Ask Your Own Questions

Tip 29 - Ask Your Own Questions
from the book 29% Solution by Dr Ivan Misner and Michelle Donovan

Most of us have been taught as children that if someone does something nice for you, you should someday return the favour. The law of reciprocity guides our obligations and commitments to each other, because most of us don't like to feel obligated to others. This even has an impact on our conversations when we're networking. If you want someone to ask you specific questions, ask them the same question first.

Action Step
Before attending your next networking function, think about what you want other people to ask you. To get the most out of the law of reciprocity, take the initiative and ask those questions of each person you meet. If you do, you will accomplish several things: (1) you will find out whether this person is someone you want to know better, based on his preferred client and his personality; (2) you will offer support to him instead of selling to him, which will open more doors for the conversation; and (3) you will give yourself opportunities to network your business more effectively.

Quote - "Perhaps the world little notes no long remembers individual acts of kindness, but people do." - Author, Herm Albright

Your action for today is to remember someone who did something kind for you.

I good referral for me this week is to a Builder that is looking for more work in the Sydney Southwest are as I have chapter looking to refer them work.

Recruit Your Word-Of-Mouth Marketing Team

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

Tip 4 - Recruit Your Word-Of-Mouth Marketing Team

These people
1. Know you very well,
2. Really like you,
3. Trust you.
They are influential people whose recommendations and testimonials carry great weight with your preferred clients and are willing to establish a reciprocal referral relationship with you. They help create buzz in the community because they believe in what you do..

Things turn out best for the people who make the best of the way things turn out." - Radio and TV Personality, Art Linkletter

Your action for today is to take a challenge or setback you are currently experiencing and turn it into a learning opportunity.

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How can a Mechanic find referrals for an Accountant

Last week I wrote about the importance of taking the time to thank people who find referrals for your business and that one of the best ways to thank them is by taking the time to write them/their business a testimonial. Well this week sees us take a look at how people from different industries can work together in finding referrals for one another.

Recently I received a friendly reminder notice from my mechanic Sue Taylor - Southwest Automotive in Campbelltown about my cars upcoming registration renewal. Something I have begun to expect from Sue, however this letter was a little different. About half way through the letter Sue began to introduce her accountant Rick. The letter goes on to say how many years of experience Rick has, the types of services he offers and that she could arrange an introduction. The timing of the letter was perfect as it is tax time and to add a little sweetener to the introduction their was a discount coupon attached that offered all Sue's loyal clients a 20% discount on any personal or business tax return.

Similar to a testimonial they achieved many things by working together that cost very little to either business including, a personal introduction over a cold call, value adding to her clients which also helps to bring loyalty and an increase in exposure for the accountant.

Before you send your next monthly statement or promotional flyer ask yourself who else could you work with to help achieve the great results for everyone concerned.

Co-operation is working together to achieve things you can not possible achieve by yourself. - Dr Ivan Misner

If you want to receive, then learn to give!

Few people would argue that referral marketing is one of the best ways to get more business. However if you want to get more business then I think its critical you learn how to give business as well. I want you to think for a moment about the people who have given you a referral in the past, alliance or referral partners, clients both new and past or just someone you meet at a networking function. When was the last time you really thanked one of them.

A few years ago Dr Ivan Misner, the founder of BNI, conducted a study and they found that there was a 30-40% gap between the amount of referrals people think they should be getting and what they actually did get. Now think for a moment, is it any wonder they stop referring you if you never thank them for it. Next time someone gives you a referral make sure you thank them sincerely, write a testimonial for their website (a personel favourite) or better yet, find them some business. Let them know that you have followed up with the referral and give them some feedback on how it went. I have found that if you take the time to thank them they will continue to give you more.

Information alone does not change behaviour - Matt Linnert

THANK one of the above people today!!