Tag Archives: “Rick Roberge”

By Referral Only – Wed Dec 30 event

8 Dec

If you’d like to learn more about building and strengthening your business 100% thru referrals then I highly recommend you attending this special event from a master networker and early Inquisix member, Rick Roberge.

Rick’s program, “By Referral Only” will be offered on Wednesday December 30th, 2009 from noon to 1:30pm US ET. You have two options of attending  – you can be there in-person in Westboro, MA, USA or participate via webinar.

But act fast, as the first 24 people who register for each event using “RR1230” as the discount code will receive a $50 discount when they register.

Pick your option but don’t do nothing!

Join in-person

Join online

Meet Master Networker Rick Roberge, Inquisix Member

10 Jun


This is the second in our series of meeting our Inquisix community members.  Thank you to Rick Roberge, master networker and sales coach with David Kurlan & Associates — and an Inquisix member since December 2007. Rick spent some time to answer a few of our questions about trends in business and networking and we’re much obliged.

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.

3 Networking Must-Do's

16 Jan

I was in Westboro, MA earlier this week attending the Corridor Nine Chamber of Commerce‘s networking night.  The event was very well attended by local businesses with over 350 attendees mingling amongst the food, drinks and violin trio.  Very nice, very professional.  Best of all, I caught up with 2 Inquisix members, Rick and Brigitte.  Both knew the Inquisix story and articulated our benefits to other Chamber members.  Thanks!

Now that it’s been a few days since the event, I’m reminded again that many people attend these networking events without a plan.  Do they just show up for the free hors d’oeuvres and open bar?

Three (and only three) MUST-do’s at networking events:

  • Show Up – A surprising number of people attend these events and aren’t prepared.  Showing up means more than arriving.  Did you bring enough business cards to hand out?  Did you bring a pen to jot notes on the back of the cards you receive?  Can you articulate your message in 5 seconds?  There’s too much noise to get a 30 second elevator pitch across so get your message down to 5 seconds.  But the ones who had their 5 second pitch down?  Those people I remember!
  • Follow-up – Even more surprising is the number of people who exchanged cards and never follow up.  Again, why bother showing up?  Why not a simple email, “I enjoyed meeting you at the Chamber event last night and hearing what you do.  I had a chance to look at your website this morning.  Look forward to connecting to you at a future event.  All the best.”  That message is appropriate even if you don’t think the other person can help you.  Because you just never know when someone you’ve met will reach out to you.  Again, the people with the best 5 seconds all reached out to me later this week.
  • Give to Get – Still a shame with all the networking tips freely available on the web that people forget that giving begets getting.  The most active man in the room was Rick.  He spent his time introducing people in the room to each other.  If they had trouble articulating their message, he helped them.  If they forgot the first step in following up (collecting business cards), he gently offered his as a reminder.  Did Rick spend any time telling people what he did?  No, he led by example.

3 simple to-do’s.  No, 3 simple must-do’s.

Reputation Matters

13 Jun

I have over 1,500 names of business contacts in my Outlook folder. But there’s only about 100 business people that I know well enough to accept a referral from me. I have earned the right to make referrals to these busy people because of my prior interactions with them. So when I make a referral to them for you, it’s because I value my relationship with them and not necessarily because I’m doing you a favor. And I expect you to treat that referral like gold because how you handle the referral is a reflection on me.

Rick Roberge hammered this very issue home in his recent blog posting, “Why am I calling?” A guy could have received a great referral from Rick to one of Rick’s trusted contacts but that guy’s reputation with Rick earned him a “No”. A well-deserved “No” in my opinion. And I just loved Rick’s description of this guy in the second to last paragraph! A great lesson and one that made me laugh.

Lunch with Sales Coach Dave Kurlan on Wed June 18th

7 May

Inquisix members in New England have been graciously extended an invitation to attend a free lunch and sales seminar hosted by Dave Kurlan. Rick Roberge, who was the Inquisix Networking Night guest speaker, is a member of Dave’s Sales Consulting business and invited me to attend the last presentation. Dave is a best-selling author, sales consultant and great business speaker.

Dave’s talk will focus on three topics near and dear to all sales management

* eliminate sales hiring mistakes

* accurately predict future sales revenue

* have all your reps overachieve quota

The event is being held at the White Cliffs Estate in Northborough, MA from 11am to 2pm. If you’d like attend, please register HERE.

Thanks for the invite, Rick!

Please…something new

22 Mar

Enough already

An insides sales expert who I’ve known for almost 10 years and started blogging around the same time as me called me up recently. She said, “Don’t be offended by this but your blog is getting boring.”

I’m thinking, “Boring?!? It may not be as funny as Ken Sasser over at The Sales Wars but boring?” Alright, wait a second, let me give her a chance to explain what she means. So instead of saying what I was first thinking, I asked her why.

“Your blog is always about referrals. I get it, referrals are important. But does it always have to be about referrals? I know you have more things to say that readers will find interesting. How about writing something new?”

So I did a quick mental review of the blog and realized, “Hey, she’s right!” I’ve been so focused in building Inquisix and explaining how referrals from fellow salespeople are just as important as customer referrals that I got caught in a loop. Time to get out of that! So I’m working on some new posts that will discuss my thoughts on other parts of the sales cycle. And maybe Trish will start reading my blog again instead of just skimming titles!

As a closing, let me point you to one my favorite posts from Rick Roberge about not getting emotionally involved. I think I passed that test!

Inquisix Networking Night – Boston – Jan 29 2008

18 Jan

Join Inquisix and fellow beta members for a night of networking!

Tuesday, January 29, 2008 starting at 6pm

Our guest speaker is Rick Roberge, the great sales coach and mentor from Dave Kurlan and Associates, who will speak from experience on why giving referrals is so beneficial to his business….and yours.

This is an invitation-only event with limited space so please email me early for an invitation.

Papa Razzi
2 Wall Street, Burlington, MA

6-6.30pm – Registration & Networking
6.30-7.30pm – Rick Roberge, Sales Coach
7.30pm-? – Networking, Inquisix Q&A

Appetizers & cash bar will be provided.

This is a great opportunity to meet fellow Inquisix members, learn about giving & getting referrals from a sales master and learn how to use Inquisix to its full advantage.

RSVP now – space is limited – email me for an invitation.