If you want to stop wasting so much time and get better results from your networking, teach timewaster tests.
Referral frustration?
Have you ever suffered from being given referrals to people who, when you followed them up, were a complete waste of time?
It’s quite common, and very often there is a simple solution to it. It’s normally because you haven’t taught your referral partner your timewaster tests.
How do you know?
When you meet people I guess you have a feeling that they are, or are not, “time wasters”. Time wasters are those people who either want your services (but can’t afford them), are not really who you want to work with (but make all the right noises), or people who just can’t make up their mind (and want endless meetings with you)
How do you know if somebody is not the right fit for your business?
What two or three things give you the clue that they are not worth pursuing? What are the questions you ask to discover those things?
If you don’t have an initial 2-3 questions to help you screen people out, it’s worth developing them. Asked early in a sales meeting could easily stop you from spending too much longer in the meeting. These are your timewaster tests.
Teach your timewaster tests
If your networking contacts don’t know your timewaster tests, how can they only give you good referrals? Spend time with your best contacts and teach them what these tests are. If they are simple tests, they can ask for you!
What are your timewaster tests and when will you start teaching them to improve your networking?
