One of the things that separates good networkers from great networkers is their ability to ask specifically for what they need.

Good networkers know that you have to give to get. On the surface they're great, especially in the eyes of those they're giving those precious referrals to. Where the fail is in asking for what they need.

I don't mean asking generally for referrals, I mean asking specifically for referrals.

Too often we're afraid to ask specifically. We think we might miss out on those referrals for the other things that we do, or people will forget the full scope of our capabilities. In reality the opposite is true. If you ask broadly for what you need it's likely you'll get nothing. For some reason Dentists and Chiropractors seems to be the worse offenders of the broad ask. If I hear one of these lines again I'm going to scream:
"A good referral for me is anyone with a spine."
"The best referral this week is someone you know with teeth."

Let me make this very clear. I know hundreds of people and have their direct contact information readily available with me all the time in my ridiculously huge phone. I'm pretty sure that almost all of them have a spine, and the same goes for teeth. How many referrals do the generic chiropractors and dentists get from me? ZERO!

Now, if they ask a more specific question: "I'm looking for a parent you know whose child is suffering from repeated ear infections." Now I might know a person or two that fits that category. Don't be afraid to ask specifically, I promise you won't miss out on all of the referrals to people with spines.

The more specific the better. A great networker friend of mine recently asked if anyone at the table we were sitting at knew someone at a specific company here in Austin. He was immediately handed 3 cards.

From my own experience I don't want to have to work too hard. It's not that I'm lazy, it's just much easier if you're specific. Remember all of those contacts that live in my phone? If you can narrow that list down to 2 or 3 I'm much more likely to give you their information, and maybe even a personal introduction. If you can't narrow your request down to less than a dozen people that I know it's just going to be too much work for me. I'm sure I'm not alone. There are many networkers who are much lazier than I am. :)

I've created a simple task list for you the next time you need something:
1) Ask for what you want! If you don't ask nobody will be able to help you.
2) Be as specific as possible when you're asking for what you want.

It doesn't get much easier than that.

Happy networking!

Scott Ingram
NetworkInAustin.com