What You Are NOT Saying to Plant Referral Seeds
Saturday, 16 January 2010 13:40
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:
- That you want MORE BUSINESS!
- That you want it BY REFERRAL!
- That you're GOING TO ASK THEM FOR IT!
- That they're going to GIVE IT TO YOU
- 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...
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- 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)
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