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

Referral Trigger for the week of April 30
Topic: Element: Credibility | Topic: Substitution

Referrals are earned – not owed.
We earn them by demonstrating how we treat others.When a Member has a Substitute, we think they’ll keep
the appointments they make with clients, too.

  • What frustrates clients about other people in your industry?
  • What system have you put in place to make sure your clients
    never have that experience with you?


5 Responses to What to DO to GET Referrals: Element: Credibility | Topic: Substitution -Responsibility
  1. Wendy Kinney
    April 27, 2018 | 10:52 am

    In networking situations people are frustrated by being sold to. I had a conversation with someone last week who said “I don’t want to say ‘no'”; this week a Member prospected me, and I felt exactly the same way.

    So I repeat “sell through, not to” in a variety of ways, constantly. (I should count the number of ways I say that – [1] “No one gets up for a 7am meeting thinking ‘better bring my checkbook…”, and [2] “The people at this table are not your clients – their clients are your prospects”, and [3] “Dan Ariely’s research shows that 87% of the time, when someone who has regularly referred to you does business with you, they stop referring”, bet I could get to [10].)

    Our fear is that we might miss a sale.
    The reality is people do miss lots of referrals, forever, when they
    a: assume a question on a FeedFordward card means the person is ready to buy;
    b: or that it’s appropriate to subscribe everyone on the Team to their newsletter;
    c: or that a coffee appointment should follow the same rhythm as a prospecting meeting.

    An excellent system for overcoming this tendency is the PowerPerk: six questions that allow three people to share deeply, in 20 equally timed minutes each. Click on Power Resources, then the PowerPerk tab, to download a .pdf and try it out.

  2. Joe Sheriff
    April 27, 2018 | 11:10 am

    Communicating the gargantuan amount of info that a client needs is difficult in the mortgage business. The best way is the phone. I have my earbuds glued to my head all day until I go to bed, so that people can call me at any time and I’ll have an answer or try to find one.

  3. Jessie Hayden
    April 27, 2018 | 11:22 am

    I think what frustrates clients about people in my industry, which is instructional design/learning design, is when they feel like their vision for an online course, information product, etc. is not being heard or understood. In order to work with clients in the intimate, co-creative way that I do requires compassion, empathy and excellent listening & communication skills.

    The system I have put in place to make sure my clients always have a positive experience with me is a design framework development process that puts the client’s vision/concept for their learning product and their business first.

    In sum, my expertise lies in learning design and teaching/training; my clients expertise lies in their industry and their business. I can only guide my clients; they have to lead as subject matter experts in order for me to bring their informational or educational products to life.

  4. Michael Holle
    April 27, 2018 | 11:29 am

    In the SBA 7a Small Business Lending world, different lenders/banks have different types of loans they like and do not like. What I have found is in my industry, a lot of lenders tend to tell someone, good luck if their loan needs do not fit into their banks so called credit box. This bothers me because I always tell myself, “my client or prospect did not wake up this morning and decide they wanted to call me for an SBA small business loan for fun”. They have a need and my job is to help them fulfill this need hopefully through my lending institution and if it does not fit with my employer, help them find a fit with someone else so they can fulfill their dream of their small business in order to help others.

    A prime example is my day care customer, Laura who has a lease to purchase on her day care space for the past 9 years and wants to purchase her facility from her landlord. I have been working with since February of 2017. My employer passed on the deal but I have directed them in the right direction to get with a lender that will do the deal. I touch base with them once a week that I know consider them a friend instead of a prospect. We plan to have their loan closed in the next 30 days. Not only am I helping them continue their small business dream as a day care owner, I am helping provide 300 children a safe day care and giving 600 parents/grandparents the comfort of knowing their child/grandchild is in a safe place while they are at work.

  5. Lorinda Buckingham
    April 27, 2018 | 6:11 pm

    In the world of coaching and training, our service is based upon needs. It is not a “box type” product like a purse or water heater. Therefore, we have to make sure that we are clear on our services so that we are properly paid for them. So a usual issue in our industry is that people may try to schedule a coffee to get a free appointment to ask questions regarding their business. : -) To address this issue, I am very intentional about the meetings I attend and am comfortable with sharing with someone that we charge for our services. In addition, when I meet with other people or network, I attempt to respect their business and not assume that our meet up or coffee is an invitation to get a free consult. I personally do not like it when people try to prospect during network coffees. So, I don’t do it to other people.

    I love helping people and making sure that they get the best treatment and service.

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