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Jacky Sherman

Northampton & Milton Keynes' Referral Marketing Specialist

07970 638857


Networking Skills: Focus On Your Gold Dust

By spending time with the right people ...



Your business time is precious right? So it makes sense to spend your networking time with people who will bring you a return for your investment. The reality is that most of the people in your network are not referring you. I know this because if they were you would be too busy to read this ...

Here's a useful way to work out which people you should be spending time with so you can focus on your gold dust!

Here's a useful way to work out which people you should be spending time with so you can focus on your gold dust!

Many of the people in your network will never refer you even if they know the sorts of people you want to meet. So it makes good business sense to focus your referral marketing time on the people who will refer you.

There are two reasons that influence whether people will refer you.

  • WILL: Do they want to invest their time in you?

  • SKILL: Do they know how to find and give referrals and in particular how to refer you?

If you plot the people you know across those two axis people will fall into one of four boxes. Then you can decide where to put your networking efforts. You can find out by watching their behaviours and asking a few key questions.

Do they have the skill?

  • Skilled referrers give good referrals. Who gets mentioned in the thank you slot at your networking groups? Whose referrals turn into real business opportunities for you or others?

  • Skilled referrers ask you the right questions. Who wants to know about you as a person? Who asks you about your business? Who asks who you want to meet? Who won't accept the "anybody" answer?

  • Skilled referrers give you good information. Who can explain their business to you succinctly? Who can tell you who they want to meet? Who can tell you how to spot an opportunity and how best to introduce them?

  • Skilled referrers spend time getting to know you well. Who initiates one to one meetings? Who invites others to events? Who has proper conversations at networking events rather than just delivering a sales pitch?

Do they have the will?

  • Motivated referrers refer to you. Who refers to you right now? Who asks you questions to find out about you?

  • Motivated referrers help people in other ways. Who is generous with their knowledge? Who introduces people to people?

  • Motivated referrers are present. Who attends meetings and events regularly? Who turns their phone off when talking to you?

  • Motivated referrers deliver what they say they will deliver. Who has a reputation for being reliable? Who follows through on their promises to you?

  • Motivated referrers invest in their own development. Who attends training sessions offered to your networks? Who can tell you about workshops or courses they've been on? Who was on the last training you were on? Who can talk about books, articles or speeches that have influenced them?

On a grid, map out the people in your network who potentially could refer to you. Give them a score 0-10 for both will and for skill, with 10 being the highest. Then you can focus your precious time on your gold dust.

"Assess which box others would put you in right now! The best way to attract gold dust people is to be gold dust yourself."

Would you like some help being gold dust to others? Call me on 07970 638857 or click here to ping over an email because spending time with the right people is going to pay massive dividends for your business and I can give you the tools you need to do just that!

Until next time ...



If you're interested in learning more about referral marketing, why not visit to discover more ways I can help you!

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Précis (15)

More about Jacky Sherman ...

I help people build and maintain productive working relationships both with their work colleagues and with a wider network to win more business. I do this by combining my skills in coaching, mediation and training with my extensive experience in senior management.

What I love most about my work is when my clients get those “aha” moments because I know they have seen for themselves the way that they want to move forwards. Then they will achieve their ambitions.

Helping people who are having challenges with their working relationships gives me enormous pleasure. It was my privilege when working in health care to see how people working together can make the impossible seem easy and accomplish miracles as a result.

So helping people build or restore strong relationship with their colleagues makes even the hardest work easier, alleviates distress for the individual and reduces problems for the whole organisation.

In all this work trust is an essential ingredient to winning business so most of my work comes through referrals. Referrals come through strong business relationships so it was a natural extension for me to work with Ascentiv and train others in how to get consistent and predictable referrals from their network.

What a fantastic way to earn a living!

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