How to get a gusher of referral business, that other people let go down the drain. First, the concepts: Advertising is a message from one to many Send out a message and some people will be attracted, and make an inbound call Advertising takes money. Cold calling is a message from one to one…
InfoMinutes
Kindling Question Workshop Handouts
Team Members know how to introduce you – really – they do. What they don’t have on the tip of their tongue is a way to begin, to start a conversation that would end with an introduction to you. Can’t start with the introduction; have to start with a question. And the question is just…
Timing = for the money
The difference between homeless and wealthy is time – a homeless person doesn’t know if they will eat tonight. A wealthy person is confident they can feed their family for generations. Referrals require a wealthy mindset. When people talk about today — today’s news — it sounds like “in these uncertain times … if you…
“Everyone is a great client for me” is not ever true – InfoMinute Green Card version
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. ____ An elevator pitch is meant…
Cliches aren’t Purple Cards
The Purple Card in an InfoMinute answers the question “Why me?” Cliches, by definition mean: we’re all the same. That’s why cliches can become profitably differentiating Purple Cards. Here’s today’s cliche: “I’m incredibly responsive.” Your assignment, right now, is to click comments and add three Purple Cards for yourself that come from this cliche. Click…
Where to Mine for Purple Cards
Last week I explored a gold mine and panned for gold with Tanner (7) and Mason (10). We learned from Miner Josh that the biggest chunks of gold were found right on the surface. Meanwhile, Jill Pullen discovered a new vein rich in Purple Cards: “I was just scanning feed forward cards from a 7 minute…
Why the Purple Card is Crucial to Referrals
Every minute of referral conversation needs five seconds of differentiation. Five seconds that answer the question “why I am good at this.” That’s the Purple Card. FOMO has been added to the Oxford Dictionary. It means fear of missing out. Sometimes people don’t share specific Blue Cards {the Blue Card is new, valuable, usable information}…
Confidence Creates Credibility.
The Purple Card in an InfoMinute is short – just five seconds – and it tells why you’re good at what you do. Examples I use frequently are Mary Galardi’s “I work with a clean clear desk”, my sister-in-law’s “I’m a certified picky person”, and my own “I’m good at remembering names.” During InfoMinute Seminar I share three…
How Can I Be Polite Without Costing Myself Referrals?
Prologue: Wendy, I am currently in a series of InfoMinutes about my merchant services audits. A merchant services vendor is visiting tomorrow (I invited him, he knows what I do). Although I’m not selling merchant services, I do address some of the unattractive service practices, and I don’t want to put my visitor on the spot….
