I was invited to a local business networking party. It’s only for “…young business professionals…” so I’m not sure I qualify anymore! The events are hosted by NetParty and they promise (and I quote):

• The first two hours of our events are like an extended “cocktail hour” with passed hors d’oeuvres at many events, drink specials, and low music conducive to business networking and making new connections.
• Later, our events take on a more social atmosphere, with great music, dancing and conversation.
• Our events are held at the hippest and most interesting venues. However, the music is never so loud that you cannot talk and our crowd is generally comprised entirely of young professionals.
• We do request “business” or “business casual” dress for our events. With that and a fun spirit, you’re good to go

Well, I wonder how much networking will be business and how much will be social. Guess I’ll have to go! If you’re interested in the Boston Event, it’s next Tue August 26th at The Estate in Boston.

Here’s a free invitation. They also hold networking events across the United States so check out the location near you. If you’re coming to the Boston event, come say, “Hi!” But find me early, I’m not much of a dancer!

With 15+ years of sales experience, often working for small companies with no brand recognition or large marketing budgets, I’ve learned that a repeatable process for selling is a must. At the beginning of the sales cycle, giving and getting referrals is key to my business. Cold calling is a necessary evil in sales but it’s less and less effective every day with caller-id and spam filters.

Many sales reps want to GET referrals or will only GIVE a referral if they get one in return. But the most successful referral-based sales reps, business owners and rainmakers know that giving referrals without expectation of one in return is the best course of action in the long term.

My Karma Keys to a Referral-based Business are -

* It’s better to give then receive

Yes, this seems counterintuitive for a sales person but try to give referrals without the expectation you’ll get one in return. That doesn’t preclude you from remembering who behaves the same way you do and networking with them more than others.

* Give referrals to enhance your reputation

Don’t give referrals just as a favor to the person asking for one. Instead, give a referral to enhance your reputation and trust with your colleague that you are making the referral TO. (Often known as the Giver’s Gain theory)

* Get referrals from Customers, Vendors & Sales Colleagues

Don’t limit asking for referrals from customers as your vendors and sales colleagues often have great connections they’d be happy to introduce you to.

* Reputation Matters

No surprise but the better your reputation, the more likely you are to get referrals and be asked for referrals. If you say you can give a referral, make sure that you follow through with that warm introduction. If you get a referral, treat your colleague’s contact with the utmost respect.

How long do companies survive when they are difficult to do business with? Even worse, how long will they survive when they were innovative and easy to do business with and then decide to be difficult?

VS

My favorite airline is American Airlines. My dad flew for them for almost 25 years so I naturally prefer to fly them. They have decent airfares and they’ve been first with some big marketing programs, like frequent flyers. They even developed the 800lb gorilla of ticketing software, SABRE. Their website is pretty decent to pick flights from, especially if you’re trying to use those frequent flyer miles. I have over 1M miles on American and no more than 50K on any other airline.

So then why the decision to make it difficult for Kayak customers to purchase AA tickets? They sent me the email yesterday telling me that they’re ending their association with Kayak. But they don’t tell me why it’s good news for ME. Just some marketing blather as they try to spin this as good for me. Ridiculous. Especially when Kayak shows the AA and Orbitz fares side by side and the Orbitz fares are the more expenive one.

So, Kayak makes it really easy for me to find the flights I want and then shows me that the AA flights I want are cheaper on AA then elsewhere. But AA is concerned that I might choose Orbitz and a more expensive ticket for the same flight? So not only are they difficult to do business with but they think I’m stupid. Thanks for the memories, AA.