In his keynote “How NOT to Get Referrals”, Andy Lopata shares the key mistakes he sees practiced by so many unsuccessful companies time and time again.
Andy believes that these mistakes ensure that they don’t get anywhere near as many referrals as they should. He challenges sales teams to do better.
With growing competition and more demands on budgets, it’s becoming harder and harder to win new business. Yet still so many sales people leave potential new revenues untapped and unexplored.
The reason is very simple. Across a range of industries, referral strategies range from tired and predictable to passive to simply non-existent. A large number of sales people and business owners become complacent when it comes to referrals and simply expect them to appear. Networking is still treated as a skill, not a core business strategy. Where referrals strategies do exist they tend to be lazy, poorly timed and ineffective.
As a result, potential new business simply goes elsewhere.
Andy Lopata is labeled ‘One of Europe’s leading business networking strategists’ by the Financial Times and ‘a true master of networking’ by The Independent. He is the author of three books on networking and referrals strategy, with a fourth being commissioned. Andy was the Managing Director of leading UK business network Business Referral Exchange for eight years before establishing his speaking and training business in 2007.
Andy speaks across the globe and has worked with clients such as HSBC, GlaxoSmithKline, BP, Wella and Paypal. He is a Fellow and former Board Member of the Professional Speaking Association (UK and Ireland) and of the Learning and Performance Institute; a Master of the Institute of Sales Management and a member of the Global Speakers Federation.
Andy‘s keynotes are:
- How NOT to Get Referrals: Challenging sales teams and sharing the mistakes that lead to most businesses not getting as many referrals as they could
- It’s Who Knows You: Why networking is so important and why it’s essential to have a strategy.
- Make the Room Work for You
- Connected Leadership
- Bigger Than You – The Hidden Power of Your Network
- Leveraging the Power of your Network
- How to Use LinkedIn as a Referral Tool