#162 - Workshops That Create Clients • Sue Clement

Well, I was excited about the conversation.

Now I'm, like, uber excited, 'cause I geek out on this stuff, you know.

It, it's so funny that, you know, I, I named my book and the podcast Referrals Done Right.

What you just talked about was referrals done wrong, right? Which is why the, everyone hates, not everyone, but a lot of people hate networking events because of that ick factor where e- everyone's just trying to pitch you something, and it's forced and it's awkward, and it just, it's gross, right? And so the, the done right part is we don't ask for anything.

Uh-

Mm-hmm

... everything is servant heart.

Everything is, you know, who is Sue? How can I help Sue? Who do I know that maybe I can connect to Sue? Um, we, we don't ask for anything.

We pour value into people, and eventually, over time, 'cause that's how relationships work, it takes time, uh, you have to earn it, right, the law of reciprocity will kick in, and Sue's like, "Hey, I need you to meet," or, "I wanna introduce you to," right, "this, this guy I know." So I love it, I love it, I love it.

it.Yeah, it, it really does work.

It isn't as fast as what people want, though.

Yeah.

And you made a great point.

Y- give first.

That was one of my tips, is when you find someone that you could partner with, don't wait for them to send a referral to you.

You go find a referral for them.

Like, go actively look for them.

Yeah.

A- and the other thing I used to always tell people is I used to, you know, carry a light bulb around with me when I did my speak- my speaking.

Uh, you know, the networking light bulb.

What do people need to see or hear that makes them think of you?

Mm-hmm.

You need to teach your referral partners how to find opportunities, because anyone will refer you.

If someone taps me on the shoulder and says, "Hey, do you know, uh, whatever?" I definitely can, but the thing is, your referral partners need to be actively looking for them.

So it's that whole process of building the relationship and actually teaching people how to find referrals for you, how to pass referrals for you, 'cause there's nothing worse...