Manufactured Referrals Never Work

Have you ever asked for a referral before? What happened? Did the person you asked answer with a stock response like, "let me think about it?" (And did they ever get back to you with names of people for you to call or email?) Or did they almost automatically sit back in their chair or start to shift in their seat?  When they moved back from you they are subconsciously trying to distance themselves from the request you just made.  And the shift in their chair means they are uncomfortable. Why does that happen? Because you attempted to manufacture a referral...meaning you tried to create one that doesn't exist. Now you could argue that asking allows the other person to [...]

30 Ways to Take Control of Your Referrals (Cool Infographic too)

So if I can't ask for referrals and I can't pay for referrals, how in the heck do I generate referrals? Excellent question. And it is one I hear a lot. My answer is always the same...just because you shouldn't ask for referrals or pay for them doesn't mean you do nothing.  You just have to know what to do and then do it consistently to generate referrals in your business.  It is how I consistently generate triple digit referrals (over 100) year in and year out in my coaching practice.  Or how an attorney has generated 2,730 referrals in the last 13 years (that's approximately 210 referrals per year).  Or how a CPA brings in 57% of new clients [...]

What does goal setting, sabbaticals and referrals have in common?

It may seem like goal setting, sabbaticals and referrals don't have much in common but for me they do. I didn't arrive at one - the sabbatical - without the other two - goal setting and referrals. But first let’s back up and let me ask you a question…a super important question...have you spent any time over the last month or days planning for 2017? Business planning is very important and in the rush to "get it all done," or "hit your numbers" before the end of the year, business owners can overlook the need to plan. I take my clients through a Reverse Goal Setting Process™ where we look far enough out to connect the goals we are setting for [...]

2017-03-15T06:58:34+00:00 Tags: , , |