Entry #2: Join a Referral Network

We all tweet and blog; we all have a website, and most of us are involved in all sorts of other online networking.  But that’s not enough when you’re a small business: You still have to network face-to-face.

And joining a referral group is an excellent way to do that and so much more.

Referral Networks are incredible places to meet people who can provide valuable business insights, training, help in developing elevator pitches, and teach you how to introduce yourself to people at events and draw prospects in.

When you join a group, don’t look at the other group members as potential clients, use this approach instead:

  • Educate members about your company
  • Learn about their companies
  • Listen to any criticism and make improvements
  • Pass Leads (this takes time: you have to get to know and trust one another first)
  • Follow Up with them to cement relationships

I keep this mentality with my network because I don’t necessarily want to do business with you—I’d like to do business with your clients.

That sounds mean-spirited, but it follows a certain logic:  If we only go to the network to do business with one another then we have a finite amount of opportunities. But if I educate you about me and you educate me about you, then I can actually provide a good referral for your business.

Here’s an example: Let’s say Dan Gallo calls me for a security consult. I meet Dan and while working on his issue I remember Mr. X who can use Dan’s services. I refer Dan to Mr. X and he gets his problem solved by Dan.  We all win and here’s why:  Dan gets a client, Mr. X gets a problem solved, and I further my position as a trustworthy person.

In many cases business is still done based on who you know, so it stands to reason a good reference is worth more than a Facebook “Like” or another Twitter “Follower”.

Richard A. Satterfield III, President
Rastronics Security Solutions, Inc.
Bradenton, Florida
Office: (941) 348-1212
Mobile: (757) 620-6310


About Dan Gallo

I'm a small business lifer, starting/running businesses since I sold seeds door-to-door as a kid in The Bronx. I've played guitar and enjoyed baseball since I was 5 (born a NY Yankees fan). Just prior to marrying Kim in 1983 I became a Christian. We have two sons; Daniel's a musician & social media expert with a smart, insightful sense of humor, and Adam who recently graduated from Brooklyn College double majoring in Creative Writing/Literature and Anthropology. Adam now works in the non-profit sector. Since 2002 one thing we love to do together is go on service/missions trips to Belize. We've collectively spent 60+ weeks in Belize with this missions organization http://twaw.org. I started my 1st company in January 1985, and been self-employed ever since. I sold my last company, Mentor Communications Group, in '04. After 2 years w/ the acquiring company I started The Allasso Group, LLC doing Small Business Consulting, Fund Raising/Capital Raise-up Campaigns, Sales Strategy, Outsourced Sales Agency work, & Digital Marketing Programs (Social Media, SEM, etc.) since April 2006. Notable projects: Hired as Small Business Advocate and Social Media Director for IBM's "Supplier-Connection" - Feb '11-Dec '13. Hired as COO to help turn-around late stage start-up software company myVRM. Jul12-Dec '13 Hired as CEO of CoupleWise.com, a Digital Health2.0 app, to write business plan, raise seed capital, & completely redesign and relaunch the app. Aug '16 I won a Finalist spot for MassChallenge UK's 2016 fall cohort in London from Sept thru Nov. Started Oct15 - Current. I enjoy helping turn-around struggling small businesses, and launching new business ventures. Feel free to contact me with opportunities.
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