Mastering a 3-Way

No, I'm not talking about eating a 3-way at Skyline Chili, nor am I going to expand on the French term "menaje a trois". I actually wanted to share more about how to artfully schedule a three way lunch if you're trying to make a solid connection.

For instance, if someone you want to meet is giving you the run-around, invite someone you know that they need to know with you to lunch. Call your contact and invite them again. You will build instant rapport and credibility with both parties.

A real life example occurred a few weeks ago when I was able coordinate a three-way lunch with a run-around prospective client. Since I always try to find a way to make people better as a result of connecting with me, I set up the lunch with a well known contact in the prospects industry. Both parties were able to collaborate and share experiences, which made the lunch all the more worthwhile. Plus the run-around prospect now saw me a resource of value.

So the next time you can't hawk down a prospective client, try doing some homework and set up a three-way lunch. After all, your network determines your net worth.

How Do I Get More Referrals?

Every Tuesday morning at 6am I wake up and read Jeffrey Gitomer's "Sales Caffiene" on my Blackberry. Recently I read a post by Gitomer that spoke on getting more referrals and how to take the right approach. And since my close friend (Jason Plunkett) and I have been strategizing on this topic, I wanted to share a few ideas that were highlighted.

1. Most salespeople simply beg for referrals, rather than work for them. That's why they get so few of them. The best way to get referrals is to give them first. The second best way is to earn them.

2. Let the person who referred you make the first contact, and talk about you as a third-party endorsement. Maybe even set up a three-way meeting or a three-way lunch.

3. Once you begin to put "giving" in front of "getting", your referral cup will runneth over.

4. If somebody gives you a referral and tells you to call them, but has not called them, it's nothing more than a lead (and an awkward one at that).