Develop Your Referral Mindset by Bill Cates, CSP, CPAE
attitudes and assumptions you bring to your prospecting efforts. This is your
referral mindset. As I share this referral mindset with you now, give
yourself a rating of 1-10 on each with regard to how well you've adopted each
one:
#1 - Your prospects prefer to meet you through referrals. How does your
next great client want to meet you? Preferably through an introduction or
referral from a friend, family member, colleague, or other trusted advisors.
Cold calling is purely a numbers game that aggravates most prospects. Once
you realize that a client’s preferred way to meet you is through a
referral, it MUST become your primary method of meeting them.
#2 - You understand that building your business from referrals is the most
cost effective method. What does it cost to do a direct mail campaign? Host a
seminar? Lots! What does it cost to build your practice from referrals?
Virtually nothing. Referrals is clearly the most profitable way to go.
#3 - Rather than transactions, you look to the lifetime value of the client.
The longer the relationship lasts, the more trust you can build (if you
provide quality on-going service), the more high-quality referrals you will
receive. The life-time value is not just what they can buy from you over
the best referrals come later on in the relationship – as long as it’s
not merely a transactional relationship. Handling transactions does not make
you referable. Putting people through a process and following that with
ongoing great service does!
#4 - You look for ways to leverage your client relationships. Virtually every
business relationship you enter into has the potential to be leveraged into
something more than what it was when your first began. Have an attitude of
leverage with all your relationships. For instance, have your clients share
their goals and dreams with you. Then you share your goals and dreams with
them. Then help each other get there.
#5 - Have a system for bringing in referrals. If you don’t have a system
for generating referrals, you’ll either burn out from too many cold calls,
or your business may resemble a roller coaster ride. With a system in place,
you can begin each week knowing you’ll have a steady supply of quality
prospects. Over the coming months, I’ll be bringing you the strategies and
techniques that we teach in The Unlimited Referrals® System.
#6 - Give referrals whenever you can. There is no better way to start the
flow of referrals to you than by giving referrals as often as you can. If
you don’t like to give referrals, you can never expect to set up a dynamic
of clients giving you lots of referrals. Remember, “As you give, you
receive.” True for all aspects of our life – including referrals!
#7 - Make it a habit to ask for referrals. Are you constantly looking for
opportunities to ask for referrals? When a client expresses extreme
satisfaction with your service, your brain must remind you, "Ask for a
referral now!"
#8 - Expect to get referrals. Have an attitude of expectation. Enter every
relationship expecting to get referrals. You’ll be amazed at what a
difference it makes. Your awareness changes, so your opportunities for
action expand. Of course, not everyone will play the referral game with you.
But having an attitude of expectation will really make a difference for you.
Warning! Don’t tell your prospects or clients you “expect” them to give
you referrals. This may hurt the chances of referrals.
So, how did you score? All 10's? If you're like most of us mortals, this
list has pointed to a few areas in which you can strengthen your referral
mindset. A strong referral mindset is necessary to creating your
referral-based business. Nurture these attitudes and turn them into powerful
action.
Questions and Answers
Article Tags:
get referrals
You never know when you may need an attorney. Finding the right one isn’t easy. Selecting the right attorney is a matter of knowing when you need one, what type of attorney is best and the steps to choose the right attorney.
The California serious injury attorneys of 1000Attorneys.com stand ready to use their experience and strength to protect your rights when you have been injured as the result of another person’s negligence or wrongdoing. Our members will guide you through the litigation process, deal with often-combative insurance companies on your behalf and advise you every step of the way in getting the compensation you deserve for your injuries.
In the age of social media, businesses are quickly realizing that they do not need to spend money on traditional forms of advertising, such as T.V., Radio, and Print Ads.
The following information regarding Patents, Trademarks and Copyright is brought to you as a public service of 1000Attorneys.com- State Bar Approved Patents,Trademarks and Copyrights Lawyer Referral and Information Service. The material presented is general legal information intended to alert you to possible legal problems and solutions.
Converting your sales business to a referral-based model requires you to rethink and rework your mindset. You must become thoroughly immersed in the referral-selling model.
So, you've signed up to a referrer website to get your free gadget. You've completed an offer on the website. Now all that's left to do is get those referrals, and the gadget is yours! Just one problem: you don't know how to get referrals!
70 Percent of businessesfail in their first year of trading. Most fail as a result of poor or NO advertising strategy. Global Brands spend over $25Billion on advertising on the average, most of the budget spent on TV and outdoor advertising. This article will give you pointers on advertising on a tight budget
Many businesses advertise with flyers and getting them into the hands of the general public is of great importance. If the delivery people make a stuff-up in any way, it reflects badly on the company. The company will be blamed if those flyers are left to blow around the streets.
Research has showed that global enterprises are quickly taking center stage in order to effectively promote their products and services.
Advertising today is like the weather. Everyone talks about advertising, but few entrepreneurs do enough about it to change or improve it. When you ask what the "big deal" is with advertising, that's an excellent question, because no matter how you want to view it there is one proven fact which is true of business owners and entrepreneurs worldwide... In today's recessionary spiral, every good entrepreneur wants to do more with less.
A pinback button may look very small but has a lot of significance attached to it. You may be wondering what is there in a button but a close look tells us that each button has their own unique story behind it. Every button is unique and distinct. Think of it as a small portable billboard carrying your message!
In this article, Bill Cates, author of Get More Referrals Now! and creator of the Unlimited Referrals® System, explains how you can improve the quality of the referrals you receive. Quantity can be important, but so is quality. The Unlimited Referrals® System can be found at http://www.GetMoreReferralsNow.com.
In this article, Bill Cates, author of Get More Referrals Now! and creator of the Unlimited Referrals® System, explains how you can be proactive for referrals without asking for them outright. These are soft, but effective ways to generate referrals. The Unlimited Referrals® System can be found at http://www.GetMoreReferralsNow.com.
The right information about solar power and solar energy for Knoxville residents at http://www.Knoxvillesolarpanelinstallers.com
In this article, Bill Cates, author of Get More Referrals Now! and creator of The Unlimited Referrals® System, explains how giving referrals in the right way will help you get more referrals coming back to you. The Unlimited Referrals® System can be found at http://www.GetMoreReferralsNow.com.
In this article, Bill Cates, author of Get More Referrals Now! and creator of the Unlimited Referrals® System, explains how timing plays an important role in when to ask for referrals. You don’t want to ask too early and you don’t want to wait too long. The Unlimited Referrals® System can be found at http://www.GetMoreReferralsNow.com.
Discuss this Article
