As business owners, we understand the importance of a good network. We must be constantly vigilant for new opportunities to grow our business. Whether we are in the office, at the ball game, at the school picnic, or on the golf course, we need to keep our ears opened. We also know that business relationships are developed over time. Business deals are finalized only after we have developed a level of trust with a potential client. People like to work with someone they know, like, and trust.
I have learned it is important to keep my eyes opened not only for my own opportunities, but for my network as well. If I hear a client lamenting that they need to find insurance, I tell them "I know a guy". If I'm talking to someone at a breakfast meeting who's asking me for website help, I tell them "I know a guy". If my neighbor tells me they are looking to refinance their house, I tell them, say it with me now... "I know a guy".
When I refer my clients, friends and colleagues, it's mutually beneficial. They get a new opportunity and a jump start on the "know, like, trust" department because of my recommendation. I get a greater sense of trust with my client. I get a client who understands that I really mean it when I tell them I care about helping them growing their business as well as mine. I take one step closer to the coveted role of "trusted advisor" for their business.
We thrive on word of mouth to grow our business. We need to keep a third ear open for opportunities for ourselves and each other. The old saying of "to get referrals, you need to give referrals" has never been more true. So the next time you hear someone complaining about how their IT guy never shows up on time, or never explains to them what is going on, please tell them "I know a guy". I'm telling someone else about you.
"There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else." - Sam Walton, Founder of Wal-Mart