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.
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____ |  |
| 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 |
 |
and a triangle |
 |
 |
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| “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 |
| There are three ways to identify a WHO:1: by name, Jane Smith 2: by title, 3: by relationship, |
——— | 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 |
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 5: works from a list, writes everything 6: served in the military 7: calls you back when you 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 |
The irony is not lost on me that most people who say EVERYONE is a client often have the hardest time in identifying to whom and how we should introduce them. It takes work!