Referrals fill the sales pipeline but how do you get, and give GREAT REFERRALS? Here are traits of great givers and "getters" and 3 rules to follow to fill your pipeline with prosperity.

1. 3 Rules For Giving and
Getting Great Referrals
February 10th 2016
Presented by Tom Fox
© 2016 MyEureka Solutions LLC

2. Referrals: The
Golden Pipeline
There is no stronger sales opportunity than a quality
referral…But are you filling your pipeline?
Business does grow on trees…your referral tree!
Where? How?
— Givers get, so help others grow their tree
— Every engagement is an opportunity for another
— Networking and your Sales Process are crucial
— Reputations deliver opportunities…as an
expert...as a trusted adviser...as a giver...or not
— Seeds blow randomly in the wind so be ready to
sow so ye can reap

3. 3 Great Giver Traits
A Great Referral Giver:
1. Has great perception of opportunity both for their
services and also for how their network can help
2. Qualifies leads and predetermines what is needed,
their readiness to act and what is a good fit
3. Maintains a data base of professional colleagues
with relevant information and builds lasting broad
relationships

4. 3 Great Getter Traits
A Great Referral Getter:
1. Asks for referrals (properly)…defines best
prospects with specifics, gives examples,
avoids being general, offers reciprocity
2. Demonstrates appreciation in words and
action: follows through, sincere efforts,
loops in the referrer, offers to return the
consideration
3. Demonstrates the reasons why they
should receive referrals (because they are
Awesome: Professional, Expert,
Charismatic, Great Customer Experiences)

5. Great Referral Rule #1
Don’t talk about WHAT your business is…
Talk about WHY what you do matters, to WHOM and
maybe add a little HOW, but let WHAT be obvious,
even unspoken…Example:
Ordinary: “We provide insurance for
individuals and small business including:
Life, Auto, P&C and Liability...”
Extraordinary: “We help you discover the
right insurance you need, and more
importantly, the insurance you want.
We get to know you as a person and as a
professional before we talk about
insurance!”

6. Great Referral Rule #2
Know the difference between a Referral and a Lead
Giver: A lead is a name you believe “could use” a
service. A referral is a relationship qualified for need,
consequences, openness to introduction and
commitment to action
Receiver: Confirms the difference then
promptly follows up with prospect to confirm
qualification, follows their sales process and
assumes nothing.
(Assuming you have a sales process
...if not I have a great referral for you!)

7. Great Referral Rule
#3
Become a Must Meet Professional…
..one with a combination of three things:
1. Unquestioned Expertise; coolly demonstrated,
jargon free, simplifies the complex, laser focused
on issue at hand and without need for approval
2. Great Personal Presence; passion, charm,
charisma, high likability, politically enigmatic,
highly principled
3. Makes Referrers Look Good; credits others, avoids
negativity, is publicly grateful, professionally
follows up, returns in kind

8. Summary
— Referrals are the best source of sales opportunity
but they aren’t all equal and neither are referrers
— Living the traits of great givers and great getters
perpetuates opportunities for you and for your
network to manifest success
— Follow the rules for giving/getting great referrals:
1. Tell your Why and a little How not your What
2. Know the difference between a Lead and a Referral
3. Become a person who is “must meet” in your field

9. Contact Info
Tom Fox
President
MyEureka Solutions LLC
1315 Park Ave.
Mamaroneck, NY 10543
P: 917 539-6617
tom@myeurekasolutions.com
www.myeurekasolutions.com
@TomFoxTrainer