3 Rules For Giving and Getting Great Referrals

February 10th 2016 Presented by Tom Fox

© 2016 MyEureka Solutions LLC

Referrals: The Golden Pipeline

There is no stronger sales opportunity than a quality referral…But are you filling your pipeline?

Business does grow on trees…your referral tree! Where? How?

�  Givers get, so help others grow their tree

�  Every engagement is an opportunity for another

�  Networking and your Sales Process are crucial

�  Reputations deliver opportunities…as an expert...as a trusted adviser...as a giver...or not

�  Seeds blow randomly in the wind so be ready to sow so ye can reap

3 Great Giver Traits A Great Referral Giver:

1.  Has great perception of opportunity both for their services and also for how their network can help

2.  Qualifies leads and predetermines what is needed, their readiness to act and what is a good fit

3.  Maintains a data base of professional colleagues with relevant information and builds lasting broad relationships

3 Great Getter Traits A Great Referral Getter:

1.  Asks for referrals (properly)…defines best prospects with specifics, gives examples, avoids being general, offers reciprocity

2.  Demonstrates appreciation in words and action: follows through, sincere efforts, loops in the referrer, offers to return the consideration

3.  Demonstrates the reasons why they should receive referrals (because they are Awesome: Professional, Expert, Charismatic, Great Customer Experiences)

Great Referral Rule #1 Don’t talk about WHAT your business is…

Talk about WHY what you do matters, to WHOM and maybe add a little HOW, but let WHAT be obvious, even unspoken…Example:

Ordinary: “We provide insurance for individuals and small business including: Life, Auto, P&C and Liability...” Extraordinary: “We help you discover the right insurance you need, and more importantly, the insurance you want. We get to know you as a person and as a professional before we talk about insurance!”

Great Referral Rule #2 Know the difference between a Referral and a Lead

Giver: A lead is a name you believe “could use” a service. A referral is a relationship qualified for need, consequences, openness to introduction and commitment to action

Receiver: Confirms the difference then promptly follows up with prospect to confirm qualification, follows their sales process and assumes nothing. (Assuming you have a sales process ...if not I have a great referral for you!)

Great Referral Rule #3

Become a Must Meet Professional…

..one with a combination of three things:

1.  Unquestioned Expertise; coolly demonstrated, jargon free, simplifies the complex, laser focused on issue at hand and without need for approval

2.  Great Personal Presence; passion, charm, charisma, high likability, politically enigmatic, highly principled

3.  Makes Referrers Look Good; credits others, avoids negativity, is publicly grateful, professionally follows up, returns in kind

Summary �  Referrals are the best source of sales opportunity

but they aren’t all equal and neither are referrers

�  Living the traits of great givers and great getters perpetuates opportunities for you and for your network to manifest success

�  Follow the rules for giving/getting great referrals: 1.  Tell your Why and a little How not your What

2.  Know the difference between a Lead and a Referral 3.  Become a person who is “must meet” in your field

Contact Info

Tom Fox President MyEureka Solutions LLC

1315 Park Ave. Mamaroneck, NY 10543 P: 917 539-6617

tom@myeurekasolutions.com www.myeurekasolutions.com @TomFoxTrainer