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CONNECTING IS NOT ENOUGH: The Anatomy of a Referral (Part Two)
This article originally appeared in The National Networker Referrals should be the backbone of the development strategy in business, but few ask for referrals with the necessary understanding of what they are asking for, who to ask and how to track results. In Part One I talked about a client whose lack of the knowledge above had a severe impact on their bottom line. We looked at what a referral is, compared to other types of business information such as recommendations. We discussed the impact referrals have on the way you work and the results you get from the activity of your sales team. We now need to move on and investigate where referrals come from, before next month, moving on to how to educate the people who are going to refer you, to make it as easy as possible for them to make the connections you are looking for.
Debunking the Six Degrees of Separation
Do you believe that anyone in the world is only six people removed? Here's why that theory's wrong and what it means for networking.

Other stanley milgram Related Articles

2006 Global Brand Trends letter
A yearly letter Stanley Moss authors discussing last year's topics and looking ahead to critical areas of brand discussion for the coming year.
Throwing the Elephant
Book review -- Zen and the Art of Managing Up -- By Stanley Bing; HarperCollins Publishers, 1350 Avenue of the Americas, New York, New York 10019; February 2002, 160 pp
2007 Global Brand Trends letter
A yearly letter Stanley Moss authors discussing last year's hot topics, and looking ahead to the next year in the brand discipline. This year Stanley looks into nation branding and "Borat", Mediology, Personal Branding, and branded conflicts. A must-read for practitioners and students.
Luxury in 2007
In this short article, Stanley Moss tracks the evolution of luxury brands, and how they relate to current market conditions.
Price Is an Issue Its Not THE Issue
You’ve hired a dedicated sales force. Your company has the best product. Great service is delivered after the sale. So why is your team losing sales to “low price?” Colleen Stanley of SalesLeadership explains four reasons great companies run into this problem.
Enthusiasm - “It’s Showtime!”
“It’s Showtime, and you’re only as good as your last performance.” Stanley Marcus

Demographic Profile of an Average American Millionaire
Bullet points from the book "The Millionaire Next Door" by Thomas J. Stanley.

Psychographic Profile of an Average American Millionaire
Bullett points from the book "The Millionaire Next Door" by Thomas J. Stanley.

The Millionaire Next Door Summary
This is a condensed summary of the book "The Millionaire Next Door" by Stanley and Danko. It is a quick read for those who have forgotten it contents or want an idea of what the book is about.

A case for a business plan - September, 11’s lesson for small and medium business owners
Many of us know the story of Morgan Stanley, the global financial services firm and largest tenant in the World Trade Center, who lost ONLY 6 out of its 2,700 employees on September, 11. But did you ever wonder why? Why only 6 employees (including Morgan Stanley’s head of security)? And what on earth can this story tell us about business plans?
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