referral talk
“There are many motivational speakers on the circuit who leave behind them just a short lived glow and then there are the subject matter pragmatic, passionate presenters who can potentially change the long term way their audience thinks or operates. I’d put Andy Lopata in the latter category. ”
Trevor Salomon – Director, Corporate Marketing, IFS
“Wherever I go, Andy is held in very high regard and I can personally endorse him as someone who is easy to do business with, professional and also great to work with. ”
Phil Jones MBE, Managing Director, Brother UK
“I would recommend Andy to come and spend time with any team that wants to maximize the time of its busy people out in the market ”
Tomas Freyman, Partner, Valuations. BDO llp
“The feedback from attendees was overwhelmingly positive and we will continue to run the training in other offices in EMEA. ”
Astrid Huijssoon, Senior Marketing Manager Cross Border Trade - PayPal CEMEA
“Andy has successfully elevated networking into more of a strategic arena ...................rather than it just being a "skills" thing. ”
Phil Jesson, Director of Speaker Development Academy for Chief Executives
“Andy, thanks again for making our Balance HK event a huge success. The audience gave you their undivided attention and you could hear a pin drop when you were speaking. I have never witnessed that before, with a room of 170+ people! ”
Maggie Suttie, Chair Balance Network, HSBC Hong Kong
“Andy Lopata is a true role model for any aspiring professional speaker in my view ”
Heather Townsend, author of The Financial Times Guide to Business Networking
“Not only my individual life has had a total makeover after I met Andy, as a result of my personal improvement, the networks that I lead are now making a much bigger impact in the society. I can never thank Andy enough and would highly recommend him any time without hesitation. ”
Ruth Lau, Central Marketing, HSBC Private Bank
“Several people were surprised to find out that Andy didn’t work in our sector as he related his knowledge so well and confidently, which was key to getting the audience to buy into his advice. ”
Suzanne Rowse, Director, British Boarding Schools Workshop
“Andy's 'The Networking Mindset' networking event was fascinating. I've been to loads of networking events over the years which are always full of people who don't quite know why they're there.... myself included. ”
Nicholas Harkin, Head of Risk & Governance at Close Brothers Retail Finance
“It is great to work with a speaker like Andy who really wants to understand the audience he speaks to and tailors his content to them. ”
Galina Lebedeva, Education & Events Senior Co-ordinator, Wella UK & Ireland
“Andy’s style suited our company values perfectly as it is very much based around letting people learn at their own pace and be part of the sessions instead of just being presented to. There was a mixture of experience, job roles, nationalities and seniority in the room and Andy ensured that everyone felt this training was directed at them, such is his way with words. ”
Robert Kenward, Global Development Director, Banks Sadler
“The process to gaining the right referrals does not happen overnight, but executing Andy’s strategy into your daily business routine will lead to referral success. ”
Tom Price LLB DipPFS Hodgson Wealth Management
“I found the session with Andy really interesting and helpful. It offered a different perspective to development sessions I have been to before and it made me really think about how I was positioning myself at work and what I needed to be doing differently. ”
Tori Henderson, Senior Public Policy Manager HSBC
“Andy's enthusiastic and interactive presentation at our National conference was very much appreciated by all and his series of workshops for my leadership team has been put to significant positive use. ”
Shona MacDonald, Business Director UK & Ireland, Wound Care. Molnlycke Health Care
“I have already received three emails and two telephone calls from attendees who have expressly advised that as a direct result of the presentation they will without doubt be changing the way in which they network. A huge success. ”
Michael Strawbridge, Head of Member Services, Learning and Performance Institute
“In the three months since Andy delivered his sessions, I've noticed a clear change in the approach taken by everyone who participated. We have already received a number of referrals as a result. ”
Andy O'Sullivan, Head of Sales - Hospitality, Wembley Stadium
“'Networking' as a topic can often seem forced... about tools and techniques to 'work a room' or 'get noticed' - Andy's take on it in this talk was so far removed from the glib truisms we've all heard before. ”
Bryony Thomas, Watertight Marketing
“"I was captivated by Andy's insightful and thought-provoking workshop. You could feel the energy in the room at the end. Several people commented that the event had changed their lives!" ”
Miranda Abraham, Chair, Women in Banking and Finance
“Andy is really engaging and left the audience wanting more which is a rarity when you work in Finance! He is extremely professional and personable and it felt like Andy really knew the topics and had researched the audience. ”
Nicola Hradek, Co-Chair HSBC Balance Employee Network
“There is a handful of people who I would consider really an expert in networking, and Andy is one of the few people on that list. ”
Dr. Ivan Misner, Founder and CEO, BNI
“In the pre-event correspondence, you were the most professional speaker we’ve ever had. By asking great questions as you did, it helped to make us more professional event organisers. ”
Jackie Barrie, Co-President, Professional Speaking Association South East England
“Andy worked with my business partner and me for a number of months as a referral and networking coach. Our business has demonstrably grown due to the new techniques and skills learned through working with Andy. ”
Dan Hall, Financial Advisor, Merrill Lynch
“Andy is an energetic presenter who quickly captured our audience's attention. The content of his presentation was excellent and fostered lively commentary and questions. We will definitely have Andy back for another session and are looking for other ways to partner with him. ”
Jennifer Rademaker, Head of Strategy Development Europe, MasterCard
“The feedback we received from members was overwhelmingly positive, making it one of the best sessions we had all year. ”
Aileen Parsons, Relationship Manager - Strategic Client Services, Paypal
“Andy has a can do and flexible attitude and is happy to develop and shape the content in line with the clients changing needs. Feedback from participants on Andy's workshops has been consistently very positive. ”
Una Murphy, Manager BBC Careerlink
“At each stage of the event from planning to delivery to follow up, Andy’s approach was extremely impressive. He spent time at the outset understanding us, the way we work and our key objectives and this continued with discussions with us in the run up to the event to shape the session to our needs. ”
Andrew Kelly, Director Human Capital Services, BDO llp
“I would not be exaggerating in saying that last night was the most well received and successful event YEN London has had in over two years. ”
Jairo Jaramillo - Chairman, London Young Engineers Network
“Andy certainly made a difference on how I normally approach / perceive events such as this. ”
Ann Azzopardi, Category Buying Manager, Pret a Manger
“It was the best talk I’ve ever been to. Loved the content, pacing, delivery, structure. Your message was very memorable (imparting that much information can leave listeners forgetting what was said) and you managed the balance between substance, detail and memorability well. ”
Rebecca Aguilar, BBC Worldwide
“As a direct result of Andy’s workshop, we are now implementing a “networking strategy” that is aligned to supporting our key business goal. Andy’s advice/insights have made me re-think all my customer interactions and even in the short term I am getting results. ”
Adam Newman, Health Outcomes Consultant, GSK

Word of Mouth Marketing

Three ways to get referrals from clients

In January 2009 I wrote about why membership incentive schemes don't work. My argument was based on health clubs who promote special deals for members who refer them, while neglecting the simple things day to day that keep their customers happy. The key point was that people are not likely to refer to their friends, family and clients when they are not content with the service they receive themselves. Irrespective of the temptation of a free iPod!

Letting People Buy From You

This article originally appeared in The National Networker

How to lose referrals with ease

Finding and inspiring people to refer you is not always that easy. Losing the prospect of more referrals from established sources takes very little effort at all. 

I was out with friends last week. I knew that they had referred some very good business to a mutual contact of ours, and he had gone on to win the contract. I mentioned that I had spoken to our mutual contact the week before and helped him with some introductions which would help him deliver to his new client.

Why most businesses don't win enough referrals

Complacency and assumption are two of the biggest challenges to any successful referrals strategy. We become complacent that our happy clients will refer us, as will the people in our referral networks. We assume that those people who are closest to us understand what we do and are able to recognise opportunities.

Very often neither are the case.

Do you make your reputation.....or do others make it for you?

Following the stream of backbiting and bitchiness in global diplomatic circles revealed on the WikiLeaks website over the last couple of weeks, BBC television's This Week programme asked the question on Thursday night, "Do you make your reputation, or do others make it for you?"

This is a very important question and one that all businesses must take seriously. In many of my talks and workshops I ask delegates how much time they spend working out what they want other people to say about them. No one ever admits to considering this at all.

Adding extra bite to your networking

 

Many businesses struggle to understand how to sell to people in their network when the perceived wisdom (emphasised by people such as me) tells you not to.

The Right Card Trick?

One of the biggest challenges for any business when networking is how to get your message across effectively about what you do. This is particularly difficult when you have more than one proposition for more than one audience.

The Rules of Engagement

Last week I spent a thoroughly enjoyable couple of days speaking at ‘Sage World 2010’, a conference run by the business software company Sage. I spoke both at the beginning of the first day of the event and at the very end of the last, so was involved throughout. And I had a wonderful time.

What made Sage World so outstanding for me was the atmosphere. It was one where the staff, the speakers and the delegates all shared a positive spirit and a sense of community.