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Endless Refferals
Selling and Sex PDF Print E-mail
Blog - Endless Refferals
Written by Karl Smith   
Friday, 11 January 2013 13:20


Selling and Sex (Not The Happy Endings That You Think)

During a workshop on how to increase clients through networking and referrals, I was asked by a delegate why I don’t do marriage counselling. We have just explored the elements of building trust and credibility and I was lost with words for a few moments.

I quickly responded that I am not qualified to do so.  His remark reminded me of a movie from a few years back titled “He’s Just Not That Into You” and I began to see the parallels between dating and selling.

8 Great Word of Mouth Marketing Tips! PDF Print E-mail
Blog - Endless Refferals
Written by Karl Smith   
Saturday, 06 October 2012 08:22

wordofmouthWord of mouth is the lifeblood for almost all businesses.

Networkers crave it. Marketers strive for it. Personal brands try to create it. Sleazy sales people flood networking events to hand out business cards faster than a horse can run.

Companies big and small know that derive sales and profit from it. So how do you create a buzz, a conversation, a mouth to mouth campaign with you at the heart of it? Tap into the following eight tips offered by some of the world’s top networkers, business people and experts.

6 Steps To Ask for Referrals PDF Print E-mail
Blog - Endless Refferals
Written by Karl Smith   
Saturday, 06 October 2012 00:00

We all had grandiose visions of opening our business, kicking our feet up on the desk, and answering incoming calls and demands for offerings.

Unfortunately, that’s not how it happens, says Karl Smith, founder of Business Networking South Africa in Cape Town. Referrals – otherwise known as getting someone to give you warm leads to new prospects – are valuable for independent professionals, entrepreneurs, salespeople and advisors in all industries.

According to world-renowned sales trainer, Tom Hopkins, in "Sales Prospecting for Dummies" your closing ratio for non-qualified leads is 10 percent versus a 60 percent close ratio with referred leads.

12 Referrals Dos and Don'ts PDF Print E-mail
Blog - Endless Refferals
Written by Karl Smith   
Saturday, 06 October 2012 00:00
ask-for-referrals-tGetting referrals can improve your business and sales.; Knowing what not to do is just as important as knowing what to do. 

Refferal Don'ts

  1. Don’t pressure or force people into giving a referral. It they feel obligated, they will not be as genuine and will not invest anything of themselves. Constantly asking too much for referrals can turn clients away and shut them off from giving any more referrals in the future.
  2. Don’t limit your relationships to transactions. You become referable through the process you deliver to your clients. The more memorable the process, the more word of mouth you will create.
Financial Advisors - How to Start Your Own Referral Leads Group PDF Print E-mail
Blog - Endless Refferals
Written by Administrator   
Friday, 12 August 2011 11:27

Financial Advisors - How to Start Your Own Referral Leads Group!

While I am passionate about networking at meet-and-greet functions and events, it is not the only way to grow your business in terms of return on time investment.  It can be hit or miss depending upon the type of group you attend and you need different networking skills for different networking groups.

There are many types of networking groups. There are Chambers of Commerce, social mixers for business, women only organisations, business groups, social groups, subject matter groups, workshops, seminars, and leads groups. In all these groups, you meet some great contacts and give many business cards. However, research suggests that 93% of business cards will end up in a bin or file within 24 hours after receipt.
New Study: Turning Social Capital into Economic Value - Referral Programmes PDF Print E-mail
Blog - Endless Refferals
Written by Administrator   
Friday, 12 August 2011 11:25

Referral programmes also known as Word-of-Mouth marketing (WOM) have become a popular way to acquire customers.

Yet, there is no evidence that customers acquired through such programs - referred customers for short - are more valuable than other customers. Customer referral programmes are a form of stimulated WOM that provide incentives to existing customers to bring in new customers. Referral programmes have three distinctive characteristics.  

First, they are deliberately initiated, actively managed and continuously controlled by the firm, which is impossible or very difficult with organic WOM activities like spontaneous customer conversations and blogs.  Second, the key idea is to use the social connections of existing customers with non-customers to convert the latter. Third, to make this conversion happen, the firm offers the existing customer a reward for bringing in new customers.  

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