What to DO to GET Referrals: Element: Credibility | Topic: Substitution -Choice

Referral Trigger for the week of May 7
Topic: Element: Credibility | Topic: Substitution

Referrals are earned – not owed.
We earn them by demonstrating how we treat others. Share a system in your business where you have a choice
– the way we have a choice about whom we invite to sub for us
– and tell us what the criteria are when you are making this
decision with, or for, clients.

 

4 Responses to What to DO to GET Referrals: Element: Credibility | Topic: Substitution -Choice
  1. Michael Holle
    May 4, 2018 | 11:06 am

    When I am working with a customer or prospect, I am always work to treat them as if I was in their shoes and seeking an SBA 7a loan for a business. Every lender is different in the type of loans they want in their portfolio so I try to determine if there request is a fit for my employer and if not, help the customer find a lender that can help my client accomplish their goals. As for who I invite to sub, it is usually someone that I can help in their business and vice versa. I also try to be respectful of my other team members and not invite someone that is in similar businesses as someone in the Newnan Group.

  2. Robert Roseberry
    May 4, 2018 | 3:04 pm

    In the sales world it is easy to push sales material, go for the add-on, and use every other trick in the book. However, in order to gain credibility and earn the trust of my costumers I step out of the sales role and become a consultant. I start by listening to their needs and addressing the opportunity at hand. Only then, will I gain credibility and at that point my customer will sell for me. The sub I choose must have this same mindset in their business and how they interact with their customers.

  3. Jessie Hayden
    May 5, 2018 | 12:39 pm

    One system I have in my business where I have a choice is the free, initial consultation call I offer potential clients. Based on that conversation, I can determine if I am the right fit for a potential client and/or if that person is the right fit for me. My work with my clients is very hands-on and co-creative; it requires a dialogue and communication. I will be the first to admit that not every person who contacts me (or gets referred to me) is the right fit for my business.

    The criteria I use to determine this is a) the potential client’s level of passion (or vision) for his/her work and the course, presentation or info product he/she wants to create, b) the ability of the potential client to work with me as subject matter expert on the project, and c) the potential client’s teachability because to a large extent my work involves coaching a client through a learning design process, which requires a willingness to learn and try new things.

    The sub I choose must also show that self-awareness and understanding of who is best served and who she serves best through her business.

  4. Suzanne Hudson
    May 9, 2018 | 5:57 pm

    I have been with Thirty-One for 11 years so I have a fairly large customer base. I also earn referrals every month based on performance from the previous month. It is common for me to have one or two customers a month who place a $200+ order on my website. I could simply be excited about the order and move on. However, most customers do not realize that they can actually be the only customer on their own party and receive hostess benefits – free products, ½ priced items and hostess exclusives. I choose to call these customers and let them know that. I also let them know we can cancel their order and re-enter it as a party if they would like so that they can get that benefit on the order they had just placed. I love to reward my customers with FREE stuff and they are super excited to find out that they can get it! This goes a long way in creating loyalty to me as their Thirty-One rep because they know I am looking out for their best interest.

    When I look for a sub for PowerCore, I like to look at other Direct Sellers to see if there is someone who could benefit from subbing for me and they are someone I am comfortable representing me as well. I also like to look at others who might have a great product to offer and are in a start-up business that has a lot of potential. I love seeing others succeed and hoping I might have had a small part in it in some way.

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