“Everyone is a great client for me” is not ever true – InfoMinute Green Card version

Tyler felt spammed (Best Client version) because she wasn’t seen. She was lumped. Eeeewww.

It was the script: “my specialty is in your industry.”  (May I Tell Him He’s Wrong?)  that created her predictable response: “I’m unique – so I am not your client.”

Think about the differences between an elevator pitch and an InfoMinute.

ElevatorSale ____ ReferralConnection
An elevator pitch is meant
to turn a conversation partner
into a client.
An InfoMinute is meant to
generate repeated “I’m going
to introduce you to Bob; he
would like to
talk with you”

referral introductions.
_________________________________________________
It’s the difference between a
straight line of communication
 GreenArrow and a triangle
straightline Metaphor of communication. Concept. 3d illustration
“I specialize in the pet industry”
is a straight line sales script.
“I’m a good referral for
the owner of a doggy day care
who is opening a second
location” is a referral generating
InfoMinute Green Card.

Every InfoMinute has a Green Card.
Green cards have two parts:
WHO (always a person)
and
HOW (a behavior).

Think of the two parts the way you’d think of naming a Chinese Restaurant,
pick one from each column and voila –

Happy
Golden
Chinese
____ China
Gardens
Pagoda
Buddha

HappyGoldenPagoda

 

 

 

 

 

 

 

 

 

 

 

There are three ways
to identify a WHO:1: by name,
Jane Smith

2: by title,
Practice Manager

3: by relationship,
next-door-neighbor

——— There are five behaviors –
five ways to say HOW:1: words they say
2: facial expression
3: tone of voice
4: body language
5: work product

 

Here’s my list – add yours in the comments:

Jane Smith

Managing partner

Church pastor

Friend

Marketing VP

Dog trainer

Massage therapist

Dentist

Landscaper

 

 

WHO
+

HOW

=

Referral
__Generating__
Green
Card

1: gives you their new business card

2: grins when you talk about camping

3: laughs every time you see them

4: is always first to stick out a hand
to shake hands

5: works from a list, writes everything
on the list, and checks off the list.

6: served in the military

7: calls you back when you
send an email

8: just opened their second location

9: just hired a full time sales person

10: with 15 trucks on the road

11: orders wine with lunch

 

Referral Trigger for the week of January 14

Conversation led this week by the Kennesaw Team, all responses welcome. In the last twelve months we crested the 50% mark. Fifty-percent of Americans have a smart phone.     • What has that done to your business?  • Do you have an app? • How does it help your clients? • Or do most of…

InfoMinute Symptoms and Referral Cures

Think of the client who you made the most difference for.  Think about what you did for them.   Now tell us how their situation is different now, after your work, than it was before they hired you.   End by sharing what they say they can do now, that they weren’t able to do…

InfoMinute Symptoms and Referral Cures

Not everyone is a prospect. And not every prospect is ready now. Referrals happen when we see something you’ve talked about.   You said it would happen, and it did. So we think you’re credible, and we’re willing to refer to you.   Set us up to refer to you. Describe what we would see…

What Are My GateOpeners?

Look around the table. Who here has, or you think could, give you the most referrals. You would like referral relationships with nine more people in their classification. How could the two of you do a joint 7-Minute Presentation so that Members will understand how to effectively introduce you to other people in that business?  …

What Are My GateOpeners?

Look around the table. Who here has, or you think could, give you the most referrals. You would like referral relationships with nine more people in their classification. How could the two of you do a joint 7-Minute Presentation so that Members will understand how to effectively introduce you to other people in that business? Referral trigger…

What Are My GateOpeners? Inviting GateOpeners

What GateOpener classification could you invite to our Team, and which Member might be a GateOpener for them? If Bankers are a GateOpener for you, and we don’t have a Banker on the Team, you can utilize our meeting as a way to initiate or follow through with many Bankers, until one joins!   Would…

What are my GateOpeners? GateOpeners are a classification

What are my GateOpeners?    GateOpeners are a classification; but that doesn’t mean everyone in the classification will refer to us. CPAs are GateOpeners for Payroll service; but a CPA who offers payroll isn’t going to refer to a service.   Name a classification that is often a GateOpener for you, and give the characteristic we…

What Are My GateOpeners?

GateOpeners are a classification that our clients use before they use us.   Think of your best client. The client who has been the most profitable and the most enjoyable to work with. What was going on for them just before they needed you originally? How did they find you?   Describe your first interaction,…