Speaking of Endless Referrals

On this final segment of this Speaking of Endless Referrals series, we share tips from a seemingly unlikely source:  an introverted psychotherapist!

What could she possibly know about relationship-based marketing and referral generation?

Listen to this week’s episode to find out!

Click here to listen (24 minutes, 35 seconds):

Click here to download:

Key Takeaways:

• Act “As If,” reminding yourself of the real qualities you already possess that make up the “act.”
• Wear a Prop.  Choose one that reveals your personality.
• Learn Small Talk phrases (Openers, Sustainers, Transitions, Closers) so that you never feel you do not have anything to say.

If you’ve ever had business cards shoved at you or have been “held captive” by someone who wouldn’t let you get a word in edgewise because they were talking incessantly about themselves, you’ll enjoy this week’s episode of Speaking of Endless Referrals.

We share two specific ways you can avoid being that pushy, annoying person and instead be attractive and interesting to others.

Click Here to Listen (17 minutes, 30 seconds):

Click Here to Download:

Key Takeaways:

1. In most cases, forget your elevator pitch!
2. Use the acronym FORM to remember the key principle to focus on the other person by asking questions appropriate to the conversation.
3. Relieve yourself of the pressure to perform by recognizing your entire focus is to listen, learn, and ask how you can help.

There is real value in having a system that keeps you in front of prospects, colleagues, and referral partners on a regular basis.

In this episode of Speaking of Endless Referrals, we lay out what a good system must include and why, as well as tips for making it frequent, regular and consistent without feeling pushy or inauthentic.

Click Here to Listen (16 minutes, 51 seconds):

Click Here to Download:

Key Takeaways:

1. Develop a system composed of specific things you do at every touch point. Write down the system and automate what you can.
2. Implement the “overkill” strategy.  No matter what you are doing or how often you follow-up, you probably are not doing it enough.
3. Reward (to reinforce) the right thing.  ”Treat the referral source better than the referral.”
4. Read Scott Ginsberg’s free ebook Let Me Ask Ya This . . .: 55 Questions to Ask Someone You Just Met.
5. Carry “My Cards” with you and use/share them with folks who may have forgotten their own business card.

Most professionals are frustrated with their referral generating efforts because those efforts just haven’t been fruitful.

In this week’s episode of Speaking of Endless Referrals, we share with you specific tips from C.J. Hayden on how to fix common mistakes people make when trying to generate more referrals for their business.

Click Here to Listen (17 minutes, 32 seconds):

Click Here to Download:

Key Takeaways:

1. Use networking groups as a springboard to begin building a relationship.  Referrals will not magically appear just because you joined a networking group.
2. Develop strategic partnerships with others in different industries who share the same target market as you.  Use John Jantsch Perfect Introduction (In Reverse) Tool to accomplish this.
3. Freely share with friends, family, and acquaintances what you do and what types of clients you are seeking.  They already know, like and trust you.

Without certain foundational pieces in place, business that is referred to you is likely to be random rather than systematic.

In this episode of Speaking of Endless Referrals, we offer 2 specific tips to help you establish a strong foundation for generating quality referrals.

Click to listen (18 minutes, 54 seconds):

Click to download:

Key Takeaways:

1. Create your customer touch point map.  John Jantsch offers a wonderful example at http://referralenginebook.com/book-resources
2. Get crystal clear about who your ideal prospect is so you can communicate it to those in a position to refer you. Create a Ideal Prospect Profile or use situations in which your ideal prospect typically finds themselves when they need or want you product or service.

If you were at Bob Burg’s Endless Referrals Live Event in Portland yesterday, you know what an (actionable) educational treat it was.

You can get tickets to Bob’s event in your city by accessing his speaking schedule at www.burg.com/events.

In this episode of Speaking of Endless Referrals, we highlight a few key take-aways from Bob’s event.

Click to listen (21 minutes, 53 seconds):

Click to download:

Key Takeaways:

1. Buy into the Referral Mindset.  Keep the 4 benefits of having a referral-based business in the forefront of your mind and everything you do.  Use a proven system consistently.
2. Leave the “Pitch” out.  Instead focus on the other person using the 10 Feel-Good Questions.  Remember to “Adapt not Adopt.”
3. Use a script to ask for referrals directly, like Bob’s “The Referral Bridge” statement.  The key is to ask in a way that is non-threatening, honors your relationship with the other person, gives them “a back door,” and feels comfortable and natural to the both of you.

Clients, prospects and referral partners want to send qualified referrals to you, but may not know exactly how to do it.

In today’s segment of SpeakingofEndlessReferrals.com, Tammy & Tshombe offer at least 2 solid ways to help others easily refer more business to you.

Click to listen (21 minutes, 50 seconds):

Click to download:

Key Take-aways:

1. Decide who you want to network with in advance of every event.  What professions are complementary to yours?
2. Use resources you already have to prepare ahead of time.  Be intentional.
3. Engage a systematic follow-up plan every time.
4. Educate clients, prospects and referral partners that you primarily work with referred clients.  This benefits you and them, and it is a key differentiator between you and others who provide the same product or service as you do.

If being a resource for others is a proven way to generate quality referrals and raise your stature in the community, how exactly to do you that?

In this week’s episode of SpeakingofEndlessReferrals.com, we share specific things you can do right now.

We had a couple of technology challenges during the call, but we know you’ll find some good “nuggets” in just under 15 minutes to help you embrace a better approach to referral generation than you may have been employing in the past.

Enjoy! And, let us know how things are going for you as you practice this ideas.

Click to listen (14 minutes, 40 seconds):

Click to download:

See you next week!

Ready to be inspired to generate more referrals?

If you missed today’s Speaking of Endless Referrals with Tammy & Tshombe (or just want to listen again), find out how and why being a “tour guide” when you’re networking increases your business (and personal!) blessings ten-fold.

Click to listen (17 minutes, 48 seconds):

Click to download:

Key Take-Aways:

1. Be a Tour Guide for resources, support & connecting people with people.
2. Shift your perspective from what you can get from others to how you can serve others by positioning yourself as the information resource expert.
3. Giving from the heart is not a 1:1 relationship, but instead returns 10-fold. Being a tour guide for others increases your bandwidth, that is, your capacity to receive back.
4. “You can’t grow the business if you do not grow the person.” – Tammy Redmon

We shared some juicy tips today on how you can stand out as a “networking matchmaker.”

Did you miss it or want to listen to it again?

Listen in (or download to listen later) as Tammy and Tshombe reveal “the referral generation magic sauce.”  It works because networking becomes a team sport with you facilitating the game, rather than the typical looking-out-only-for-yourself traditional way of networking.

Click to listen (19 minutes, 52 seconds):

Click to Download (.mp3):

Key Take-Aways:

1. Plan (Be Prepared) – Know who is going to be at the networking event and who you want to meet (and meet-up)
2. Be a Conscious Go-Giver (Rather than thinking about what’s it in for you)
3. Connect Others (Be a Matchmaker) – Be specific with each person you connect about why you’re connecting them and how you see the relationship potentially working
4. Follow up!

Be sure to join us next week as we discuss how you can establish yourself as the Go-to, Information (Re)Source for people.