Why Are There 10 Year Members?

I started the day with the 30305-Buckhead PowerCore Team.
This was my first time at their new location on the 18th floor of the Buckhead Financial Center–yowza–what a gorgeous way to start the day.

My surreptitious reason for being there was to hand out pins.

Phil and Darrell


Gold Stars, for inviting 5 Members who joined, to Phil Minnes and Darrell Rodgers.  (Notice the bling on Darrell’s badge! He’s got two more pins coming soon.)

And a fabulous 10 year pin to Jason Wade:

 

Jason

(Was it really 10 years ago that I told him, with a straight face, that PowerCore didn’t need a web site? Nah, that was 14 years ago! Jason sold his business, left entrepreneurville for awhile, and then returned.)

Two thing you want to know about came out of today’s interaction:
The first was Dr. Nya’s introduction of 7-Minute Presenter Erik Bryant.
It was so fabulous I asked her to read it for you here:
(Watch Erik’s face while she’s reading it! Don’t you wish she was your introducer? Wouldn’t you like the people you introduce to feel this way about you?)

watch?v=McEUs23lsOc

 

The Ah-hA moment of the day came after the meeting, when I was chatting with Jason and new Member Karen Powell-Newman.

Jason said that 3 year, or 5 year, or 10 year Members have

  • gone through the “getting no referrals” spots,
  • figured out what they did to cause that,
  • changed, and
  • survived.

And that’s why, he said, there is credibility and value in the knowledge that a PowerCore Member has been around for awhile.

Ah-hA.
Smart guy, my friend Jason.

The workshop I presented was It’s Raining Referrals, and the question card yielded: What’s the most effective time and way to ask existing clients for referrals, and when is it appropriate?

Current research shows that story is the best tool to use when we want to be memorable and informative at the same time. So the answer is: by telling stories.  While working with any client it’s appropriate to insert:

“The process we’re using is the best for your business, but last week I was working with a client whose situation was {insert specific details here} and for whom the best decision was {insert totally different process here}.”

This puts two thoughts {both profitable for you!} into the client’s mind –

a} who do I know who is like this other person, but not like me
b} who do I know who is like me?

For other answers, if you like to read, check out Scott Kramnick’s book Expecting Referrals. He’s got a great 3-part system that is comfortable and effective.  Want to learn it right now? Ask for it in comments.

To Referrals–and Beyond,  W!

Wendy L. Kinney
PowerGenerator
404-816-3377

2 Responses to Why Are There 10 Year Members?
  1. Joyce Edwards
    January 29, 2010 | 11:28 am

    I would love to know Scott Kramnick’s 3-part system, as well as to see an example of the formula you mentioned above.

  2. Wendy Kinney
    February 1, 2010 | 2:40 pm

    Well, Joyce, thank you for asking!

    The first time you meet with a prospect, use this script:
    Sally, I want you to know that I get paid two ways.
    If you and I do business together, of course my company is going to pay me a commission.
    But more important to me, if you feel that I deal fairly with you, and always keep your highest and best good in the front of my mind, I want you to know that I appreciate your referrals.

    The second time you see this person, perhaps they are becoming your client, use the exact same script–NO DEVIATIONS:
    Sally, I want you to know that I get paid two ways.
    If you and I do business together, of course my company is going to pay me a commission.
    But more important to me, if you feel that I deal fairly with you, and always keep your highest and best good in the front of my mind, I want you to know that I appreciate your referrals.

    The third time you see this person say:
    Sally, as you know, I get paid two ways. Who have you thought of who also needs my services?”

    Scott says they’ll hand you a list of three to five names and phone numbers, and say “I’ve told these people about you, they’re expecting your call.”

    Here’s the key component.
    Don’t rush to script 3.
    Scripts 1 and 2 are the same, and you have to do them both, at different times.
    Rush it, and you lose. Everything.

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