Endless Referrals How To Work The System


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This presentation will define and help bring a better understanding of what the basics are to networking, referral generation and building solid business relationships. If you work this system, it will help yours and other businesses grow which will eventually help build you into a reputable expert and professional business person.

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Endless Referrals How To Work The System

  1. 1. How to create “Endless Referrals” “ Endless Referrals” How to Work the System
  2. 2. <ul><li>Build new relationships while networking. </li></ul><ul><ul><li>‘ Hard Selling’ is the opposite of Relationship Sales </li></ul></ul><ul><ul><li>‘ Speed Networking’ – This is the epitome of Effective Networking. </li></ul></ul><ul><ul><li>While networking at events, provide introductions with and for others </li></ul></ul><ul><li>Build a sphere of influence for your business that compliment your industry. </li></ul><ul><ul><li>Seek out products and services that other professionals provide. </li></ul></ul><ul><ul><li>Edify and promote your professional colleague and their Business </li></ul></ul><ul><ul><li>Quantify others and their expertise </li></ul></ul><ul><li>Cultivate and foster existing relationships and create new ones. </li></ul><ul><ul><li>Foundation of character </li></ul></ul><ul><ul><li>Integrity </li></ul></ul><ul><ul><li>Deliver what has been promised </li></ul></ul>Edification: To edify or uplift; to provide moral improvement or guidance (Webster's)
  3. 3. <ul><li>All Things being equal, people will do business with and refer business to those that they know , grow to like and trust. </li></ul><ul><li>“ It is one of the most beautiful compensations in life that no one can sincerely try to help another without helping themselves.” Ralph Waldo Emerson </li></ul>
  4. 4. <ul><li>Local Organizations </li></ul><ul><ul><li>Non-profit (get engaged in charitable events, etc.) </li></ul></ul><ul><ul><li>Miscellaneous professional gatherings tenured up and coming </li></ul></ul><ul><ul><li>Community involvement gatherings </li></ul></ul><ul><li>Leads Groups </li></ul><ul><ul><li>Professional and Relationship focused </li></ul></ul><ul><ul><li>Non- M.L.M. (multi level marketing) </li></ul></ul><ul><ul><li>Strong track record - generation of Hot leads </li></ul></ul><ul><li>Other Gatherings </li></ul><ul><ul><li>After Hour events </li></ul></ul><ul><ul><li>Networking socials </li></ul></ul>
  5. 5. <ul><li>Step #1 - Make a list of centers of influence. Make a list, separated into two categories: A) people you know who also know you and B) people you know or know of, but who don’t know you. Even if someone doesn’t know you, you can get a recommendation. </li></ul><ul><li>Step #2 - Prioritize the list. List from best to worst, with most likely to help on the top and least likely on the bottom. </li></ul><ul><li>Step #3 - Develop a Plan of Action for each center of influence. Set up a separate file or notebook for each person. Develop a Plan of Action for each person, either to contact them directly or to contact indirectly. </li></ul><ul><li>Step #4 - Contact potential centers of influence in priority order. Make contact with your best centers of influence first. Go through your list from the best to the worst. </li></ul><ul><li>Step #5 - Ask for help. People really want to help if you are sincere about it and be specific as well. </li></ul>The ‘Sphere of Influence’
  6. 6.
  7. 7. <ul><li>Promoting Relationship Building through your business should be your #1 goal and motive in building your business for others and yourself. </li></ul><ul><li>Be the key to one another’s success. </li></ul><ul><li>Help build another’s business within your daily activity. </li></ul><ul><li>Prospect for other professionals (create a ‘Center of Influence’) </li></ul><ul><li>Keep an open-mind. </li></ul><ul><li>Edify, quantify and promote another’s business </li></ul><ul><li>Prospect! </li></ul>
  8. 8. Note: This process does serve a very important purpose
  9. 9. + Build opportunities into results Prospect Funnel Center of Influence
  10. 10. 08/04/09 How to create “Endless Referrals” = Revenue and Lead Generation
  11. 11. <ul><li>What one thing would you do with your business if you knew you could not fail? </li></ul><ul><li>What advise would you give someone just starting in your type of business? </li></ul><ul><li>What separates you and your company from the competition? </li></ul><ul><li>What do you enjoy most about what you do? </li></ul><ul><li>How did you get started in the industry? </li></ul><ul><li>What motivates you the most? </li></ul><ul><li>What do you enjoy most about your profession? </li></ul><ul><li>What would be a good lead for you? </li></ul><ul><li>What are your projections of growth within the next 6-12 months? </li></ul><ul><li>When can I set a time to meet with you and learn how we may be able to work with one another? </li></ul>
  12. 12. <ul><li>The often aggressiveness that many professionals have while networking at events are, shoving business cards around to one another expecting something in return. </li></ul><ul><li>Example: Cutting someone a deal.. ‘Give me a call-I’ll cut you a deal,’ - or- ‘If you ever need to buy a _________ , I’m the one to call.’ </li></ul><ul><li>This is called: “Hard Selling” -or- “Speed Networking” is the antithesis of true networking. </li></ul>
  13. 13. <ul><li>Various Functions and other events are excellent sources of networking, if utilized correctly. Otherwise, they are practically worthless. </li></ul><ul><li>Adjust your attitude. The main purpose of attending a networking event is not for selfish motive of obtaining business, but to build and establish relationships! </li></ul><ul><li>After the initial start of conversation and introduction, Invest 99.9% of the conversation in asking the person networking questions and DO NOT talk about yourself and your business unless there is an opportunity of doing so. </li></ul><ul><li>Send “Thank You” cards to people after you’ve met with them for the first time and after receiving referrals. </li></ul><ul><li>Even if what you do interests the other person right away, turn the conversation back to that person and his or her business). </li></ul><ul><li>Refer business to others (win-win/Give-and-take). </li></ul><ul><li>Provide an introduction for another professional or person that you’ve met at a networking event, or while one, edifying them at the same time. </li></ul>
  14. 14. <ul><ul><li>Networking: An arrangement of people crossed at regular intervals by other people, all of who are cultivating mutually beneficial, give-and-take, win-win relationships with one another . </li></ul></ul>08/04/09 How to create “Endless Referrals”
  15. 15. References <ul><li>“ Endless Referrals” Bob Burg (Third Edition) </li></ul><ul><li>“ How To Survive At the Top” Donald Trump </li></ul><ul><li>“ Good to Great” Jim Collins </li></ul><ul><li>“ The 7 Habits Of Highly Effective People” </li></ul><ul><li>‘ Powerful Lessons in Personal Change’ </li></ul><ul><li>Stephen R. Covey </li></ul>