This is a great article by a Man that I subscribe to, Steve Gordon.
People often say that it’s easy for me to get referrals – it’s your product, character, type of network event etc.). Just like anyone else, I have to work hard at growing and developing quality referrers.
Read Steve Gordon view and compare with your attitude and approach.
THE MARKETING LETTER Wednesday, April 23, 2014
I’m a serious student of the 80/20 principle. It says that 80% of the results are created by 20% of the inputs.
I’ve found it to exist in every part of my business and my life…
Including the development of referrals.
Three strategies drive 80/20 referrals…
#1. Authority – You want more referrals with less effort…you want leverage? Become an authority. Not just in knowledge, but create the “stuff” of authority…a book, a speech, something that satisfies our pre-wired notions of what makes someone authoritative.
#2. Ease of Referring – Referring YOU is hard. You’re scary…to a referred prospect facing a first meeting with you, the sign of a successful meeting is it ending with his wallet lighter than when he arrived.
But you, “packaged” in something less threatening–a book, or webinar, or CD–is easier, no chance of a “wallet-ectomy” if I pass on your book.
#3. Specificity Want to guarantee you’ll get zero referrals? Ask a client if they know “anybody” who might need your help. I’ve never met anybody, who knew anybody, named “anybody.”
Do a little bit of legwork for your client and put a list in front of them of people they should know. Let ’em pick who you should meet like they’d pick lunch off a Chinese menu.
One of my private clients put these three strategies together yesterday to grab 11 referrals in 90 minutes from a single client…the first time he tried it.
Who I Help
About Cornel Sampson
Helping UK Businesses MAKE MONEY and SAVE MONEY on rates they pay to the bank for taking payments by Debit/Credit Cards
Helping Retailers and service providers to take payments by debit/credit cards face to face or online – Saving up-to 40% in Fees & Charges
Call me NOW for a FREE review or a NEW Merchant Account