wrs, inc.worthwhilereferralsources.com/netsemselfstudy.doc · web viewwrs, inc. formerly...

WRS, Inc.Formerly Women's Referral Service

Helping your business do more business!

The complimentary$100,000 valued

“Networking In WRS”Orientation & Seminar

Featuring the proven “WRS Method” of networking.

Self-Study Packet

WRS, Inc.13547 Ventura Blvd. #374Sherman Oaks, CA 9l423

WRS, all rights reserved copyright 1994-2006No portion of this manual may be copied or used without written permission from WRS.

Self-Study Instructions

You have elected to self-study instead of attending the complimentary “Networking in WRS” Seminar that is included with your membership.

This mandatory pre-requisite for membership approval was designed to ensure that you maximize your WRS referral opportunities. We assume that you joined WRS to generate as many referrals as possible in the organization. If this is the case, it makes sense that learning how to effectively network with other members for yourself (which also includes understanding how to effectively send other members referrals) would be one of the very first things you would want to learn and master as a new WRS member.

Consider this seminar an opportunity to master the WRS method of networking which will be worth at minimum either $100,000 worth of business to you or an increase in your business of 80-90%…whichever comes first! Providing you learn and master the techniques outlined herein.

The WRS method of networking has a proven long-term track record. Since 1977, it is the primary thing that sets us apart and above any other networking method because it is the one that actually works. How do we know? Our members tell us via the thousands of testimonials letters we have received over the years. Many WRS members get 80-90% of their business through WRS. The WRS networking method will insure your success too, if you learn it and use it as it is designed!

The best way to complete this self study seminar is to first read through the questions that are included in this packet then read through the packet and highlight what you think are the answers to the questions. After you have done that, go back and fill in the answers to the questions. When completed, fax your questionnaire to the WRS Central Office at 818-995-4515.

Once you have completed this self-study seminar you will have satisfied this part of your pre- requisite to be approved for membership. If interested, you will also be eligible to become involved in the WRS leadership program. Because being a WRS Leader increases your visibility, it will expedite the length of time it takes to generate referrals and thus will quantum leap your goal to grow your business.

If you have any questions at any time, feel free to call the WRS Central Office at 818-995-6646.

“Networking in WRS”WRS, all rights reserved copyright 1994-2006

No portion of this manual may be copied or used without written permission from WRS.May 23, 2023

2

Orientation & Seminar

Questionnaire

1. What is the WRS method of networking?

2. What is the very first step of the Networking Process?

3. How many meetings should a WRS member attend?

4. What is the 3rd Party Referral Method?

5. What is the magic question that WRS members ask that substantially increases their business?

6. What is the WRS code of ethics?

7. What does the 3rd Party Networking Method prevent?

8. How many referrals should you recommend to a fellow WRS member in a week?

9. What is the number one thing to avoid while networking at WRS?

10. If another member forgets to ask you what you do while networking, what should you do?

11. What should your goal be to leave with at every WRS meeting?

12. How many members should approach you with interest after delivering a Round Robin?


May 23, 20233

13. To avoid hard selling, what is the “magic” word that will work miracles?

14. What phrase should be included in one’s Round Robin?

15. Why must WRS members be respectful of the “Script” that is read at every meeting?

16. Please print your name here: ______________________________ Date: _____________

Once completed, please fax back to WRS at 818-995-4515.


May 23, 20234

TABLE OF CONTENTS

1. Why this Seminar is Included with your Membership

2. Protocol Defined

3. WRS Philosophy

4. WRS Code of Ethics

5. The WRS Method of Networking

6. Networking Exercise Tips

7. Tele-Networking & Pre-Networking

8. Solicitation Clarification

9. How to Maximize your Membership

10. Networking Techniques that Foster Lucrative Referral Sources

11. Impeccable Customer Service

12. What to Avoid

13. Solicitation Words to Avoid

14. Avoid the Insulting Close

15. The Insultive Guilt Close

16. The Put-Down of Another Member’s Business Close

17. Networking Conversations that Chase Business Away

18. Actions that May Inadvertently Chase Business Away

19. Socially Appropriate and Professionally Acceptable Behaviors

20. Ways to Increase your Visibility and Credibility

21. Use and Refer Often

22. Attend Multiple Meetings

23. Round Robin

24. Corporate Clients

25. Blue Book and WRS Referral Guide


May 23, 20235

26. Conversational Networking Tips

27. Networking Clump Techniques

28. How to Politely End Networking Conversations

29. Mentor Other Members

30. How Networking Fits into your Marketing Plan

31. WRS Check-Up Checklist

32. WRS Networking Meeting Formats


May 23, 20236

1. WHY THIS SEMINAR IS INCLUDED WITH YOUR MEMBERSHIP

The reason this self-study was created and is included with your membership is this:

o WRS wants to make sure that you get the most from your membership and get the most from every hour and every dollar you spend attending their networking events, as well as support you in becoming more comfortable and confident as you network.

o Networking is not a skill with which we are born with; it is a technique that is developed and a skill that needs to be learned. Some techniques and skills will be shared with you that have a proven track record in helping thousands of members over the years to grow their businesses.

o Rather than spending your time and your marketing dollars here at WRS trying to figure out how to get the most business, this self study is going to let you know what to do and what to avoid at the beginning of your membership so you can begin to generate new business as quickly as possible.

o WRS has a different method of networking which may be contrary to how you learned to network and sell your services or product. In fact, the WRS method of networking may be unlike any experience you may have had at other organizations. The good news is that our method has a proven track record because it actually works!

2. WRS PROTOCOL

WRS protocol includes all of the methods, techniques, policies and procedures outlined in your new member packet and in this networking seminar self study packet. Statistics prove that when members understand, practice, respect and honor WRS protocol, their membership works and they are successful at procuring lucrative referral sources here in WRS.

3. WRS PHILOSOPHY

WRS protocol begins with our adopted philosophy: In the words of Zig Ziglar, “You can have everything in life you want, if you help enough people get what they want.”

We adopted this phrase as our philosophy years ago to create an atmosphere of continuous support between our members. We realized very early on that if every member came to WRS to just receive (i.e. simply sell their services and not reciprocate in some


May 23, 20237

way) everyone would be selling and no one would be buying or referring, and no one would get any business at all. Since 1977, this philosophy has proven itself over and over as it still does today.

Statistics prove that when you go out of your way to support other members, they will do the same for you, which results in a significant amount of business being given to you in return.

When first applying this principle, be patient. It takes time for new members to begin reaping the maximum amount of referrals because they have not yet had the opportunity to let members know what they do, what kind of referrals they are seeking, or time to build relationships with other members.

4. CODE OF ETHICS

The next part of our protocol can be found within our code of ethics. Our code of ethics states that members are expected to do business, ethically, honorably, honestly, and with integrity.

Outlined below you will find just how the code of ethics relates to WRS protocol, so you are aware of what members expect of each other.

Ethically...Webster says: “Is conforming to accepted professional standards of conduct.”

In WRS this means that you practice the conduct of your specific profession or business, honoring the confidentiality of your customers; not attempting to perform transactions beyond your expertise or license. It also means that you make sure you minimize any contractual misunderstandings from the onset and that you correct any misunderstandings with members and their referrals.

In your new member packet you will find guidelines with regard to contracting with members.

WRS Ethics Committee

WRS takes the ethical conduct of members very seriously. Any concerns about another member should be directed to the WRS Central office. There is a procedure for handling member complaints as well as an Ethics Committee that monitors and handles such matters. When you call, ask Central to fax you information about how to register a complaint against another member.

Honorably...Webster says it means: “Consistent with an untarnished reputation.”

In WRS this includes: All your actions in business should be conducted in such a manner as to always protect your reputation. Your reputation is your most valuable


May 23, 20238

business asset, especially in a networking situation where members have ample opportunity to talk to each other. You want to be sure what members say about you is above reproach.

It also includes simple things like returning phone calls in a timely manner, both with members and their referrals. If you ignore the phone call of another member and their referrals, it says volumes about your level of business standards.

Honesty...Webster defines this as: “Fairness and straightforwardness of conduct - adhering to the facts.”

Be sure to contract with members and their referrals for a fair price in a clear and written format and pay for services rendered as agreed.

This includes honoring your price quoted, unless you find the need to re-negotiate prior to beginning the work, which gives the customer the option of then changing their mind. For example, if you find either during or after you have completed the job, that you have underbid it, you still need to honor the price first quoted.

Keep in mind that it is not necessary that you give members a discount for your services, unless you want to for some reason.

Integrity...Webster says it means: “A firm adherence to a code of moral values.”

In WRS this includes: That you honor and keep all your agreements with members and their referrals, including agreed upon deadlines.

That you keep your word by doing what you say you are going to do at all times or re-negotiate. Including, always keeping your appointments and beginning on time for your appointments.

That you never, under any circumstances, allow a check written to a WRS member to come back from the bank NSF and you pay your bill according to the agreed terms of payment.

5. THE WRS METHOD OF NETWORKING

Building Business Relationships

Networking here in WRS includes building business relationships with members who will then want to do business with you and support you further by referring you more

business. Every member you meet has that ability to send you at least 10 referrals. You will hear many times at the WRS meetings, that “building business relationships” is the key to developing and expanding your referral sources. The more members with whom


May 23, 20239

you build a relationship, the more members will refer business to you. Members want to do business with and refer business to other members that they know and trust.

Simply passing out your business card or talking to a member one time over dinner does not create that trust, because there is no real relationship yet established. Business produced through networking takes time, networking is a process; it is not a quick fix. Reasonably, you certainly would not expect to become a member, attend one or two networking events, and then become concerned that you are not getting any business. However, the more meetings you do attend and the more proficient you are at building relationships, the faster you will experience success - and this is a guarantee. WRS has never had a member say that they did everything WRS recommended, but it did not work for them.

How many meetings should I attend?

A question members often ask is this: how many meetings should I attend? Simply put, you would not expect to generate the same amount of referrals if you attend one meeting per month as you would if you attended 10 meetings a month. Obviously, the more meetings you attend the more opportunity you have to move your WRS business relationships to the next level, as well as increase the number of members who will know who you are and who they can refer to you. In other words, the more meetings you attend the more business you can expect.

What kind of opportunities for business is presented at meetings?

Your primary purpose for being a member is to expand the number of people who refer business to you. It is important for you to realize how much business is available to you at every WRS networking event you attend. For example, if there are 50 members at a meeting and because members each know at least 10 people who they can refer to each other, there are approximately 500 potential customers just at the meeting alone! If you take what your average client is worth to you in a 12-month period and multiply that by 500 (the total of potential customers) at each meeting you attend, that is the potential you have just in that one meeting. But here is the secret in WRS. The members at the meeting cannot refer someone they know to you if they don’t know you, if they don’t know what you do or if they don’t know you well enough to feel confident to refer business to you. Therefore, your goal is to make sure that you build relationships with as many members as your time permits.


May 23, 202310

3rd party networking method

WRS created this time tested method works! Be sure to use it any time you are networking with a WRS member whether it is during table topics, a networking exercise before and after a meeting, or when having any type of conversation with them. The 3 rd

party referral method means you never pitch your business directly to a member but rather teach members whom they can refer to you. Rather than attempting to try to sell your services to the members you meet at any of the networking events by giving them a sales pitch, be sure you educate each other by asking each other this question: “What type of referrals are you looking for?” And they will do the same for you.

You may want to memorize this question and remember to use it often:“What type of referrals are you looking for?”

These are magic words that guarantee you will produce substantial business for yourself in this organization.

If it is your intention to generate as much business from your WRS networking efforts as you can, it is important that you understand why this method works. It is natural to assume that what is most important when you are doing any kind of networking is to explain to members, “what you do”. But here is the secret in WRS, and this is really what makes WRS work: when you are genuinely interested in listening and learning about what types of customers other member are looking for, other members will do the same. Realize that this process allows other members to also learn what types of customers they can send to you. And this is exactly what you want to happen.

This method also naturally eliminates the feeling of members soliciting, pitching, and hard selling to each other.

To ensure the amount of referrals that keep generating amongst our members, it is recommended that each member try to refer at least two people they know to another member each week.

As some of you all may already know, because this method works so well WRS does not need to “require” members to refer business to each other. This networking method produces plenty of referrals by and between our members. So much so that we do not have to force members to give each other referrals. We can make this claim because WRS has hundreds of testimonials on file.

6. NETWORKING EXERCISE TIPS

Give a one-sentence answer when asked about what you do. Realize that it is more effective when attempting to generate referrals, to share what types of referrals you are seeking than it is explaining what you do. Why? If you talk too much about what you do,


May 23, 202311

it will sound like you are giving a sales pitch. Also, especially avoid sharing ‘how’ you do what you do unless you are specifically asked. Most people are not interested in how you do what you do but rather they care more that you do-what-you-do-well and you do it with integrity. Members will come to know what you do and your confidence in your ability as your WRS member relationships continue to grow, and members learn who they can refer to you and thus you will begin to generate Worthwhile Referral Sources through WRS members.

Be sure to reciprocate. Please be sure to remember to ask other members what they do and what types of referrals they are seeking. Be genuinely interested in learning what they do, so you can be on the alert the next time someone you know expresses the need for their service. This will in turn build referrals for you, as members will want to do the same for you.

Example: The next time you hear someone say something like … “I want to send some flowers” or “I need to find a new insurance agent”, you can respond by saying something like: “There is a member in my professional organization who can help you. All of our members are prescreened so you can be assured that you are getting someone reliable.”

Sometimes we hear new members say, “I only had time to talk to one or two people during this networking exercise.” Networking is about quality not quantity. The goal should not be to pass out as many business cards as you can. Your goal should be to leave every WRS meeting with having secured at least one new solid referral source. A solid referral source means you have spent enough time with this member, you are sure they know exactly what you do, what kinds of referrals you are looking for, and you have also given them the courtesy of learning the same about them. So that both of you feel confident to trust and refer to each other. The only way we know how to refer business to each other is to spend time with each other, build a relationship, and educate each other about what types of customers you can refer to each other.

Pick up business cards on the display tables at meetings and Tele-network via the phone with members you did not have time to talk to.

7. TELE-NETWORKING & PRE-NETWORKING

WRS encourages members to continue the process of networking and strengthening business relationships by calling each other on a regular basis to teach each other what types of clients you can refer to each other.

Here are some things for you to think about:

You really don’t know someone in WRS until you know them well enough to send them your referrals.

Don’t assume you know what types of customers members want simply by what it says on their nametag.


May 23, 202312

Teach members and remind them over and over again about whom they can refer to you and become proficient at doing this. The end result of this is WRS members actually become your sales team who can and will refer business to you over and over again.

Set a goal to make at least two Tele-Networking calls per week and if you really want to quantum leap the amount of Worthwhile Referral Sources you create in WRS, call and Tele-network with at least 2 members per day.

In your new member packet you will see a Tele-Networking script.

8. SOLICITATION CLARIFICATION

The 3rd party referral method here in WRS does not mean that members are prohibited from buying each other’s products and services. The 3rd party referral method simply means that we do not solicit to each other, for example using phrases like: “I met you last night at a WRS meeting and I am calling to see if you want to sign up for or buy my services.”

Also, to clarify that using the 3rd party referral method does not mean that if a member expresses explicit interest in your service such as, “Call me, I want to place an order or sign up for your services.” that you are not allowed to call them. We certainly encourage you to follow up with that conversation. However, say it this way, “I am calling for two reasons: One is, I am calling to learn more about what you do so that I can better refer business to you. Two is, at the last meeting you expressed an interest in my services. Is this a good time for you to talk?”

9. HOW TO MAXIMIZE YOUR MEMBERSHIP

Know & respect WRS policies and procedures.

Be respectful of the script read at each meeting. Give the speaker your undivided attention. The information contained within it is essential for new members to hear so that they get off on the right foot and learn WRS protocol. The more successful new members are, the longer they stay a member and the longer they stay a member, the more opportunity you have to get their referrals. Collectively, we all have a responsibility to each other to ensure their success.

Visitors need to understand the philosophy of the organization for two primary reasons, both of which benefit you. If visitors understand our philosophy and it speaks to them,

they will most likely join and you get an opportunity to get their referrals. Also, if they do not join, we want them to at least use the services of our members in our Blue Book or call us when they need a product or service. By explaining our code of ethics at each


May 23, 202313

meeting this lets them know that they can trust the services of our members. Many visitors have become what we call friends of WRS and use and refer members often.

10. NETWORKING TECHNIQUES THAT FOSTER LUCRATIVE REFERRAL SOURCES

When you enter a WRS meeting you are coming as the promoter, the marketing director of your company, and your mission is to attract new customers and referral sources.

Be positive with, respectful, and supportive of other members and visitors.

Try to make it a goal to refer at least 2 people you know per week to other WRS members. If every member is doing this, all members are getting ample business.

Thank members when they send you a referral, even if that referral does not cultivate into a customer.

11. IMPECCABLE CUSTOMER SERVICE

It is especially important in a networking situation where everyone has the opportunity to talk to each other. You want to make sure that when anyone speaks of you, they are doing so in a positive manner.

Returning phone calls in a timely manner, both with members and their referrals. Always have a separate answering machine for business. Never let a child or family member answer your business line.

Do not put a potential customer or a member on hold to answer your other line. Give that potential customer your undivided attention.

Be sure to contract with members and their referrals for a fair price in a clear and written format; paying for services rendered as agreed.

Honor and keep all your agreements with members and their referrals including agreed upon deadlines.

Keep your word by doing what you say you are going to do at all times or re-negotiate. Include: always keeping your appointments, deadlines, and always be on time.

Give refunds “happily”. One unhappy member has the ear of many other members. A happy member that walks away from the relationship feeling they were treated with


May 23, 202314

respect and kindness may still do business with you in the future and is still an excellent referral source.

12. WHAT TO AVOID

Avoid Pitching or Selling. Although millions of dollars worth of business is done directly between members, your primary purpose here in WRS is to generate referrals from other members, not to pitch or sell your services to them. Member-to-member business happens automatically because whenever members need a service or product they naturally turn to a WRS member first. Any form of solicitation or sales pitching is considered hard selling here in WRS. No one wants to be in a conversation that sounds or feels like a sales pitch. This is also applicable when sending emails to members. It is against WRS protocol to send a solicitation email to WRS members. A good rule of thumb is, never talk about your business unless you are asked and when asked always start your conversation by first saying “The types of referrals I am looking for are…”

Avoid putting someone on the spot with regard to using your product or service, even if it’s free. Be sure not to make a member feel obligated in any way to use your service, free or not, as free is still a form of pressure, if you make someone feel obligated.

13. SOLICITATION & SALES PITCH WORDS TO AVOID

“The reason mine is better….”

“The reason you need this is because….”

“Do you want to buy this or do you want to sign up now?”

“When will you buy this, or when will you attend my seminar?”

“You need to take advantage of this because…”

“I think this scarf will look great on you. It is your color.”

“I picked this out especially for you because I knew you’d love it. I’ll give you a great deal too.”

Replace all these phrases with the one magic word that will work miracles.

And that word is, “if.” Say it this way. If you know of anyone who can use my product or service, please give him or her my card.


May 23, 202315

14. AVOID THE INSULTIVE CLOSE

Be careful not to insult someone into becoming your customer.

Do not offer a member a solution to something they have not asked you about…

For example, avoid saying things like:

This face cream can really help you with those wrinkles.

I can cut your hair so it matches your face.

This product can help you get rid of some of those extra pounds.

You are really attractive, but you would look much better if you had some cosmetic work done to your teeth.

15. THE INSULTIVE GUILT CLOSE

How do you ever expect to get ahead, if you don’t do something about your wardrobe?

How do you ever expect to get ahead, if you don’t invest now?

That member has gotten too much business, why don’t you use me instead?

You have referred a lot of business to her, how come you don’t refer business to me?

16. THE “PUT-DOWN OF ANOTHER MEMBER’S BUSINESS” CLOSE

“My Company can offer you a much better rate than that.”

“My insurance company has a much better plan than that.”

“This product is better quality than that one.”

These are real examples and fortunately they are not pervasive in the organization, but are said by a few. But please know these members are good people; they just did not realize that what they were saying was inappropriate.

If you find a member who inadvertently says something inappropriate, you may want to give them a gift and kindly let them know that they may be chasing business away.


May 23, 202316

17. NETWORKING CONVERSATIONS THAT MAY INADVERTENTLY CHASE BUSINESS AWAY!

Avoid confidential conversations at meetings. You never know who is listening. Either ask the person to step outside or better yet, ask the person if they wouldn’t mind connecting on the phone the next day. A WRS meeting is not the place to discuss personal or confidential issues.

Avoid discussing what you charge, except if a member asks, and then try to share that

perhaps you can talk over the phone. Avoid discussing prices at meetings if you possibly can, because no matter how you say it if you do this at a meeting it is going to sound sales-y and it is not the appropriate situation or to your advantage to do it at a meeting. An exception is, if you have something on the display table and a member asks you how much is this, then go ahead and answer. This, however, is not to be confused with if a member walks by the table and looks at an item and you offer the price.

Never tell someone his or her product or service is too expensive. It is the most insulting, alienating thing you can say to another person. And you have a 99.9% chance of kissing that possible client and potential referral source a fond farewell. What you are really saying is, you don’t see the value of their product or service. You may even give the impression that you are questioning their integrity.

What do you say to decline a sale? You say, “I’m sorry my budget is already set for the month, maybe at a later date. I’ll let you know if I am in need of it in the future. In the meantime, I’ll be happy to refer anyone I know who may be interested.” or simply say “I really don’t need anything like this at the moment, but I’ll be happy to keep you in mind and let my friends know.”

18. ACTIONS THAT MAY INADVERTENTLY CHASE BUSINESS AWAY

Avoid inadvertent acts of rudeness (i.e., talking while someone is speaking at the lectern or while someone is doing their Round Robin). If you want everyone in the room to pay close attention to you during your Round Robin, it is important to pay attention and be respectful when other members are presenting their Round Robin.

Avoid getting up while others are doing their Round Robin. Walking around looking at the display tables or leaving the room and then come back just when it is time to do your Round Robin may be construed by other members that you don’t care about hearing

about what kinds of referrals they are seeking. Think about what message it sends to other members who have the ability to send you their referrals.

Be careful not to put your marketing material over someone else’s on the display tables or move someone else’s materials to make room for yours. You get a 2’ x 2’ space to


May 23, 202317

put your materials. If you see some problem at the tables like not enough table space, talk to the vice president of the chapter who will correct the matter.

Materials are to be placed on the display tables only and not on the dinner tables.

Avoid moving someone’s belongings at the dinner table to take their place.

19. SOCIALLY APPROPRIATE AND PROFESSIONALLY ACCEPTABLE BEHAVIORS

All members are expected and required to display socially appropriate and professionally acceptable conversation and behavior at all times. The general standard is what is acceptable in the workplace is acceptable in WRS, and what is not is not. If you are not sure what is acceptable, there are members in WRS who deal with human resource issues as well as members who are in the business of teaching etiquette.

Avoid touching members except from the elbows down unless a mutual gesture of a friendly hug hello is very obvious to both parties. Be certain to respect each other’s personal space, which is about 17 inches distance.

Be aware of and use only politically and socially correct comments and actions at all times.

20. WAYS TO INCREASE YOUR VISIBILITY AND CREDIBILITY

Find a WRS mentor. WRS Member Mentors can introduce you to other members, as well as share how to make WRS work from their own experiences.

To obtain the highest visibility and most business, become as visible as you can. Get involved in the leadership program and join committees. If you are interested in finding out about leadership, there is a leadership chair at every WRS meeting who will be happy to share with you the benefits of being in the program.

Become a speaker/ sponsor at chapter meetings. Becoming a speaker/ sponsor at chapter meetings is a great opportunity to showcase your business and show members you are experienced at what you do, so they can feel confident referring people they know to you. Keep in mind that this should be an informative talk, not a sales pitch. The primary difference is that the audience leaves with some information they did not

know before, and not about why they should buy your products or services. If you are interested, ask the president of the chapter you want to sponsor and they will give you instructions about what is involved, including how to create an informative presentation without sounding like a sales pitch.


May 23, 202318

21. USE AND REFER OFTEN

Use and refer as many products and services as you can with other members.

Make it a goal to meet at least 5 new people at every networking meeting you attend. Remember the more members you meet, get to know and refer, and the more business you will generate in return.

Remember unlike any other networking experience you may have had, your goal in WRS is not to collect business cards. Rather, it is to build Worthwhile Referral Sources by following the techniques that has been outlined throughout this self-study program.

22. ATTEND MULTIPLE MEETINGS

Attend as many WRS meetings as you can. The more meeting you attend the faster you build relationships. Also, realize that even if you do not think that a member will travel from Orange County (i.e., to the Westside) know that members in Orange County know many potential referrals in your area. Think of WRS as a city in itself and you will be surprised at how many members will travel just to use a WRS member, and how many referrals are made Cross County.

23. ROUND ROBIN

Make perfecting your Round Robin presentation one of your top WRS priorities. Write it and memorize it. You can tell if it is effective if 3 people come up to you after and respond in some manner like, “I really heard what you said, I want to talk to you more about this.” If 3 people are not coming up, you are probably not piquing their interest, because you have not hit an emotional nerve. Keep fine-tuning it to perfect it until it works. Round Robins are a very important piece of generating new business and WRS referrals.

If you were having difficulty getting 3 members to approach you after your Round Robin, it would be a wise investment, if and when possible to attend the WRS Round Robin Seminar. Also, if you are afraid of public speaking, the Round Robin Seminar has a track record of moving your fear level from 10 to 2 or 3 by the time the Seminar is done.

Honor, respect, and observe all Round Robins. Listen to the instructions read at every meeting as it tells you exactly how to do it.

As a courtesy to each other, please be sure to give your undivided attention to the member giving their Round Robin presentation and please stay in your seats. I am sure


May 23, 202319

you would be offended if members were talking during your presentation or getting up and wandering about.

Be sure to step up and use the microphone so everyone can hear you, especially the members sitting by the noisy air vent or the hearing impaired. If members can’t hear you, they can’t refer business to you.

Be sure to include in your Round Robin the phrase, “The types of referrals I am looking for are…”. Educating members as to what types of referrals you are seeking ensures their referrals.

When allowed, make sure you acknowledge members properly in your Round Robins. These are services you have used, not members who have used your services. And only acknowledge those who are present.

Respect the time limit and stop immediately when time is called. Members respect members who respect WRS policy and protocol.

To keep WRS meetings professional and safe, please refrain from doing anything out of the ordinary during your Round Robin. Example: Because of meeting venue liability and WRS protocol, please refrain from lighting candles, throwing anything into the audience, standing on chairs or ladders or anything else, running to and from the lectern, screaming, singing, and/or asking members to be your models.

24. CORPORATE CLIENTS

If you are looking to cultivate corporate referrals, be sure to let members know during your Round Robin, and on a continuous basis, exactly which type of executives you are looking for within these companies. For example, what is the position of the executive you are seeking so members can refer someone if and when they can. Many members have obtained very large contracts with corporations through the recommendation of other members using this method.

25. “BLUE BOOK” DIRECTORY OF MEMBER ADVERTISERS & THE “WRS REFERRAL GUIDE” VISIBILITY OPPORTUNITIES

From a marketing perspective, one of the worst things that you can do to sabotage all of your networking efforts in WRS is to make it difficult for members to find you and your phone number. Members do not walk around with hundreds of business cards in their purse or pocket. Rather, members use the Blue Book whenever they want to refer


May 23, 202320

business to other members. If you are not in it, we guarantee you members will refer the member who is. Make this one of your top priorities as a member.

With regard to the WRS Referral Guide, you would only want to advertise in this directory if you wanted to get business from outside of WRS. This directory is distributed through our database of 200,000 business owners as well as through many bookstores in Southern California and at many of the business conferences throughout the year. You increase your visibility beyond that of the organization.

26. CONVERSATIONAL NETWORKING TIPS

Business Conversation Questions

Below are lists of questions that are really effective at stimulating conversation, no matter when or where you are talking to another business owner.

You should memorize them so you always have them at your fingertips, so you never feel awkward about conversing in business situations.

1. What business are you in?2. What types of referrals are you looking for?3. What types of customers make your best referrals?4. Are you seeking corporate clients, and if so, what is the title/position of the

executives you are seeking? 5. If I were out at a social event, what type of conversation would I be hearing that

would make me think to refer and mention your name?

Networking Etiquette

Be sure to give the person to whom you are speaking to your undivided attention. Make them feel important and respected.

Do not divert your attention or allow your eyes to wander. The other person will interpret this as rude and uncaring.

Be sure to make eye contact. If this is hard for you, look right between the eyebrows. The other person will not be able to tell that you are not looking directly into their pupils. Think about how you feel when someone is talking to you and their eyes are wandering and they do not give you their undivided attention.

27. NETWORKING CLUMP TECHNIQUES


May 23, 202321

So how do you politely break into a conversation where members are already talking? You begin by practicing this technique and if everyone is doing it…it really works. If you are speaking to someone or in a clump, and another person approaches, realize that sometimes people are so engrossed in conversation they just keep on talking and are unaware that anyone is even standing there. So what you do is welcome the approaching person in. If the person talking does not stop to allow someone in, simply step slightly to the side and extend your arm to welcome the new person in.

IntroduceIf you know the person stepping in, ask the talking member, who should have stopped talking by now, if they know this person. If not, introduce them.

Add their Business if you KnowAnytime you are introducing a member and you know what they do, also add to your introduction the type of business they are in and give a blurb, if you know one. This is a great way to continue the conversation to include everyone.

Be CourteousAvoid monopolizing the conversation. Avoid going on any more than a few short sentences about your business. Remember this is not a sales presentation. You do not have to tell the person everything you do. Rather focus on telling the types of referrals you are looking for and remember to reciprocate.

28. HOW TO POLITELY END NETWORKING CONVERSATIONS

Do you feel awkward when you want to end a conversation to go on to someone else? When you’re ready to move on simply say, “I’ve enjoyed speaking with you and I’ll do my best to support you whenever I can.” or “I will keep my eyes and ears open for someone who may need your service.”

29. MENTOR OTHER MEMBERS

For your own benefit be sure to support other members who may not know how to do this correctly by showing them. For example, by taking the lead, if another member forgets to ask you about your business, instead of getting hurt or offended you can actually mentor them by asking them, “Would you be interested in hearing about my business and what types of referrals I am looking for?”


May 23, 202322

Also, the greatest gift you can give to another member is to kindly and respectfully let them know they have inadvertently offended you in some way. For example, if you ever feel uncomfortable because someone is being too pushy, too “sales-y”, or puts you on the spot with a sales pitch, let them know using this technique. First, be sure to ask them permission before you say anything. You can do this by asking it this way: “From a marketing perspective, are you interested in hearing how it felt when you were talking to me the other day?” Most of the time you will get a yes in response. Then proceed to say, “It felt like you were soliciting your services to me and I felt very uncomfortable. However, I am sincerely interested in learning more about what types of clients you are looking for. Are you interested in discussing how we might be able to refer business to each other?”

FYI, we call it “giving them the gift” because if they continue to do this they will not get business in WRS. So, by your letting them know it actually supports them in generating referrals in WRS …a gift indeed!

30. HOW NETWORKING FITS INTO YOUR MARKETING PLAN

To effectively grow your business you should have a keen understanding about what makes marketing work and have a marketing plan in place. You should realize that networking your business is only part of an effective marketing strategy.

Some come to WRS and all they need to do is network; others may need some additional business and marketing training. If you should need some support, and not everyone will, but for those of you who do, know that whenever you may need some support with regard to growing your business…there is either a member or some WRS program, seminar or service here to assist you in moving your business to the next level.

31. WRS CHECK-UP CHECKLIST

The goal and commitment to each and every one of you is to make sure that WRS does whatever it can to see to it that your membership works for you. There is no reason that each and every one of you should not realize success beyond what you imagined the day you became a member. Members who apply the techniques outlined in this manual get 80-90% of their business through this organization. As a matter of fact we have never had a member tell us that they did everything we suggest and it did not work. If for some reason you are not getting the same results, we encourage you to take advantage of the following complimentary service, which is included with your membership.

If you are ever feeling that your membership is not working the way that you would like, simply fill out the WRS check-up sheet found in your membership packet and if you cannot figure out where the problem is yourself, fax it to the WRS Central Office and a WRS representative will assist you in identifying what the problem is and how to resolve it.


May 23, 202323

32. WRS NETWORKING MEETING FORMATS

WRS “Traditional Open” MeetingsThese “Local” meetings can be described as “Formal” networking. They are open to all WRS members who may attend any of them as often as they wish. They include a complimentary sit-down breakfast, brunch, lunch or dinner format, which fosters business relationships. Table Topic, Networking, Networking with emphasis on learning about each others business and how to refer customers to each other, “Member Raves”, Networking Exercise, and Tabletop Displays are all part of this event. Usual attendance is 50 – 60.

WRS “Exclusive” MeetingsLimited to one business or profession per category. Informal setting. Table Topic Networking, Networking with emphasis on learning about each other’s business and how to refer customers to each other. Network with local business owners and professionals. They include a complimentary sit-down meal format, which fosters business relationships.

WRS Networking Mixers & Expos – No annual dues requiredThese events offer an opportunity to network with 200+ business owners and professionals. They also include various networking opportunities such as Networking Exercises, Table Top Displays, lots of networking, and complimentary hors d’oeuvres. Members and non-members alike may attend this meeting as often as they wish.

WRS “Central Open” Meetings“Central” meetings can be described as “Formal” networking. They are open to all WRS members who may attend any of them as often as they wish. They include a sit-down dinner format which fosters business relationships, Table Topic Networking, Networking with emphasis on learning about each others business and how to refer customers to each other, Round Robin, Networking Exercise, and Tabletop displays are all part of this event. The member of the month and the entrepreneur of the month are announced only at “Central” meetings. Usual attendance is 80-100.

WRS “Elite Open or limited” Meetings - Where the elite meet!This meeting is designed for members who want to attract high-end clientele. Featuring One Minute Round Robins, Table Topic Networking, Networking with concentrated emphasis on learning how each member can refer high-end clients to each other, gourmet dining, Speaker Sponsor presentations, 10-second acknowledgements, and Networking Exercise.

WRS “Rapid” Mixer Events

These are specifically designed for the avid marketing and networking conscious business owner and professional who wants to make the most of the time they have allocated to generating new business referrals. These events will be about 1.5 hrs long


May 23, 202324

with nothing but lots of networking opportunities to meet and build Worthwhile Referrals Sources quickly, but effectively. They include complimentary snacks.


May 23, 202325

wrs, inc.worthwhilereferralsources.com/netsemselfstudy.doc · web viewwrs, inc. formerly...

Documents