blood sucking parasites.
Every book and study I have ever read on effective networking and referrals makes the best practice point that you must first give to gain the trust of your potential referral source. Asking for a referral from them before you've helped them - ideally through a referral - should be considered a show stopper and recognition that you should end the relationship right there - it's not worth putting more time into it.
Pretty basic element of successful networking and referral generation - here's my key question: why do so few people practice this core element of networking and referrals?
I'll go way out on a limb here - although I have found no scientific studies or done actual research into why most folks are ineffective at networking and referral generation - I would hazard a guess that less than 5% of all service providers selling services to CEOs (lawyers, executive recruiters, benefit consultants, and strategic planners to name a few) are great at obtaining referrals to those highly valuable CEOs from fellow consultants.
Any thoughts as to why most consultants/service providers are so bad at this core element of fundamental networking and referrals?"
Are you frustrated that you're not getting more referrals from your network? Perhaps, you should first look to whether you're a giver vs. a taker when seeking to build a relationship through which a personal service provider might give a referral to one of their CEOs.
Barry Deutsch
Social Media Coach to Vistage and TEC Chairs
Are you reading our dedicated Chair blog to learn how to create an abundance of CEO referrals?
I think I am a generous person but I am fed up with people sending me canned linkedin messages. I need to know why people want to connect with me and take the effort to articulate it in a personalized message.
add your insight...