Previous Article:
Powerful
Networking: Focus on Building Connections, Not Closing Sales
So how can you approach networking from a prospective
that ultimately leads to increased business? First, it is important to
understand that developing a network is a process, and
it is about building relationships. A key objective.........
The Top Ten Reasons People Will
Send You Referrals
1. You are good at what you do.
You know that people might have all the contacts in the
world, but if they are not skilled at what they do, they will never be
able to garner enough business to keep them going.
You've gotten as much basic training as you possibly can
for your chosen profession. You take continuing education courses. You
read your trade journals. You've gotten some experience under your belt.
You have worked with a mentor. You continually seek out and learn from
those who have come before you.
2. Your word is your bond.
You think before you speak. When you agree to something,
the other person rests easily knowing you will fulfill your promises. You
do what you say you're going to do when you say you're going to do it (or
sooner). As a result, all your referral partners are confident that they
have entrusted their referrals to someone who won't let them down. Ever.
3. You are a firm believer that the customer is always
right...particularly when they are wrong.
4. You have a "can do" attitude.
You're cheerful and pleasant to deal with. Working with
you is a real joy.
5. You consistently knock people's socks off.
You always over deliver. It is a given that you will
go the extra. You amaze people with your knack for making the impossible
possible.
6. You stand behind your work.
You guarantee satisfaction. You take full responsibility
for everything you do. If something should go awry, you correct mistakes
immediately, even if it means taking a loss.
7. You keep people in the loop.
You let all your referral sources know the status of
their referrals. Whether the deal has solidified or gone sour the person
making the referral will want to know what you did with the contact s/he
gave you.
You understand that not keeping them informed is not only
discourteous, it will make them wonder if you ever did anything at all
with the information or introduction they gave you. You know that excluding
your referral partner from the process will likely mean that you never
get their help again.
8. You remember to say "thank you."
You do not take your referral partners for granted. You
let them know how much you appreciate their referral and you acknowledge
them both privately and publicly.
9. You are a good source of referrals yourself.
You understand that in order to get referrals, you need
to give them, too. The referrals you give are strong and well qualified.
You have a solid reputation as someone in the know and as someone who is
generous to others.
10. You practice the Golden Rule of business.
You treat other people the way you would like to be treated.
You also apply the platnium rule; you treat other people
the way *they* want to be treated. Always.
Next Article:
The
Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way
Linear selling says that you have to impose a predetermined
structure on building a relationship -- but that's by definition an unstructured
process! Suppose that the "next step" isn't what the prospect wants? "Wait
a minute," you might.......
"Never talk defeat. Use words
like hope, belief, faith, victory."
*--Norman Vincent Peale
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