Networking 101 - The Value Add of Referrals

 Networking 101 - The Value Add of Referrals

By Nikki Viljoen of Viljoen Consulting (Pty) Ltd

At some point, you are going to need the contacts that you have met whilst networking.

Today is only Wednesday and I have already referred about 15 people this week, out of my database – all of whom I have met whilst networking.  

You see in some instances, many of my colleagues ask me to refer people because, well firstly, they know that I have met with and chatted, on a one on one, type basis, with every single person in my database. Secondly, I have listened to what it is that they do and asked questions about their businesses.

Can I guarantee their work or their commitment – no of course I can’t, but it is certainly a lot more trustworthy than picking someone out of the yellow pages!

So what does that mean for me – well firstly the person who has asked me for assistance, now on a subconscious level feels that they  “owe me”.  What this means is that the next time they hear of someone in need of the type of work that I do, they will be very quick to refer me because that will then even the score.  That means that work will be coming in.

Secondly, the person who has been referred – knows that I have referred them and now on a sub-conscious level they also “owe me”.  What this means is that the next time they hear of someone in need of the type of work that I do, they will be very quick to refer me because that will then even the score.  That means that work will be coming in.

There are some instances where people, who I refer, simply feel that they are not in a position to refer me to anyone – now here comes the fun part.  I have worked out a deal with these service providers – I get their time for free!  So now I have my own contractual attorney – I never sign anything without her having a look at it (for free).  I have my own Labour Attorney – I can give advice to clients and check my facts before I give the advice (for free).  I have my own Accountant, who does my books and looks after my tax issues (for free), and so on.

In fact, I am far better off than any Corporate Company – because I have specialists who are passionate about what they do and are committed to giving good service and value for money – where have you ever found a Corporate Company that can make that statement, with conviction and honesty?

The bottom line is that I have built a “Virtual Company” out of my networking.  I have opened myself up to recognize the potential value, to my business, of every single person that I have met.  I did that by meeting one person at a time, engaging in a conversation with that person, understanding what it is that they do and by listening to what people want.

How strong is your “Virtual Company” – and do you actually have one?

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or www.viljoenconsulting.co.za