Power Etiquette – because referrals come from people who think you like them.
1: There are two bodies of etiquette
- Social Etiquette
- Business Etiquette
The rules are different based on the context.
2: There are three forms of etiquette
- Protocol – forms of ceremony observed by diplomats
- Manners – Social deportment, behavior and conduct
- Courtesy – My use of manners to show my self respect, and my respect and regard for others.
3: Concept: equal and fair are not synonyms
- Equal is for groups
- Fair is for individuals
4: Principles: communication is what the listener does
- Good news to groups — bad news one-on-one
- Good news for eyes — bad news for ears
- Good word of mouth is for ego — bad word of mouth is for protection
| Purpose: Equal or Fair |
- Arrive late = no InfoMinute
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- Stand when talking at PowerCore; everywhere else.
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- How much time do I have to respond —
to an invitation, to a task?
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- When do I owe a thank you?
Do I have to turn in a We Did Business slip?
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- Who’s responsible for:
Referral Records / We Did Business slips / Endorsement Letters?
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- Introduction purpose: make the speaker look good.
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Congruency creates credibility.
Credibility produces trust.
Trust generates referrals. |
- How to talk about money. Mixing business with politics and religion.
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- Dress for the meeting, for appointments.
Does it really matter if I wear my jeans,
cancel coffees, only follow up on the best referrals?
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- Why am I not getting referrals from my GateOpeners at the table?
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- Email: CC, BCC, sig file, auto responder
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- Paying for referrals and bartering
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- How to leave a group profitably.
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People refer to people who like them.
Respect shows liking. |
- Time: arrival, substitution, lunch, preparing introduction.
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- The benefit of rapport, and how to break it.
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- Is it my responsibility to tell them when . . .
Why don’t they tell me when . . .
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- How to refer to multiple people.
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- What should I do if:
I get a bad lead, get bad service, give bad service?
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- What should I do when a Member conflicts with me?
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