While it’s true that someone who has experienced our product or service is able to speak powerfully and authentically about the beautiful job we do, being a good salesperson is more than just being effective at painting the picture of our value....
{4:51 minutes to read} When I help my clients take inventory of their social capital, the intention is to double and triple their referrals and increase the yield from this massive asset. Ask any investment advisor: to get to where we want to go, we have to know where we are right now.
For close to 20 years, I’ve been coaching and training business owners and sales professionals in the art of referral generation to grow their business....
{3:21 minutes to read} In my 20 years of coaching and training, here’s what I’ve found to be at the heart of success in the art of referral generation: our Attraction Factor — the degree to which people feel inspired and connected to who we are as human beings. The most influential dynamic in having people feel drawn to us is our ability to be vulnerable, authentic, empathetic, and compassionate.
I recently had an amazing conversation with a potential client. Let’s call him Bob. ...
{3:24 minutes to read} I was speaking in front of a group of entrepreneurs recently. I used a powerful analogy, asking them to imagine a beautiful neighborhood north of New York City with a block of 10 homes varying in price from 2 million to 10 million dollars.
{2:38 minutes to read} Several years ago I gave a workshop discussing the benefits of being a “farmer networker” vs. a “hunter networker” (click here for my previous article on the topic). As a farmer networker, our sights are on creating a long-term sustainable yield from nurturing and cultivating referral partners who make introductions to potential clients. One of the attendees at that workshop explained to me how my training reminded him of the way asparagus grows. Because asparagus is my favorite vegetable, I was intrigued.
{4:00 minutes} Referrals can be grouped into two categories: Proactive and Reactive. The value of categorizing referrals is so we can study them to become more masterful. In my experience, 90% of referrals that people receive are reactive in nature. Consider this example:
{4:02 minutes to read} Using a farming analogy, there are three stages before a harvest is ready: planting, fertilizing, and fruit bearing. In terms of networking relationships, the three stages are Know You, Like You, Trust You. It’s in Stage 3 - Trust You - that we can expect a return from these relationships in the form of referrals, favorable introductions, or favors (e.g., supporting our non-profit cause).
{3:06 minutes to read} Once you’ve developed a base of referral partners, choose the top 10-15 that are in a deep state of trust with you. They understand what you do and perhaps refer you to others several times per year. They are Connectors who are willing to put their reputation on the line and open up their networks to you. These influencers are your Raving Fans.