The Referable Seven outlines and describes the seven universal factors/reasons why people refer business and professional to others. It provides case examples and questions to help you think of ways you can get more referrals now.
Introducing True Calling and Life Purpose Rediscovered - Find out If Your Ladder of Success Is Leaning Against the Right Wall and Repurposing your Life Easily. Inside this eBook,you will discover the topics about find your true calling .11 tips to finding your calling ,5 tips to help you follow through, passion can be difference between happiness and frustration, being stress free
can assist you in finding your calling and putting it all together .
Dive fully into visual storytelling — a key element to rising above the noise. This week we’re going to dive deep into storytelling through photography and how it can help build your business and bring your brand to life.
Zaki Ameer Book Dream Design Property DDP PropertyZaki Ameer
Founder of DDP Property Book "Dream It Design It Do It" written in 2014. Zaki shares his wealth of wisdom and life learnings coming from an overseas country as an international student to a property millionaire and real estate magnate.
Introducing True Calling and Life Purpose Rediscovered - Find out If Your Ladder of Success Is Leaning Against the Right Wall and Repurposing your Life Easily. Inside this eBook,you will discover the topics about find your true calling .11 tips to finding your calling ,5 tips to help you follow through, passion can be difference between happiness and frustration, being stress free
can assist you in finding your calling and putting it all together .
Dive fully into visual storytelling — a key element to rising above the noise. This week we’re going to dive deep into storytelling through photography and how it can help build your business and bring your brand to life.
Zaki Ameer Book Dream Design Property DDP PropertyZaki Ameer
Founder of DDP Property Book "Dream It Design It Do It" written in 2014. Zaki shares his wealth of wisdom and life learnings coming from an overseas country as an international student to a property millionaire and real estate magnate.
Reboot Podcast #7 - The Relationship between Depression and Entrepreneurship?...rebootio
After years of rapid growth and expansion, followed by a serious year of depression, Rand Fishkin, founder and former CEO of Moz, found himself in a room surrounded by VC backed CEO’s and entrepreneurs where the question was posed: “How many of you struggle seriously with depression or severe anxiety or emotional issues?” He watched almost every person raise their hand. It’s shocking how universal depression is in startups. For anyone struggling with depression, it’s helpful to know you’re not alone. In this podcast, which is slightly different than past episodes, Jerry converses with Rand about his experience - his “loop,” how shame and guilt are at times his driver, the importance of understanding one’s emotional state, and how he’s made progress in coming out of his own depression, including his one piece of advice for entrepreneurs or anyone dealing with their own depression.
Reboot Podcast #44 – We are Designed to Fail – with Nicholas Russell and Jerr...rebootio
Startups fail, we hear that all the time. Failure is good, we hear that all the time too. But we rarely hear about the pain, the shame and the second-guessing that comes with it. Even worse, at least for me, we rarely hear about the opportunities that lie, or may lie in something ending beyond just a pivot or a lesson learnt. In that moment, reading that email on the bench, my feet hurting, I wished someone would have told me what I know now to be true. This startup failing is not proof that something is broken within you. In fact, it's an opening and an opportunity to find something new within you and for you.
Reboot Podcast #01 - How self reflection potentially saved a business - the r...rebootio
Derek Flanzraich, CEO of one of the fastest growing health and wellness sites, Greatist, joins Jerry for this episode to share the story of his personal journey over the last 10 months. His journey of introspection started when he attended a CEO bootcamp last October and begin to reflect on a personal challenge, which ultimately lead him to a solution to a business challenge that could have destroyed his business. Derek’s openness and introspection is inspiring, and will inspire you to re-examine how your own stories impact your business and your life.
This issue focuses on the 'credibility sale' - if you've been there and seen it, can you prove it? Yes you can, if you make sure you are in the photograph and the video and learn how to promote your been there / done that content.
Go from ZERO to $5,000 a month in 30 days to a world of financial freedom online! Thousands of people are losing their jobs, their income, and their security on a daily basis — Are one of them?. You can change this. With the right strategies, you can easily achieve financial independence. Get Rich & Love Life provides easy to follow step–by–step strategies you can use to make real money online today
Simple Methods To Get Rich, Retire Wealthy, And Have The Time Of Your Lifedinodev
How People Create Fortunes Without Leaving Their Jobs | How You Can Retire 20 Years Early | How To Fire Your Boss | And Enjoy Monday Mornings | YOU REALLY CAN be rich, wealthy and financially free, and it doesn't matter if you are a rocket scientist, a taxi driver, a fisherman, a bank teller or even a back-packing bungee jumper. Anyone can be rich, wealthy, and financially free by using some common sense ideas. Wouldn't it be nice to have all the money you want? What would you buy? A new or larger home? A fancy sports car or luxury sedan? College for the children? A home for handicapped children? A trip around the world? Not only is it possible to do all of these things--but you can do them! You don't need any special talent or special privileges. Anyone can arrange his life so that he can accumulate wealth, have fun, or retire years before he is too old to enjoy it. All you have to do is start--by reading this book. You'll learn that there are several ways to accumulate financial wealth. And, you can choose to use any of the methods. There isn't just one unique road to financial wealth. There are several roads. You don't have to pick the same road your neighbor does. You choose the road that seems right for you.
How many Jobs-To-Be-Done exist when it comes to beauty and grooming? Turns out all those showers, shaves and new hairstyles really add up! Find out how The Sound can help simplify it all for you and your brand, using the Jobs to be Done method.
Reuben Rail - enjoy a visual tour of my experience and work with clients in the areas of innovation, brand identity, marketing strategy, and business model design.
PATH (People Assisting the Homeless) conducted a survey of the homeless in downtown San Diego. Results are shared in areas of demographics, personal history, access to services, and more.
Reboot Podcast #7 - The Relationship between Depression and Entrepreneurship?...rebootio
After years of rapid growth and expansion, followed by a serious year of depression, Rand Fishkin, founder and former CEO of Moz, found himself in a room surrounded by VC backed CEO’s and entrepreneurs where the question was posed: “How many of you struggle seriously with depression or severe anxiety or emotional issues?” He watched almost every person raise their hand. It’s shocking how universal depression is in startups. For anyone struggling with depression, it’s helpful to know you’re not alone. In this podcast, which is slightly different than past episodes, Jerry converses with Rand about his experience - his “loop,” how shame and guilt are at times his driver, the importance of understanding one’s emotional state, and how he’s made progress in coming out of his own depression, including his one piece of advice for entrepreneurs or anyone dealing with their own depression.
Reboot Podcast #44 – We are Designed to Fail – with Nicholas Russell and Jerr...rebootio
Startups fail, we hear that all the time. Failure is good, we hear that all the time too. But we rarely hear about the pain, the shame and the second-guessing that comes with it. Even worse, at least for me, we rarely hear about the opportunities that lie, or may lie in something ending beyond just a pivot or a lesson learnt. In that moment, reading that email on the bench, my feet hurting, I wished someone would have told me what I know now to be true. This startup failing is not proof that something is broken within you. In fact, it's an opening and an opportunity to find something new within you and for you.
Reboot Podcast #01 - How self reflection potentially saved a business - the r...rebootio
Derek Flanzraich, CEO of one of the fastest growing health and wellness sites, Greatist, joins Jerry for this episode to share the story of his personal journey over the last 10 months. His journey of introspection started when he attended a CEO bootcamp last October and begin to reflect on a personal challenge, which ultimately lead him to a solution to a business challenge that could have destroyed his business. Derek’s openness and introspection is inspiring, and will inspire you to re-examine how your own stories impact your business and your life.
This issue focuses on the 'credibility sale' - if you've been there and seen it, can you prove it? Yes you can, if you make sure you are in the photograph and the video and learn how to promote your been there / done that content.
Go from ZERO to $5,000 a month in 30 days to a world of financial freedom online! Thousands of people are losing their jobs, their income, and their security on a daily basis — Are one of them?. You can change this. With the right strategies, you can easily achieve financial independence. Get Rich & Love Life provides easy to follow step–by–step strategies you can use to make real money online today
Simple Methods To Get Rich, Retire Wealthy, And Have The Time Of Your Lifedinodev
How People Create Fortunes Without Leaving Their Jobs | How You Can Retire 20 Years Early | How To Fire Your Boss | And Enjoy Monday Mornings | YOU REALLY CAN be rich, wealthy and financially free, and it doesn't matter if you are a rocket scientist, a taxi driver, a fisherman, a bank teller or even a back-packing bungee jumper. Anyone can be rich, wealthy, and financially free by using some common sense ideas. Wouldn't it be nice to have all the money you want? What would you buy? A new or larger home? A fancy sports car or luxury sedan? College for the children? A home for handicapped children? A trip around the world? Not only is it possible to do all of these things--but you can do them! You don't need any special talent or special privileges. Anyone can arrange his life so that he can accumulate wealth, have fun, or retire years before he is too old to enjoy it. All you have to do is start--by reading this book. You'll learn that there are several ways to accumulate financial wealth. And, you can choose to use any of the methods. There isn't just one unique road to financial wealth. There are several roads. You don't have to pick the same road your neighbor does. You choose the road that seems right for you.
How many Jobs-To-Be-Done exist when it comes to beauty and grooming? Turns out all those showers, shaves and new hairstyles really add up! Find out how The Sound can help simplify it all for you and your brand, using the Jobs to be Done method.
Reuben Rail - enjoy a visual tour of my experience and work with clients in the areas of innovation, brand identity, marketing strategy, and business model design.
PATH (People Assisting the Homeless) conducted a survey of the homeless in downtown San Diego. Results are shared in areas of demographics, personal history, access to services, and more.
Guide to Gastrostomy Tubes, developed by a pediatric NICU nurse as an educational and take-home tool for patient families. (c) Rady Children\'s Hospital-San Diego, 2012
How Hiring Managers Can Interview Like a ProReuben Rail
How to Interview as a Manager - often times during interviews the hiring manager or supervisor only considers how the person applying should act, and not how they themselves should come across.
This simple presentation offers steps and advice on how Hiring Managers can best conduct themselves so they can make a great first impression on all interviewees, and attract the best talent.
This is the presentation I gave to the assembled May 14 at North, hosted by 52ltd. It does not include the fabulous animations, which frankly were integral to the experience. But it gets the gist across.
"You need something different, and distinct, and memorable. If you want more stories told about you, you need to be worthy of a story." This is my favorite quote from the Foreword to "Pink Goldfish 2.0 - Defy Normal and Exploit Imperfection" by Jay Baer.
You can read the entire Foreword in the carousel post below.
Here are a few other memorable quotes from Jay:
"The fact is that all human beings ignore what is average, and discuss what is different."
"Because after consulting with more than 700 organizations, I have found it to be exceedingly difficult to find lasting success in business without meaningful differentiation."
"You have to stand out in a way that is noticeable enough to create a tsunami of stories about that differentiator."
I am huge fan of Jay's work. If you haven't picked up YOUtility, Hug Your Haters, or Talk Triggers, you should. There is a reason Jay is in both the Word of Mouth and Speaking Hall of Fames.
David Rendall and I are honored he wrote the Foreword. We're excited for the launch on July 5, 2021.
Raving Fans - A Revolutionary Approach To Customer ServiceAbhishek Jaguessar
Told in the parable style of The One Minute Manager, RAVING FANS uses a brilliantly simple and charming story to teach listeners how to define vision, learn what a customer really wants, institute effective systems, and make Raving Fan Service a constant feature--not just another program of the month.
America is in the midst of a service crisis that has left a wake of disillusioned customers from coast to coast. RAVING FANS includes startling tips and innovative techniques that can help anyone create a revolution in any workplace--and turn their customers into raving, spending fans.
Writing for the Internet? You're doing it wrong.space150
You have your content plan. An editorial calendar. A campaign idea. Even a tagline. But how do you actually put those words together in a digital way that helps people grok them? Take a peek into how we tackle it at space150.
Are your customers your fans? Are they recommending you to their friends? Or are your relationships with them just scratching the surface? Find out the 9 characteristics that make up all relationships (and catch a glimpse of the super-secret way you can measure their potential to turn into customers and advocates) and why it's so important for organizations today to focus on building them. Based on the upcoming book "Recommend This! Delivering Digital Experiences that People Want to Share" (Wiley, 2014) by Jason Thibeault and Kirby Wadsworth.
Build your brand on the job - Workfront LEAP 2016Terri Trespicio
Branding isn’t just for startups and entrepreneurs; it’s for the full-time employee, too. Find out how and why to hone your brand within an organization regardless of your role or industry. Discover how defining your brand will allow you to become more engaged, deliver greater value, and set yourself up for long-term professional growth.
His Secret Obsession has helped thousands of women improve their relationships , here i will teach how to teach a women or men with long Relationship!!!
Atlanta BDPA Saturday Seminar - Critical Thinking - Branding & NetworkingDerrick Brown
How do you differentiate yourself for a 21st Century economic environment? How do you make yourself innovative? How do you make yourself IN DEMAND! Watch this presentation and learn to Lock The Job!
Copywriting That Converts - Microconf 2013 - By Joanna Wiebe of Copy HackersJoanna Wiebe
Check out Joanna Wiebe's 32-slide presentation for Microconf 2013, called Copywriting That Converts: How to Sell Without Selling Your Soul. Targeted at startups who want to sell more and see the value of conversion rate optimization.
What did the participants think? Follow their thoughts in these tweets: https://twitter.com/search?q=%23microconf&src=hash
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
ENTREPRENEURSHIP TRAINING.ppt for graduating class (1).ppt
The Referable Seven
1. The Referable Seven
Why And When A Referral Happens
(or “How to get people to introduce you to those they know and like!”)
-By Reuben Rail
2. The Referable Seven: Why And When A Referral Happens Reuben Rail 2
“ Referrals aren't given easily. If you don't
take the time to establish credibility,
you're not going to get the referral. People
have to get to know you. They have to feel
comfortable with who you are and what
you do.
Dr. Ivan Misner
Founder and Chairman of BNI
”
3. The Referable Seven: Why And When A Referral Happens Reuben Rail 3
2009 by Reuben Rail
Copyright holder is licensing this under the Creative Commons
License, Attribution 3.0.
http://creativecommons.org/licenses/by/3.0/us/
Please feel free to post this on your blog or email it to whomever
you believe would benefit from reading it.
Thank you.
www.ReferralArchitects.com
4. The Referable Seven: Why And When A Referral Happens Reuben Rail 4
What’s Inside
Imagine… Pg. 5
Why Does A Referral Happen? Pg. 6
Know, Like, and Trust Pg. 8
Show Your Smarts Pg. 11
Hero/Helper Pg. 14
The Big “I” Pg. 17
Community Pg. 20
WOW Them Pg. 24
Rewards + Gifts Pg. 27
What To Do Now? Pg. 31
Image Credits Pg. 32
End Page Pg. 33
5. The Referable Seven: Why And When A Referral Happens Reuben Rail 5
Imagine that you have just come from getting a massage and you are
now very relaxed. The Masseuse did a great job, all your aches are gone,
and any tension you had has just drained out of your body.
As you are walking down the street to a nice local café you like you see a
friend of yours and he looks really tense. After talking for a bit, you suggest
that he go and see your masseuse. He thanks you and heads on his way.
Now, as you are leaving the café some while later you notice your friend
strolling towards you. He looks a bit different than earlier and when you
stop to talk again he lets you know he took you up on your advice, and went
and got a massage…and he feels great! He’s relaxed, just like you, and he
says he is now in a better mood. He thanks you and goes on about his way.
So how now do you feel?
Chances are you feel good because you gave advice/information to someone
and it helped them out. It never would’ve happened with you. And now
chances are you will probably do it again because who doesn’t want to feel
good?
6. The Referable Seven: Why And When A Referral Happens Reuben Rail 6
Why Does A Referral Happen?
People Like to Feel Good:
Simple, isn’t it? Some people might say “That’s it?”, but they would be
overlooking the real world uses of this concept. For those who have
curiosity to learn more let’s look at that again.
People Like To Feel Good.
Almost too simple, I know, but that is the essence of great referrals. Why
would anyone talk about anything that didn’t make them feel good…unless
to complain. And that’s not the type of conversations you want about your
business, right?
So it comes back to simplicity. The top and most pure motivation for a client
or someone you know to provide you with a referral is when they get the
opportunity to look and feel good, and most often to someone they know
and like.
7. The Referable Seven: Why And When A Referral Happens Reuben Rail 7
While there are some other reasons and important pre-requisites
we’ll cover, if you follow and leverage this main fact, that a referral
happens when someone feels good, then you will be miles ahead
of the game.
Before we cover some of those other reasons we have to address
the foundational building blocks for a referable relationship – with
the key word being relationship. In order for someone to really
get a great referral three key things must happen.
Read on to find out more…
8. The Referable Seven: Why And When A Referral Happens Reuben Rail 8
KNOW, LIKE, And TRUST
Number one – before any referral relationship can take happen these three
pillars must be in place. Think of them as the three corner stones that you
are going to build your Referral Pyramid upon.
Without these three you will fail.
Know: clients, customers, and people get to know you in a variety of ways.
They get to know you from personal interactions and events. They get to
know you through your business’ brand, and your marketing materials.
They get to know you through your company’s website and blogging that
you do. Ask yourself, what are they finding out?
Like: There has been a lot of books written on this topic, more than I will
cover here. Needless to say, if you’re clients don’t like you, fat chance of
them referring you to others. Be yourself. Be authentically you. Your real
clients will respond.
Trust: The one thing that changes everything. If people don’t trust you,
then you’re sunk. Period. What can you do to be undeniably real?
9. The Referable Seven: Why And When A Referral Happens Reuben Rail 9
Quick Examples:
- A financial planner makes it a point to stay in touch with all of his past
clients, friends, family, and associates. He sends everyone Birthday cards,
Holiday cards, and even calls them to check in and see how they are doing
and if they need anything. Plus, he keeps notes on their personal hobbies
and interests so he can surprise them with occasional gifts or articles of
interest that he finds online.
- A babysitting service is know for their personal branded touch in how they
treat their clients. Everyone who hires them can choose from their personal
movie library something to watch for the night. Also, they have a children’s
book library as well so the kids can have a bedtime story. Lastly, the
babysitting service has struck up an alliance with a local pizzeria, and
parents can choose to order dinner at 20% off the normal price if they
choose to do so.
10. The Referable Seven: Why And When A Referral Happens Reuben Rail 10
Referral Making Question:
“What can I say, do, and give to my clients that best
represents myself as a person and a business
professional so they can know, like, and trust me?”
Write Some Ideas Here
1. __________________________
2. __________________________
3. __________________________
11. The Referable Seven: Why And When A Referral Happens Reuben Rail 11
Show Your Smarts
Do you remember how excited you were when you knew the answer
in class? When you would almost fall out of your seat trying to raise
your hand to the ceiling so the teacher would call on you and you
could tell everyone the right answer? Well…
People like to feel smart.
As a business owner, you might consider looking for opportunities to
make your clients feel smart. And I am not talking about just a feeling
– really educate them on aspects that involve your business so they
can talk confidently with people they know.
Because people like to talk about what they know – help them know
interesting and valuable knowledge about your business.
12. The Referable Seven: Why And When A Referral Happens Reuben Rail 12
Quick Example:
- A stockbroker takes some time to educate her clients and keep them abreast
of what is really going on in the market. Later that week, around a water cooler
conversation, that client’s co-workers state some news they heard about the
stock market and what they think is going on. Her client steps in and shares
what he knows to be really going on. Everyone asks how he knows, and he
Confidently lets them know he was just talking with his stockbroker, and she
makes sure to keep him in the know.
* She might also have created a free report, like “The 12 Biggest Mistakes Most
People Make When Investing in Today’s Market and How to Avoid Them”, and
let her client know he can call her to get a copy to give to friends that are
interested in knowing more. This will help him look important again and
Provide a lead opportunity for the stockbroker.
13. The Referable Seven: Why And When A Referral Happens Reuben Rail 13
Referral Making Question:
“What can I tell my clients about my business that will
help them look smart to those they know?”
Write Some Ideas Here
1. __________________________
2. __________________________
3. __________________________
14. The Referable Seven: Why And When A Referral Happens Reuben Rail 14
Hero/Helper
Everyone Likes To Be The Hero
It’s in our nature. Ever since we were kids we would imagine ourselves in
grand adventures and stories – being the key figure who ends up saving the
day or helping everything to turn out great (with everyone liking you of
course).
Help your clients help those they know and like.
They’ll be the hero and solve their friend’s problem, and they will
remember that you did so (and when the solution that they give to their
friend has your contact info on it they will connect the dots).
Good begets good. Help your clients solve others problems and it will come
back around to you many times over.
15. The Referable Seven: Why And When A Referral Happens Reuben Rail 15
Quick Examples:
- A tax specialist makes it a point to show his clients how they can help their
friends and family save money each and every year on their taxes. He points
out tax breaks on college tuition, business expenses, and much more. The
next time his clients are out talking with those they know they are looking
for ways to save money for others, and be a hero in the process.
- A babysitter service gives their clients special “Date Night” tickets that
they can give to their friends and family when they want a night off without
the kids. With these tickets, the next time their client asks a friend if they
want to go out to a late movie that Friday, and they say “We can’t find a
sitter for the kids,” that client can help them out by providing a one time
free pass for a great night out. Which of course makes the babysitting
service look really good and most likely secures a new client for the next
date night.
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Referral Making Question:
“How can I help my clients solve others’ problems – to
be the hero to their friends, family, and co-workers?
Write Some Examples Here
1. _____________________________
2. _____________________________
3. _____________________________
17. The Referable Seven: Why And When A Referral Happens Reuben Rail 17
The Big “I”: „
Because I’m Important
Lights. Camera. Action.
The thrill of the limelight is attractive to many of us. Not that we are all
craving everybody’s attention, but it does feel good to be in the
spotlight once in a while and to have those you know think of you as
somebody important.
Help your clients shine by singling them out for personal
characteristics, admirable behavior, or as a reward.
Tell them how important they are to your
business.
Tell others how important they are to your business – and even tell
them when your clients are right there. Give credit when credit is due
it is honest and will make everyone happier.
18. The Referable Seven: Why And When A Referral Happens Reuben Rail 18
The other areas of the Feel Good Four definitely tie into this area, and you
can use them to convey importance. Are they smart? Give them a certificate
and refer people to them. Are they a hero and helper? Tell stories about
them and ask for their advice. Are they a social bug and like groups? Invite
them to parties, tell them to brings their special friends, and even create an
exclusive club for just them and other clients like them.
Wouldn’t you feel important if someone did those
things for you?
Quick Example:
- Spotlight top referring clients in your monthly electronic newsletter.
- Pick up your top referring clients for lunch in a limo – which will also get
everyone talking, and that’s a nice touch.
- Set up a group of your clients with lessons from a golf-pro, and let them
bring a buddy: that will make them feel even more important because a
friend is there.
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Referral Making Question:
“What are a couple of things I can do to make my
clients feel special, important, and extremely valued?”
Write Some Examples Here
1. _____________________________
2. _____________________________
3. _____________________________
20. The Referable Seven: Why And When A Referral Happens Reuben Rail 20
Community: So Much
Better That We’re Together
People like to belong.
It is a desire within all of us. Everyone is looking for a group or club or
party where they can feel like “…everyone knows [their] name…”
(i.e. Cheers).
Because people (clients) like to be a part of a group you know you can
do two things:
- Leverage their current groups to get introduced to others just like
them.
- That if you create a group for them, they will probably want to join.
Birds of a feather flock together. That old saying has to do with people
hang out with people like themselves. And since we know that people
like to belong to groups, you can bet that the people your client knows
are probably a lot like them.
21. The Referable Seven: Why And When A Referral Happens Reuben Rail 21
*Important note: everyone has more than one side to their personality, and
as such most likely belong to more than one type of group. Take the time to
get to know your client so you can best offer value to the various groups in
their life.
When asking for referrals, or setting up referral systems, think about (or
better yet – ask them) what your client finds valuable about your
service/product. And then either ask them about others that they know, just
like them, who also might benefit/like ABC value.
On the other side, you can also create something for your
client to be a part of and be a special member. Your client is
already a part of your business family, and all you may need to do is
highlight and personalize that connection a little bit more.
You might also consider inviting your clients to engage in discussions just
For clients on a blog, message board, or face to face at a lunch special or
party. And, you might even take your top referring clients and establish an
exclusive group just for them: sometime that recognition is more than
enough, but some extra perks wouldn’t hurt as well.
22. The Referable Seven: Why And When A Referral Happens Reuben Rail 22
Fill the need to belong and create an
environment where your client can connect.
Quick Examples:
- A restaurant owner invites certain clients she knows who appreciate
the restaurants various wines to be members in an exclusive
“Wednesday Wine Tasters” club where they can taste new wines that
might make it on the restaurants wine list.
- An owner of a bike shop notes which customers are parents, and
then invites them all for a special “Parent and Child: Riding Safe &
Fun” class where they can meet other parents with a passion to ride.
Each customer is encouraged to invite other parents they know who
might like to have a fun day with their kids, make sure their kids are
safe riders, and meet other parents like them.
23. The Referable Seven: Why And When A Referral Happens Reuben Rail 23
Referral Making Question:
“How can we extend invitations to others to join in
what we have here? Who is like my client, and/or who
would my client like to be in a group with?”
Write Some Examples Here
1. _____________________________
2. _____________________________
3. _____________________________
24. The Referable Seven: Why And When A Referral Happens Reuben Rail 24
WOW! Them:
Exceeding Expectations
One of the biggest opportunities for businesses to get more referrals and
repeat clients is to exceed their expectations. But the problem is that most
professionals never take the time to set the expectations by talking about
what and how things will happen. And so when something happens that
the client didn’t expect, it is a surprise.
People only like surprises when it comes to
chocolate cake and winning lotto tickets.
What this means is that you have to really manage expectations well because if
you don’t, then you are assuming that the client knows what will happen. But
the client has their own ideas of what will happen, and when things don’t line
up…missed expectations. Now here is a simple formula you can use after you
have set expectations which allows you to then exceed them later.
Unexpected + Value = Exceeded Expectations.
25. The Referable Seven: Why And When A Referral Happens Reuben Rail 25
Quick Examples:
- A chiropractor explains to a new patient his/her plan for helping
their back pain. The patient is shown the facilities, the tables, and
other equipment that will help in the personal care plan. Right before
the first session is over though, the chiropractor surprises the patient
with three free massage certificates(compliments of a masseuse
alliance), good for 30 min. massage to give to their friends. The client
is impressed and gives out the certificates to their friends who come
back to the clinic, and one of them becomes a new client of the
chiropractor.
- A contractor is hired to redo someone’s driveway to help with the
curb appeal of the house. While on the job he surprises the clients by
having the front lawn mowed and hedges trimmed as well. The curb
appeal just went up even higher and the clients tell everyone as
neighbors comment on how nice everything looks.
26. The Referable Seven: Why And When A Referral Happens Reuben Rail 26
Referral Making Question:
“How can I surprise my clients with value so that I WOW
them and make them raving fans?”
Write Some Examples Here
1. _____________________________
2. _____________________________
3. _____________________________
27. The Referable Seven: Why And When A Referral Happens Reuben Rail 27
Rewards + Gifts
WARNING – Handle With Care: The last of the Referable Seven also
requires a lot of care because it has the power to open up the door for a
flood of referrals or to blow-up in your face.
Rewards and gifts are great when unsolicited and you are using them to
reward the behavior of someone introducing you to a friend, etc… You are
not advertising that they will get a gift beforehand, rather this comes from a
sense of gratitude.
And the other way is to use gifts and rewards as a way to help with your current
and past clients needs and cause them to start telling their friends about what
you are doing…because it is so unexpected they just have to tell somebody.
Rewards Upfront Become Tricky
Letting people know upfront that if they refer you someone they will get ‘X’ has
great opportunity to help or go sour. Certain professions and businesses lend
28. The Referable Seven: Why And When A Referral Happens Reuben Rail 28
themselves to the process more than others. And, of course, it greatly
depends on how you present the offer. If you make it a part of your practice
then it is best to introduce that idea in your Initial Consultation. The reason
is that, again with surprises, it can throw a curve ball into how your client
perceives you.
Beware Of Making It Feel Like A Bribe
The way that it can backfire is that your clients feel like they are being
bought off and possibly selling out their friends to you. This is a perception
that is best addressed by having a powerful and clear Initial Consultation
where you lay out how you work (by referral) and plant seeds along the
way. If they are a referral themselves then chances are they already know
about your referral rewards program.
As a general rule, the more removed a customer/client needs to be to get
the service the less relationship there is, and can be less risk to implement a
referral rewards program. And as the client has to work more directly with
the business or service provider the more risky it can be as the client
becomes confused and unclear about the relationship.
29. The Referable Seven: Why And When A Referral Happens Reuben Rail 29
Quick Examples:
- A local restaurant sets up an online Referral Rewards Program where
customers can forward coupons, etc… via email to their friends and
family. Each has their own personal account and points are accrued
for prizes and free meals.
- A carpet cleaning service lets customers upfront know that for every
referral they receive (which turns into a paying client) that customer
will get X% (i.e. 20%) back from on their bill. Many customers now
desire the service because they think they can just refer a few friends
(who would get their carpets cleaned anyhow) and get it all for free.
30. The Referable Seven: Why And When A Referral Happens Reuben Rail 30
Referral Making Question:
“What can I give to my clients that will make them feel
valued and want to tell others about what they have
received?”
Write Some Examples Here
1. _____________________________
2. _____________________________
3. _____________________________
31. The Referable Seven: Why And When A Referral Happens Reuben Rail 31
What to do now?
-Look for ways to make your clients feel good.
-Fill out ideas for each section.
-Ask for their help – because people like to help,
remember?
-Always exceed expectations.
-And…remember to ask for the referral – it will
double your success.
32. The Referable Seven: Why And When A Referral Happens Reuben Rail 32
Image Credits for Flickr Photos:
Why Does A Referral Happen? The Big “I”
Pg. 5 Ferdinand Reus Pg. 16 Ponchosqueal
Know, Like, and Trust Pg. 18 Billypalooza
Pg. 7 CMDuke Community
Pg. 19 MagnusFranklin
Pg. 9 OxFamNoVib
Pg. 22 Jenser (Clasix-Design)
Show Your Smarts
Exceeded Expectations
Pg. 10 SpakAttacks
Pg. 23 Sean Dreilinger
Hero/Helper Pg. 25 Champion of Cheese
Pg. 13 IttyBittiesForYou Rewards + Gifts
Pg. 15 The Nickster Pg. 26 LeChampionduMonde
Pg. 29 LitlNemo
33. The Referable Seven: Why And When A Referral Happens Reuben Rail 33
The Referable Seven
Why And When A Referral Happens
(or “How to get people to introduce you to those they know and like!”)
-By Reuben Rail
For More Free Referral Tips And Resources Go To www.ReferralArchitects.com