Thomas Coles

I would say if you're on stage, people are probably listening to you unless you've been really tedious up to that point in the speech. Therefore, you probably need to use humour in order to just use humour to sort of defend yourself.

I would say if you're on stage, people are probably listening to you unless you've been really tedious up to that point in the speech. Therefore, you probably need to use humour in order to just use humour to sort of defend yourself.

Rather than saying, I run my business on referrals when you're on stage, more likely make a joke of the fact, I thought I'd take the opportunity whilst you're all listening to me. Do it as simple as that. Tone of voice, bit of humour, then go in with a question. I would like to be introduced to anyone you know who does this.

Rather than saying, I run my business on referrals when you're on stage, more likely make a joke of the fact, I thought I'd take the opportunity whilst you're all listening to me. Do it as simple as that. Tone of voice, bit of humour, then go in with a question. I would like to be introduced to anyone you know who does this.

I'm going to be slightly facetious, I suspect, in replying to that question, Matt. Every conversation you have is a potential opportunity to ask for a referral.

I'm going to be slightly facetious, I suspect, in replying to that question, Matt. Every conversation you have is a potential opportunity to ask for a referral.

let me give you another example where people might feel uncomfortable when you're at a conference or event there are loads of people at that event who you've never met before therefore by definition you do not have that trusting respectful relationship with you don't have any credibility but even in those circumstances you can ask strangers for a referral and you will get a remarkably high hit rate just in the sense of receiving the right names the right sorts of names from those strangers

let me give you another example where people might feel uncomfortable when you're at a conference or event there are loads of people at that event who you've never met before therefore by definition you do not have that trusting respectful relationship with you don't have any credibility but even in those circumstances you can ask strangers for a referral and you will get a remarkably high hit rate just in the sense of receiving the right names the right sorts of names from those strangers

Because, in many cases, those people who you've never met before are just grateful for having a conversation with you. They're in a room full of strangers too, and therefore human nature is that they will be grateful to you for initiating a conversation, and therefore they'll try to help you.

Because, in many cases, those people who you've never met before are just grateful for having a conversation with you. They're in a room full of strangers too, and therefore human nature is that they will be grateful to you for initiating a conversation, and therefore they'll try to help you.

I would say you have to go to those sorts of networking events and seek out the people who are feeling nervous and maybe not manage to enter into conversations. Then actively approach them. The technique that you need is to find out about them first. We in SBR talk about being interested as opposed to interesting. So find out what they are there for first.

I would say you have to go to those sorts of networking events and seek out the people who are feeling nervous and maybe not manage to enter into conversations. Then actively approach them. The technique that you need is to find out about them first. We in SBR talk about being interested as opposed to interesting. So find out what they are there for first.

Find out about their business, their background first. which gives you the opportunity to show interest in them, which is a good thing anyway, before you ask for a referral. But it also gives you the opportunity to customise the question you ask when you seek a referral to the sort of network that they're going to have, having listened to who they are.

Find out about their business, their background first. which gives you the opportunity to show interest in them, which is a good thing anyway, before you ask for a referral. But it also gives you the opportunity to customise the question you ask when you seek a referral to the sort of network that they're going to have, having listened to who they are.

So I actually don't use the word advice just because in English grammar it's slightly awkward. I talk about guidance. But you can absolutely tackle the same point you're making, Johnny. It's simply about the semantics. So I would go through giving the person who I'm talking to, whether I know them or not, a bit of a pat on the back.

So I actually don't use the word advice just because in English grammar it's slightly awkward. I talk about guidance. But you can absolutely tackle the same point you're making, Johnny. It's simply about the semantics. So I would go through giving the person who I'm talking to, whether I know them or not, a bit of a pat on the back.

There are some organizations talking about giving them a stroke, an ego boost. In other words, I'd really appreciate your guidance on who you think I should be working with next. And then you can go into asking for the referral. I think the word guidance works better than advice in that particular context.

There are some organizations talking about giving them a stroke, an ego boost. In other words, I'd really appreciate your guidance on who you think I should be working with next. And then you can go into asking for the referral. I think the word guidance works better than advice in that particular context.

Very simple to answer that question. The three things are, firstly, you have to be in the habit. So create an accountability mechanism for yourself to exhibit those behaviors and get you into the habit of asking for a referral at every opportunity. How to get into a habit varies for each individual, but make sure you get into the habit.

Very simple to answer that question. The three things are, firstly, you have to be in the habit. So create an accountability mechanism for yourself to exhibit those behaviors and get you into the habit of asking for a referral at every opportunity. How to get into a habit varies for each individual, but make sure you get into the habit.