3 Delusions
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3 Delusions Presentation Transcript

  • 1. Delusion No. 1: You should always get a referral when you're in front of the referral source.
    • fully functional referral system, most of the referral process is going on without your presence.
    • 2. Train clients and referral partners
    • 3. equip your referral partners
  • Delusion No. 2: To maximize your chances of getting good referrals, it's best to move from one networking group to another at regular intervals.
    "scorched-earth" networking doesn’t work
    More hunting in nature
    Spent time to build fruitful win-win relationship
    "Time equals money?“
  • 4. Delusion No. 3: Your best source of referrals is your customers.
    The only referrals they've ever received are from customers.
    True but some other sources can be better & steadier
    Best referral sources are referral partners whom you give referrals to; most times they reciprocate
    Some business partners who share similar target customers and being professional at sales will be significantly more effective as referral sources.