Imagine your business as an infinite web of relationships. Every one of your business contacts has the potential to connect you to dozens of other contacts. The relationships are out there, but they'll likely remain out of reach unless you actively pursue them.
It may never occur to your current contacts to broker an introduction. It's up to you to put the idea in their heads. Don't feel sheepish about asking for referrals; there's nothing pushy or smarmy about it. People won't give you referrals unless you deserve them. In fact, getting a referral is the highest compliment you can receive. Let your customers know you prize referrals, which you'll earn by providing excellent quality products and services.
"My therapist told me the way to achieve true inner peace is to finish what I start. So far I've finished two bags of M&M's and a chocolate cake. I feel better already." - Humorist, Dave Barry
Your action for today is to treat yourself to a small indulgence
Friday, August 28, 2009
Thursday, August 20, 2009
How does your team make the connection
It has been a while and I thank everyone for there emails of support..anyway on with today's tip.
As important as stating who is a great referral, is how to make that contact. This one came to me as a blinding flash of the obvious. If you are a printing company and specifically ask for a referral to the owner of a local lotion manufacturer, your sales force needs a little more information on how to make that connection. Why is that a good referral for you? If I know that owner, what should I tell them? What should I ask them? How can I get you in front of them? When it is not obvious, it is your job to bridge that gap by training your fellow members how to generate this referral, after all you are the expert in the types of clients you are after and how to best find them. Don't keep that a secret, share the how and why and most importanly give constructive feedback afterwards.
"Success is going from failure to failure without a loss of enthusiasm." - Winston Churchill
Your action for today is to renew your enthusiasm for something where you've suffered some setbacks
As important as stating who is a great referral, is how to make that contact. This one came to me as a blinding flash of the obvious. If you are a printing company and specifically ask for a referral to the owner of a local lotion manufacturer, your sales force needs a little more information on how to make that connection. Why is that a good referral for you? If I know that owner, what should I tell them? What should I ask them? How can I get you in front of them? When it is not obvious, it is your job to bridge that gap by training your fellow members how to generate this referral, after all you are the expert in the types of clients you are after and how to best find them. Don't keep that a secret, share the how and why and most importanly give constructive feedback afterwards.
"Success is going from failure to failure without a loss of enthusiasm." - Winston Churchill
Your action for today is to renew your enthusiasm for something where you've suffered some setbacks
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