Bob speaks for corporations and organizations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations. He is coauthor of the International Bestseller, The Go-Giver,
as well as Go-Givers Sell More
, The Go-Giver Leader
, The Go-Giver Influencer
, and author of the sales classic, Endless Referrals
and Adversaries into Allies
. The Go-Giver
has been published in over 30 languages and has sold over a million copies. Join Bob in The Go-Giver Community Network by visiting TheGoGiverCommunity.com
This new video series is titled, “Influence & Success Insights.” In this video we’ll discover how, with a few simple words and the correct attitude, I was able quickly diffuse what could very well have been a potentially very uncomfortable situation. As you listen to the story look at some of what you see as the key elements that resulted in this very positive outcome.
You’re now on a roll as you’ve already received several referrals via asking correctly; gently funneling down their world into small groups of people they can easily picture in their mind’s eye. But there’s no reason to stop now. And in Endless Referrals Action Tip #22 we’ll explore some additional frames you can utilize that can easily result in additional referrals.
In Endless Referrals Action Tip #21 you’ll discover the exact wording that will instead help your referral source to picture exactly the people you should be speaking with…and be able to tell you. Bonus: It’s VERY simple!
You’ve created the perfect context to receive lots of high-quality referrals. Now you need to apply the third part of the referral-asking process, which is to ask. However…you need to ask *correctly* otherwise you’ll hear the all-too-common response, “I can’t think of anybody right now but, when I do, I’ll let you know.”
The next part of our three-part referral process is to provide your referral source with what I call the “How to Know” statement. This will help your referral source to understand the type of person who is your ideal prospective customer or client; one to whom you’d like to be referred. In Endless Referrals Action Tip #19 we’ll walk through…
Now it’s look at the last half of the Referral Bridge and discover the magic in the last part of this powerfully-effective phrase. In Endless Referrals Action Tip #18 you’ll see how words can truly paint a picture, and how the right words can truly communicate a sense of confidence in you…
From the last video, you are now familiar with the very important Referral Bridge, the first part of the three-step process of asking for referrals. But why is the Referral Bridge — or Bridge Phrase — so important? Why is it so very effective in setting the frame for a rewarding referral experience both for you and for your referral source?
So it’s time to ask for the referral(s) from your new client, or even a non-client with whom you have created that “know, like, and trust” relationship. Great! The key to asking effectively involves three distinct (yet easy to understand and simple to apply) parts. In Action Tip #16 you’ll be introduced to the first part, which is “The Referral Bridge.”
While building these powerful relationships with those you are adding to your network, you might be wondering how long it will be until you can legitimately approach them regarding asking for referrals. Easy to see how one might be concerned with either asking too early, or even waiting too long.
In Endless Referrals Action Tip #14 let’s continue our look at the importance of referring business to those in your growing network and add this key point: when giving referrals it’s important to do so correctly; in a way that honors and respects the way people want to be introduced.