Referral Triggers

Purpose: Commander’s Intent – Three Whys

Use the exercise of asking why, three levels deep, to discover Commander’s Intent – a reason more valuable than need. Share the reason why [1] a client came to you, tell why [2] that reason was important to them, and then the third why [3] explaining their crucial motivation.   platform: What to SAY to GET Referrals program:  Purpose…

Purpose: Commander’s Intent – Grand Slam

The client is the commander. Profitable InfoMinutes include the Commander’s Intent. There’s a best-case scenario and then there’s grand slam – above their wildest dreams. Share a client story where they were able to go on to something beyond what they could initially imagine.   platform: What to SAY to GET Referrals program:  Purpose pin:  Commander’s Intent point:  Grand…

Purpose: Commander’s Intent – Hope Dream Fear

The client is the commander. Every InfoMinute needs a sentence of Commander’s Intent. One way to express a prospect’s intent is by the result they hope for when your work with them is complete. Tell about one client’s result because of you. ​ platform: What to SAY to GET Referrals program:  Purpose pin:  Commander’s Intent point:  Hope Dream…

Purpose: Commander’s Intent – Drill Bit vs. Hole

The client is the commander. Every InfoMinute needs a Commander’s Intent sentence. One way to express a prospect’s intent is by what they fear. Tell the story of one prospect, and what they shared was their worst fear. ​ platform: What to Say to Get Referrals program: Purpose pin:  Commander’s Intent point:  Drill Bit vs…

Pace: Present – The Edges

Referral Triggers force us to be specific. Think of the smallest possible component of your business – something so specific you have not yet done an InfoMinute on it. Show us how this small, important, component is integral to your client’s success and satisfaction. ​ platform: What to DO to GIVE Referrals program: Pace pin:  Present point:  The Edges…

Pace: Present – What We See

Body language is a characteristic we can see. Show us, with body language, what your most profitable client looked like when they first came to you. Show us what we will notice when one of our clients is ready for you. ​ platform: What to DO to GIVE Referrals   program: Pace pin:  Present point:  What We See Referral…

Pace: Present – All About Them

Spend this whole minute describing your most profitable client. One minute = one client. Start with their name – any name will do – and give us specific details about them. This is all about the client, not about what you do for them … about them. One minute. ​ platform: What to DO to GIVE Referrals   program:…

Pace: Present – Curved or Straight

Give us a few of your price points. Tell us why you choose to be at the Bic, Schaefer, or Mont Blanc point in the price spectrum. If your prices are competitive, tell us what customers aren’t paying for – Costco and Ikea don’t provide bags. If your value is high, share what your customers…

Protégé: Process – Extend value

What system do you have to follow through with past clients – what result do you get because of this procedure?   platform: What to DO to GET Referrals program: Protégé pin:  Process point:  Extend Value Conversation lead by: the Newnan Team

Protégé: Process – Evaluation

What evaluation questions do you ask clients at the mid-way point of your work with them? Share an answer we wouldn’t expect, and tell why it’s important for your client to understand this part of your process.   platform: What to DO to GET Referrals program: Protégé pin:  Process point:  Evaluation Conversation lead by: the Milton Team