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? [After reading this article, check out the Stacey Brown Randall Live Show (Episode 13) where I talk more about celebrating our 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. [...]

2018-02-23T13:51:37+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. [After reading this article, check out the Stacey Brown Randall Live Show (Episode 11) where I look closer at Holiday and Thanksgiving cards and why you need to change your thinking on the type of cards you send.] Except sending a card on [...]

2018-02-23T13:57:30+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 [...]

2018-02-23T14:07:59+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. [After reading this article, check out the Stacey Brown Randall Live Show (Episode 7) where I go in more depth on the rub between your CX and RX.) From time to time I have people tell me their business is built by 100% referrals.  As you can imagine my ears [...]

2018-02-26T13:20:00+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

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

Where Referrals Fit in Your Sales Strategy

New clients. The name of the game to grow our businesses (or book of business).  Every year we set metrics and goals for how many new clients we need to bring on. Whether your number is 10 or 100 new clients needed every year, I’ll bet you have some kind of plan or strategy to hit that number.  Your plan will have the activities you need to do on a daily, monthly or quarterly basis to help you hit the number.  Activities like networking, cold calling, direct mail, LinkedIn prospecting, Facebook ads, SEO, publicity via earned media, social media updates, attending trade shows, etc.  For some it is a well detailed plan that took hours to create and for others [...]