Blog Archive

Think your competitors are your worst enemies?  Think again.  Your worst enemies — the people most likely to keep you from making a sale — work right inside your own firm!

You want more referrals.

You want more people to talk about you in a positive way.

You want great 'word of mouth'.

You need GREAT STORIES!

They say 'facts tell and stories sell'. If you want to be the topic of conversation when potential introducers and prospects come together in your absence, you need to tell great stories.

All of my work is dedicated towards helping people in business become the number one choice for what they do. If you want more referrals and more lucrative networking, you need to create a reputation around compelling, memorable stories.

Here are the seven critical components of a great word of mouth story for networkers:

1. Make them memorable. Whether you make them funny or unusual, they need to have something about them that people will remember.
   
2. Make them real. Made up stories are great for fairy tales. For great word of mouth and more referrals, you need real people with real situations. It adds credibility and believability to your stories.
   
3. Make them relevant. Tell the right stories to the right people. If your audience is wrong, your wonderful story will fall in deaf ears.
   
4. Make them 'pass-on-able'. If people are not inspired or equipped to repeat your stories, you've got little chance of creating word of mouth. Don't overcomplicate them.
5. Make them short. No need for a saga! They should be punchy, snappy and brief.
   
6. Make them do something. Good stories should make people think or act.
7. Make them work for you. They should feature examples of your brilliance. Evidence for your supremacy. They should illustrate great things you've done for your customers and clients. Problems you solved and pain you relieved.

Would you like some one coaching from me on crafting and delivering the right stories? Ones that will bring you loads of high quality referrals and a great reputation? I can help you. Call me now on +44 115 846 2127 or email This e-mail address is being protected from spambots. You need JavaScript enabled to view it .

In my motivational presentations on winning more referral business, I often mention the power of sowing referral seeds.

This is where you prime people IN ADVANCE so they know the following five things:

1. That you want MORE BUSINESS!
2. That you want it BY REFERRAL!
3. That you're GOING TO ASK THEM FOR IT!
4. That they're going to GIVE IT TO YOU
   
5. That they're going to FEEL GOOD ABOUT IT!
   

Referral positioning scripts are words you use to ensure that when you finally ask them for referrals, it's not a shock and they want to help you!

You must sow these referral seeds to position referrals, prime them to open up and get them to share their network with you.

Check out this short video from a guru I follow called Bill Cates, who is the top referral expert in the USA. His favourite 'planting phrase' is "don't keep me a secret!"

Watch how it works...

Now let's see how we can make referral positioning scripts and sowing seeds work for you...

How would you like to get your hands on an incredible resource that will give you 30 separate and powerful scripts to position referrals and start winning business TODAY?

The Referral Scripts Pocket Guide is a business book in 40 minutes! So as well as saving you buckets of time over regular business books, for just £10 ($20) you'll also discover:

• Five reasons why you don't get more referrals (p8)
• How to develop a 'referral mindset' so they come in all the time (p9)
• Ten things you must do to increase your chances of referral success (p12)
• The four biggest reasons why you are scared to ask for referrals (p16)
• Your top ten sources of referrals so you know just who to ask (p24)
• How to have proper and welcomed 'referral conversations' (p32)
• The best power scripts to build 'value' into your conversations (p40)
• Over 100 actual scripts to extract warm leads from people in a lots of situations (p43)

If you want to generate tons more warm leads and fill your 'pipeline' with streams of qualified prospects just by talking to people, then buy this amazing resource NOW and get it immediately in downloadable format!

So it's a New Year with new possibilities, new beginnings, new hopes and new dreams.

Here are a few funny quotations to get you into the mood. Wisdom from sages and insight from people who tell it how it is!

At the end, you'll get two things you must work on if you want to make this year better than the last!

James Agate
New Year's Resolution: To tolerate fools more gladly, provided this does not encourage them to take up more of my time.

Eric Zorn
Making resolutions is a cleansing ritual of self assessment and repentance that demands personal honesty and, ultimately, reinforces humility. Breaking them is part of the cycle.

Bill Vaughan
An optimist stays up until midnight to see the New Year in. A pessimist stays up to make sure the old year leaves.

Charles Lamb
New Year's Day is every man's birthday.

Oprah Winfrey
Cheers to a New Year and another chance for us to get it right.

Mark Twain
New Year's Day… now is the accepted time to make your regular annual good resolutions. Next week you can begin paving hell with them as usual.

Anonymous
Many people look forward to the New Year for a new start on old habits.

Joey Adams
May all your troubles last as long as your New Year's resolutions!

Robert Paul
I'm a little bit older, a little bit wiser, a little bit rounder, but still none the wiser.

G. K. Chesterton
Unless a man starts afresh about things, he will certainly do nothing effective.

One thing is guaranteed in 2010:

Your fortunes will not change for the better unless you change for the better!

Working on yourself, your skills, your knowledge, your expertise should be your primary objective. When you get better, your world, your prospects, your outlook and your oportunities will do the same.

Also work on your relationships. As I have said many times in my seminars and talks:

"Everything you need in life, you have to go through somebody else to get it"

All of your business, all of your referrals, all of your strength, support and resources will come from other people.

YOUR RICHEST RESOURCES WILL ALWAYS BE IN YOUR RICHEST RELATIONSHIPS!

Have a great year!