Adam Harris on networking, referrals and the “Check-In Strategy” – MAF199

My guest this week is speaker and author, Adam Harris.

We chat about networking and referral techniques and how he came up with the “Check-in Journal”, which helps companies with goal setting and accountability.

Welcome to episode 199 of the Marketing and Finance Podcast.

What you’ll hear about in this episode

  • Adam’s unusual presenting style
  • What Adam has learned about networking
  • Why you need to be clear on your target market
  • How to approach people without appearing salesy
  • The inspiration for Adam’s book
  • Why businesses need to set clear goals

Who is Adam Harris?

Adam started off working as Sainsbury’s at 16, qualifying as a butcher and baker.

Ready for a change after a couple of years, he attended university before setting up an IT recycling company, then other IT business. 10 years ago, following the merger of another IT company he owned, he found himself at a loose end. He asked trusted friends what he was good at, and they said he excelled at making introductions and asking great questions.

Today, he helps senior staff make connections to leverage better opportunities. He’s a coach for CEOs and MDs, supporting them to become better leaders by giving them the right tools to get the most out of their teams.

Summary of our chat

When Adam speaks on stage he responds to the energy in the room, making his presentations an exploratory process. He challenges the audience and encourages them to think differently. He gets them to participate by asking them to work in groups or play games.

Adam developed his skill at making connections at networking events into a framework for individuals to get themselves in front of the right people. He says regular networking with like minded people does work, so long as the group you’re in includes members of your target market.

To get clear on your ideal customer, look at your current client base. Work out where they’ve come from and who are the top 20% who make up the bulk of your business. Take time to understand them, and use that information to ask for referrals and grow your company.

To approach people the right way, Adam says you should think about the methodology you use. If you’d be annoyed by the style of approach, don’t do it. You should be focused and narrow your target. Be specific when you ask someone to make an introduction.

Adam noticed that people agree action points during meetings which they rarely follow up on. He found a personal development journal, but realising there wasn’t a business equivalent, was inspired to create one. His “Check-in Strategy Journal” can be used in companies to support goal-setting, developing focus and being accountable.

Adam says that businesses often set goals they think they should have, rather than what they want. Goals can and should be reviewed and changed. It’s also important to balance the ambitions of employees and the organisation to benefit both and encourage growth

One Thing Adam Would Like Listeners to Take Away

In Nando’s restaurants, there is a wooden cockerel on the table. After the food has been served, the staff come back to check if everything is ok. If it is, they take the rooster away, and if it isn’t, they deal with the issue.

Adam implemented a similar system in his IT business, where they followed up with customers twice. This allowed customers to raise any problems and have them resolved. We don’t like to complain in the UK, but giving customers the opportunity to get their feelings off their chest is a great touchpoint to have in place.

A Marketing Campaign or Product Which Grabbed Attention

Adam offers advice to people who aren’t happy with their situation: If something isn’t working, speak, understand, challenge, get the support and find a way of doing something for yourself.

He often sees people who are stuck in a fear cycle. Our bodies and minds will often take the path of least resistance, but if you want to do something different and be challenged, you have to get out of your comfort zone. Sometimes people can do this themselves, but often they can’t, and need support to bring about change.

A marketing campaign that grabbed Adam’s attention

In Nando’s restaurants, there is a wooden cockerel on the table. After the food has been served, the staff come back to check if everything is ok. If it is, they take the rooster away, and if it isn’t, they deal with the issue.

Adam implemented a similar system in his IT business, where they followed up with customers twice. This allowed customers to raise any problems and have them resolved. We don’t like to complain in the UK, but giving customers the opportunity to get their feelings off their chest is a great touchpoint to have in place.

Recommended Business Book

Adam recommends Radical Candor by Kim Scott, which talks about the ability to be open, honest, vulnerable and challenging to the people in your life. If you’re holding back, you’re not doing yourself or them justice. It’s appropriate for using in your work and personal life, as she gives advice on how to be challenging without being aggressive, to help you improve relationships and deal with problems.

And this is the Check-in Strategy Journal – Adam’s book.

Links

If you enjoyed – Adam Harris on networking, referrals and the “Check-In Strategy” – please leave a comment or a review on iTunes.

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Jason Hulott on referrals for financial professionals – MAF137

My guest this week is Jason Hulott.

We talk about referrals for financial professionals and where this fits in a wider marketing plan.

Welcome to episode 137 of the Marketing and Finance Podcast.

Jason Hulott on referrals for financial professionals - MAF137

What you’ll hear about in this episode

  • The truth about financial services social media and compliance
  • Why, even if you decide not to use social media to engage with clients, you should still use it to listen
  • Whether referrals are as important as they used to be now we have social media and digital channels
  • How to avoid “shiny new toy” syndrome and focus on where your clients are
  • Creating content your referral network can use

Who Jason Hulott?

Jason is co-founder and Business Development Manager at Speedie Consultants Limited. They started in 2003 and are a full service internet marketing agency mainly helping those in the personal finance and insurance niche.

His area of specialism within the business is traffic generation; lead generation; and income generation via many activities including: social media marketing, link building, affiliate marketing, lead generation and business consultancy.

Links

If you enjoyed – Jason Hulott on referrals for financial professionals – please leave a comment or a review on iTunes.

And if you know anyone who would enjoy the show – please share it with them. You can use the buttons below to share on social media.

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Ken Course on why business development revolves around answering customer questions – MAF130

In this episode, my guest is Ken Course.

He specialises in helping businesses find their next customers. We talk about why  business development revolves around answering customer questions.

Welcome to episode 130 of the Marketing and Finance Podcast.

Ken Course on why business development revolves around answering customer questions - MAF130

What you’ll hear about in this episode

  • How to focus on your highest and best skills and outsource the rest
  • Systemising the most common questions you get asked to free you up to find more clients
  • Reducing your reliance on referrals by tapping into technology
  • Why the world now revolves around answering questions
  • How were all teachers and why we need to stand out

Who is Ken Course?

US-based Ken is the founder of Explore Momentum and leads a community called “Your Momentum Now,” which is completely built around helping you create results. He’ll help you find your next customer, fill your next event, grow your database, put systems in place, and make more sales.

Ken knows all about: Marketing automation, speaking and training, developing and launching information products, coaching and speaking very loudly

Ken’s Links:

If you enjoyed – Ken Course on why business development revolves around answering customer questions – please leave a comment or a review on iTunes.

And if you know anyone who would enjoy the show – please share it with them. You can use the buttons below to share on social media.

Don’t miss an episode of the MAF Podcast – subscribe now.

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