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 [...]

Referral Platinum Principles that Can’t be Disregarded

I’m guessing you’ve heard of the golden rule and the platinum rule.  They provide a rule of thumb or practice to live by on how you treat other people.  When it comes to referrals there are practices to live by as well.  Which is good because having rules to live by provide us with a roadmap to follow and a context to use when we have an issue we aren’t sure how to proceed on.  There are 3 principles that govern the world of referrals…the 3 Platinum Principles™. 3 Platinum Principles™ Must be all about them Must be authentic to you Must keep you top of mind Let’s look at each on in more detail.  But first a reminder…referrals come [...]

All “Referrals” Aren’t Referrals and Aren’t Created Equal

The definition of a referral has become extremely diluted today.  Most sales lingo generalizes different types of lead generation and unfortunately groups together terms because they seem similar.  Terms like introduction and word of mouth buzz are explained to be the same as a referral.  But nothing could be further from the truth. Being introduced to someone is not necessarily the same as being referred to someone.  And even though someone spoke really highly of you to a friend yesterday (word of mouth buzz) it doesn’t mean it’s a referral. I see people confuse and misuse these terms all the time. So how do you know the difference?  How do you know what is a real referral? Let me break [...]

Do You Believe These Four Referral Myths?

The truth is most people don’t understand that referral marketing is – by far – your most powerful sales and marketing tactic. That’s right…it is not Snapchat or Periscope or some other latest social media channel. And no, it’s not cold calling or a tradeshow sponsorship. While all of those may work and complement your overall sales and marketing strategy…nothing has the ability to directly connect your efforts with new clients like referrals. Unfortunately, Referral Marketing is the least utilized and least understood business growth tactic. But most people only dabble in referral marketing – they get a few referrals here and there so they don’t take it seriously as the powerful tactic that it is…because they don’t understand how [...]