Strategy
The Fourth Step In the Referral Process
Getting the steps right in the referral precess is key to passing referrals and not leads. When steps are missed, you end up with low level leads not quality referrals. Step four of the referral process is the solution step. Once trust is built, you have given your referral partner…
The Third Step to Referrals
In this post we look at the third step of the referral process. Without step three there is no referral, you cannot pass a referral if you cannot identify a persons need. In step three, you teach your network members how to identify the need for your product or services….
Step Two – Knowledge
The Second step of the referral process is the smallest of all the steps, because it is the easiest of the five steps and one that most people are comfortable doing. That step is Knowledge. If your referral partners or power team members are going to pass you referrals they…
The First Step is Trust
The first step to getting quality referrals is the trust step. All to often this is the one step that everyone tries to rush and it is the one step that is not controlled by you. While there are things that you can do that builds trust, it is actually…
Five Steps of the Referral Process
There are 5 Steps to the referral process, as identified by the Referral Institute and Dr. Ivan Misner. Each step is important and no step can be skipped, if what you want are high level referrals that close into quality business. The biggest complaint that that I hear from is…
Networking – A Waste of Time
While I was doing research for a book that I am working on, I came across this quote, left by a survey participant. “I am very tired of networking for the sake of networking I find nothing to hook onto. Everyone talks, there is nothing to happen, nothing happens.” This…
It’s Your Reputation
Every now and then it bites us in the back side, and when it does we are often upset that we are being judged unfairly but it is our reputation so we have to take responsibility for it both personally and professionally. Today more than ever those two reputations have…
Collaboration is Networking
How are you making deposits into your referral sources relationship bank account? Nurturing the relationships that you are developing takes time and effort; relationships do not spring up over night. They must be nurtured and cared for. There are many things that you can do to help move your relationships…
How do you get connected to the decision maker of a company?
I did a presentation today for the Indianapolis Chamber of Commerce, Business Growth Series. I was asked the following question, How do you get connected to the decision maker of a company? A good question and one that many people ask. The answer is simple, but it is not…
Tell Your Story….People Want to Know
A few weeks ago I walked into a little shop downtown called Arts a Poppin. It was one of those places that sell all kinds of locally created art work. As is always the case in shops like this, there were all kinds of unique items to catch my…
