All About Referral Selling

General Inquisix

What is your business?

We, at Kurlan & Associates, are sales development experts. We evaluate salespeople, management, systems, policies and procedures to determine WHY sales aren’t what they should be. Once we determine the WHY, we can train or coach salespeople or managers, develop a more effective sales process, recruit stronger people or a dozen other solutions with laser focus and a predictable ROI.

Why do you network?

The average person doesn’t take calls from strangers. I’ve found that a minute or two, face to face conversation that’s all about them will increase the odds that they’ll take my call and be open to having a more substantive conversation at that time. Problem is, face to face networking can be time consuming.

What types of networking were you doing previously?

Face to face at Chamber of Commerce mixers, Business expos and home shows. Visiting BNI and other networking groups. Inviting my clients to private (my client only) business card swaps. Volunteer groups. Service organizations. Weddings, funerals, graduation parties. If I’m with people, I’m ON!

What was missing from your previous networking endeavor(s)?

Face to face networking can be time consuming and you have to get dressed.

What made you join Inquisix?  

I liked the idea. Like-minded, centers-of-influence, trusted advisor-types that can ask each other for introductions with the expectation that they’re talking to a similar type professional.

What do you like best about Inquisix?

In my opinion, LinkedIn has been ruined by the “LION” attitude (note: LION refers to LinkedIn Open Networker, which means you’ll accept an invite from anyone in LinkedIn.) I know every connection well enough to know whether I should introduce and how to introduce and give the person that I’m introducing a clue as to how to tailor their approach. I’ve refused many LinkedIn invitations from chance encounters if we haven’t interacted enough (or we’ve interacted enough to know that I shouldn’t). I also like the fact that I can say, “Yes” or “No”. I’ll usually have a conversation with the member asking for the introduction to determine fit.

Promise fulfilled? Have you received a referral introduction? Was it successful?

Yes! Success is defined as, “The person took my call and appreciated the fact that their friend introduced us.” It does not mean that I sold anything because I may not think it’s a fit.

Do you give referrals? Why?  

Yes. Lots. But not every time I’m asked. However, I sometimes give them without being asked.

What are the misconceptions about online networking? How does Inquisix address these or do them differently?

Quantity doesn’t matter. Quality matters. Inquisix insures quality by introducing the concept of “Reputation Points.” If you don’t or can’t make a strong introduction, everyone will know. So, it’s important to upload the people that trust you most and will follow your lead.

How do you see the future of networking?

I see networking as being the future. There’s a lot of buzz about in-bound marketing and lead generation, but NOTHING (unless you’re ‘click to buy’) happens until you have a conversation with a prospect who’s listening and open to your thoughts.

If you could get across one thing about Inquisix to a perspective member what would it be?

I’d rather have you upload 10 people that smile and feel good when I mention your name than 1000 people that will ask, “Who?” when I mention your name.

Thanks for speaking with us Rick.