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How to Get More High Quality Referrals: The Keys to Referability

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Slide deck from the Keys To Referability webinar held on August, 29, 2014. Please be sure to also download the worksheets!!! If you need anything else do not hesitate to send a note: john@johnspence.com -- and sign up for my blog: blog.johnspence.com

Published in: Business

How to Get More High Quality Referrals: The Keys to Referability

  1. 1. The Keys to Referability • Welcome to the webinar. We will begin at 3 PM EST. • Be sure to have a notepad out – you are going to take a lot of notes!!
  2. 2. Quick poll – 2 questions • I am recording this webinar and will send it to all of you. • I have created 4 worksheets that you will be able to download – and the slide deck – from my SlideShare site: www.slideshare.net/johnspence • If you need anything else my email address is: John@JohnSpence.com
  3. 3. Simple… but NOT Easy!!!! And the first step is the hardest…
  4. 4. You and your business MUST be… Remarkable
  5. 5. YOU have to BE talent!
  6. 6. Tom Peters  Top level consultant  Crazy level of research  Work for Fortune 500 firms  Work with top CEOs  International work  Important awards  Speak at BIG events 8 NYT best selling books Work for White House
  7. 7. What would you have to do in order to have you and/or your business considered among the best in the world at what you do? WS
  8. 8. Top Talent
  9. 9. Effective Strategy = Valued Differentiation x Disciplined Execution
  10. 10. Before you can expect ANY referrals… Towering competence Team of top talent Quality products Great service Reasonable price Unique and valuable Deliver on your USP Be truly remarkable!
  11. 11. Build it into the agreement…
  12. 12. • If I exceed your expectations, in addition to my fee I am going to ask you to send a minimum of 20 strong, personal referrals to anyone you feel would find great value in the sort of work I do.
  13. 13. Thank You!!!!!
  14. 14. It is absolutely MY pleasure, I am extremely glad you are pleased… You know, in 20 years of doing this I have found that 99.9% of my NEW clients come from happy current clients telling their friends and colleagues about my programs. So the very best possible way to thank me would be if you could send a strong personal note of referral to anyone you feel might also benefit from the sort of work I do.
  15. 15. Thank you!!! • Well, don’t keep me a secret! • I hope you’ll tell lots of people. • My pleasure – and it would be great if you could help spread my name around. • Well, the best thank you is a bunch of referrals.
  16. 16. Tim Sanders: Love Is The Killer App
  17. 17. Cultivate HUBS
  18. 18. Tim Sanders: Love Is The Killer App
  19. 19. How the Best Get Better Strategic Coach: Dan Sullivan
  20. 20. Add REAL value through Social Media
  21. 21. You MUST have a referral process Identify Ideal Customer Refer Ideal Customer From John Jantsch: The Referral Engine WS
  22. 22. Buying Process Emotion Logic Emotion
  23. 23. Know • Referrals • Ads • Business card • Networking • Associations • Clubs • Community involvement • Charity involvement
  24. 24. Like • Brand • Website • Social media • Blog • Newsletter • Office/building • Reception / greeting • Appearance
  25. 25. Trust • Certifications • Awards • Degrees • Client list • Testimonials • Guarantee • Reputation
  26. 26. Try • Free Trial • Small investment • Beta Test • Discounts • Special offers • Limited time • Break up your offer
  27. 27. Buy • Special offers • Discounts • Customization • Appearance • Customer service • Hours • Returns • Unique services • Terms • Payment options
  28. 28. Repeat Buy • Special offers • Discounts • Customization • Unique services • Customer service • Special Terms • Payment options • Loyalty programs • VIP programs
  29. 29. Referrals…
  30. 30. Be great at GIVING Referrals
  31. 31. Referral Network Process • I am very impressed with your business and would like to refer you to some of my friends and clients. But to make sure I refer super high-quality customers to you… would you please take a few minutes and fill out this referral worksheet so I can better understand your business and who you are targeting. • To help you fill it out in detail, I have attached a copy of the one I did on my business – that will give you an idea of what I am looking for on your worksheet. Then take their sheet and refer as many quality people as you possibly can!!!! WS
  32. 32. Ideal Client Referral Worksheet 1. Describe in detail what your “Ideal Client” looks like. 2. What are the “triggering events” that cause them to buy from you? What happens in their world that makes them need/want to do business with you? 3. What is special / unique / valuable about the way you solve their problems? Why, specifically, do your customers choose you? 4. What sort of thing might I hear someone say that would help me know they need your help? 5. What is the best way for me to introduce them to you? 6. What else do I need to know? WS
  33. 33. EARN and ASK!!!
  34. 34. www.SlideShare.net/JohnSpence If you have any questions at all please do not hesitate to send a note. My email address is: john@johnspence.com My website is: johnspence.com My twitter address is: @awesomelysimple Please connect with me on LinkedIn and my “Like” Facebook fan page Also, you might find value in the ideas I share in my blog. You can sign up for it at: www.blog.johnspence.com You will receive a link to a brief survey about this webinar, after you complete the survey you will receive a link to download these slides and all of the worksheets. PS – Don’t keep me a secret!!!!!

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