How Are You Celebrating Your Referral Sources This Year?

This is it. The time has come. December starts in just days. Which brings up the MOST IMPORTANT question you will answer this holiday season. Oh yes, the most important question - and it is NOT what to get your kids, spouse, partner, parents, siblings, grandparents, cousins, friends or co-workers for Christmas or Hanukkah. (Not that we don’t love them dearly!) The most important question is...how will you celebrate your referral sources? If you have been working hard to cultivate and strengthen the relationships you have with those who refer you new clients then this is an important time of year. And if you are new to growing and cultivating relationships with referral sources then this is a great time of year to [...]

2017-11-21T07:52:57+00:00 Tags: , , |

Thanksgiving Thoughts About Thanksgiving Cards (and Other Holiday Cards)

It’s about to be that time of year…when the mailboxes begin to overflow with Thanksgiving cards followed by Christmas, Hanukkah and holiday cards. Some people consider sending a Thanksgiving card so they can stand out from all the Christmas or Holiday cards that will hit in December. I totally get it. If you are going to take the time to have a card printed and mailed you want to make sure those receiving it actually pay attention to it. Except sending a card on another holiday to avoid an even larger holiday doesn't really work…unless you make sure your Thanksgiving card (or any holiday card) has two critical factors in place that will allow it to have the desired effect.  The [...]

2017-11-06T10:24:32+00:00 Tags: , , |

How My Sales Language Changed After I Started Receiving Referrals

If you have ever attended sales training, read a sales book, or had someone teach you to “sell” – it may be hurting how you deal with and close a referral. I’m not saying what you were taught is wrong but the sales advice and techniques won’t work when you are having a first meeting with a referral.  With a referral you need to shift your mindset. One way I see people mess up a first meeting with a referral is to approach with the wrong language. They use cold language by sticking with a cold script and seem to have a “something to prove” mentality. Or they spend too much time explaining the features and benefits following a process [...]

2017-10-20T16:02:00+00:00

How Promo Swag is Killing Your Referral Strategy

Who doesn't love snagging free stuff from companies? You know the stress ball, the hat, koozie, UBS flash drive...reminds me of my college days where you could get a t-shirt just for signing up for a credit card...or two or three.  More applications = more t-shirts.  Woo hoo! Currently – at the time of the writing of this article – I am attending a conference in Minneapolis and the promo swag (or promotional material) is flowing.  What makes swag – or free items – promo swag is when you put your company logo on it.  Some of it is really cool…like the really nice notebooks, the coconut oil, the wine charms, a plate. But most of it will end up [...]

2017-10-18T17:01:04+00:00

It Was Like Looking in a Mirror…A Referral Generation Success Story

Over 3,000 referrals since 2003. That’s around 200 referrals per year. Every year for the past 15 years. And that is just what he has tracked in a spreadsheet (since 2003).   Prior to switching over to tracking in excel he kept a list of all referrals and referral sources in the back of his yearly paper calendars since 1977, the year he started his own law practice. Just amazing. And 100% possible. From time to time I have people tell me their business is built by 100% referrals.  As you can imagine my ears perk up and I want to know more. I always ask to interview those who have a business built by 100% referrals to see what else I [...]

2017-10-05T14:56:05+00:00

5 Steps to Creating a Referral Generating Plan

Will you do me a favor? Please close your eyes (okay just close one until you read the next line.) Imagine what the perfect day looks like for you and your business. Just take a moment – close your eyes – and imagine it.  It’s okay, I’ll wait. Now how many days a week or month or year do you have where what you imagined is actual reality, the perfect imagined day is real day? For me the perfect day involves getting a walk in, actually eating breakfast and dinner with my husband and kids, spending time working on my most valuable and important tasks (like creating content, delivering a VIP referral session or training with a client or answering [...]

2017-10-10T13:12:15+00:00

The Intersection of Personality and Referrals

When people first meet me (through my videos or in person) and hear me talk about referrals I typically receive comments like "You're so passionate."  Or "You can tell this topic gets you excited - your energy is contagious." Which is sometimes followed by this question. "Stacey, I'm not you.  I don't have your personality. Will that hurt my chances in generating referrals?" Nope. Well actually - ABSOLUTELY NOT! But it is a legitimate question – how much does personality play into getting referrals? Let me answer it for you. The only part of your "personality" that plays into receiving referrals is you being authentic.  Authenticity is key in the process because referrals only come from relationships and relationships are [...]

2017-09-21T16:50:10+00:00

How the Client Experience Elevates Your Referrals

The most important aspect in generating referrals is something I can’t help you with. You are 100% on your own for this critical piece. And interestingly enough, it doesn't have anything to do with your direct referral generating plan. But it has everything to do with understanding the client experience. What is this crucial piece - the foundation - to setting yourself up to receive referrals. That you do great work. No one will refer to you if you do crappy work.  But it is more than just giving bad advice or delivering a shoddy product. Clients also view "crappy work" when the experience they were expecting by working with you, doesn't happen.  When the client experience is not aligned from the client’s expectations [...]

2017-09-14T12:52:23+00:00

The Lost Referral (and How to Save Yours)

Do you think you have captured all of the referrals you have ever received? I mean Every. Last. One. I hope your answer is yes but all too often the answer is no.  If we are being completely honest.  And I always want you to be honest with me.  Because knowing where you stand is the first step to figuring out the path to where you want to be.  But if you don’t know or aren’t honest about where you are starting, how can you move forward in the right direction? I believe the easiest process when it comes to generating referrals is capturing the referral. I didn’t always think that way.  In fact, having to track where the referral [...]

2017-09-11T13:03:28+00:00

Referrals on a Shoestring Budget

When I talk about how to create your referral generating plan, most people think a large budget is needed to make it work. It’s not (thankfully). But I understand how that perception happens. When I use words like “experience,” “memorable and meaningful” and “top of mind throughout the year” the typical thought is a sizeable budget is needed to go along with it. But the truth is you can have a successful referral generating plan on a shoestring budget or any size budget. Here are some basic "rules" to consider when building a referral generating plan on a shoestring budget. One idea I am going to give you for free so read on! Rule 1. Focus on Building Connections At the heart [...]