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: , , |

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 [...]

Understanding the Referral Mindset

“Can you tell me the catch?” she leaned in and asked. “The catch?” I said, confused. “Yes, the catch to how you generate referrals without asking. It seems too good to be true so there has to be a catch…” her voice trailed off sounding disappointed. This question wasn’t a surprise to me – when I share that I am able to generate more than 100 referrals each year for multiple years and do it without asking for those referrals, it piques interest and questions…like this one. “There isn’t really a catch,” I started to explain when she jumped in and said, “But on that podcast interview, you mentioned having a ‘secret sauce’ to how you generate referrals without asking.” I [...]

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 [...]

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: , , |

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 [...]