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Private Referral Lesson #3 of 4
"The Single Greatest Strategies to Exploding Your
Referrals."
~~~ How to Ask for & Brainstorm
About Referrals.~~~
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We're
cranking along and it's going to
get intense today.
At your request, here is Lesson
3 of my 30-day E-course.
Before I begin today, commit
this definition to memory:
"...To regard highly, to
appreciate, to evaluate and find
desirable, useful and important
to the user/possessor."
The question in this lesson is
how do you confidently
build a bridge between yourself,
and your desire for
more new business and referrals
and the steady results
that produce consistent referred
business?
That's a mouthful, true. But
that's what I'm teaching you in
Lesson 3. I've subtitled it:
"Confidently Discussing
Referrals. What to Say?"
Point 1. Generating
consistent referrals
requires verbal, written and
often times unknown actions. I'm
attempting to teach you how to
minimize these unknowns. You
can't remove them. Just
minimize. In my monthly
Tele-Coaching programs, I give
specific exercises (too lengthy
to list here).
Point 2. You can not
confidently ask or discuss
referrals until you're
certain a client (or colleague)
values your work. *Value* is
paramount. Re-read the
definition above--- it's for the
word *value.* No conversation
about referrals should (or can)
happen
successfully until you have
sought out "value reinforcement"
statements or "worth
reinforcers" from people and
heard them clearly. Why? Obvious
reasons.
Let's look at...
Point 3. A referral is an
implied endorsement.
Essentially, you can define a
referral in its simplest form as
"risk." In other words, you're
*risking* your reputation by
recommending a person use or
purchase a product or service.
And people are very careful.
People seek referrals for highly
valued (and highly risky)
decisions in life. You want a
referral for Lasik eye surgery;
not to get a splinter removed.
You want a referral for a
child's college funding need;
not to buy a EE-savings bond.
Again, *value* is the key. You
must get it out in the open.
How?
By asking questions, casually
and gently of people:
Ex: "John, explain how my
work has helped you?"
"On a scale of 1 to 10, please
rate my work..."
"Are you finding *value* in our
relationship? Why?"
Value produces affirming
statements. Affirmation of your
work (and your *worth*) begats
personal confidence. And
personal confidence allows the
referral gates to magicallyswing
open.
I can not impress upon you more
the concept of seeking value
with those people now
experiencing your work.
_________________________
The Key Concept.
Client satisfaction and value
have two components. One is
measurable value and the other
is perceived value.
Measurable value may be in
reduced time, quicker
retirement, more money, peace of
mind or any other quantifiable
resource like cost or savings.
Even something like reduced
errors has a quantifiable value.
Perceived value, on the other
hand, may not be strictly
measurable but is nevertheless
of perceived value to the
client. This could include such
things as work that can now
be done that was impossible
before using your services. It
could be better confidence, less
worry, or just ways your
operation or client services
helps people easier.
In order to confidently discuss
referrals, you must first know
whether a person values your
work and finds worth in it.
___________ L e s s o n 3 R e
c a p _____________________
Action Steps
-- Beginning listening for
"value reinforcements."
-- Gently probe, question and
seek reinforcement.
-- Understand people communicate
differently.
-- Always, always seek to
confirm they find value in you.
________________________________________________
More advice in a few days.
Practice what you're learning!
I'll be back in touch with you
in few days,
Daryl Logullo
Founder
Maximum Referrals, a division of
Strategic Impact
http://www.MaximumReferrals.com
_____________________________________________________________
P.S. -- My personal monthly
tele-coaching academy can
revolutionize your referrals.
The program could literally
change the way you do business
forever. It's that powerful.
You owe it to yourself to take a
serious look. See --
http://www.maximumreferrals.com
_____________________________________________________________
In Our Final Lesson:
(Sent by e-mail in appx. 3 days)
+ "A Special Personal Audio
Recording from Daryl Logullo!"
_____________________________________________________________
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