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 [...]

2018-02-23T14:07:59+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 [...]

2018-02-23T14:10:42+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 [...]

2018-01-10T10:31:12+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? [After reading this article, check out the Stacey Brown Randall Live Show (Episode 6) where I reveal more details anout one of the five steps in creating a referral generating plan.] For me the perfect day involves getting a walk in, actually eating breakfast and dinner with [...]

2018-02-23T14:18:49+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! [After reading this article, check out the Stacey Brown Randall Live Show (Episode 5) where I go in more depth about personality and referrals and why the intersection between them may not be what you think.] But it is a legitimate question – how much does personality play into getting referrals? Let me [...]

2018-02-23T14:21:20+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. [After reading this article, check out the Stacey Brown Randall Live Show (Episode 14) where I do in more depth about the sticky client experience.] 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" [...]

2018-02-23T13:48:08+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. [After reading this article, check out the Stacey Brown Randall Live Show (Episode 3) where I [...]

2018-02-23T14:26:25+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. [After reading this article, check out the Stacey Brown Randall Live Show (Episode 2) where I talk more abour creating referrals on a shoestring budget.] Here are some basic "rules" to consider when building a referral generating plan on a [...]

What To Do When You Need More Referral Sources

Do you ever wonder who is worth seeking referrals from and who is not? It is one of the questions I receive repeatedly. To have a healthy referral generating plan that is actually producing results you need to have a base of referral sources – people who send you referrals. But figuring out who those people should be can be tricky. Unfortunately (and fortunately because that would be weird), we don't go walking around with "A+ referral source" and "C- referral source" signs attached to us. From our perspective...as we are looking to cultivate more referral sources...that would be awesome if everyone did. [After reading this article, check out the Stacey Brown Randall Live Show (Episode 1) where I do in more depth [...]

2018-02-23T14:31:24+00:00

What the Heck is a Referral Experience?

If you are going to generate referrals without asking for them you are going to have to create a referral experience for your referral sources, the people who send you referrals or those you want to send you referrals. Just dropping in or calling to say hi every few weeks isn’t going to cut it. Neither is your automated eNewsletter or those generic cards you send that you didn’t even sign. You are going to have to do better.  Much better. You are going to have to create an experience. An experience created through connections that build and strengthen a relationship.  Because referrals only come from relationships and it is critical that you have solid relationships with your referral sources.  [...]

2018-01-10T10:31:13+00:00