HI all and welcome back to Netnewb. First let me say this that I have been busy. I have a new phone! a smart phone and I have been testing it to see if it meets my needs as a camera and some of my other needs like getting my self organized and connected. So the past two weeks I have been busy adding new photos and images for the two blogs that I do. I wanted to add my own photos and images to the blogs. you know the hands on approach. Did I ever tell you that I went to school for photography? well yes I did and I am getting back to a old love of mine and I wanted to incorporate some of my old skills to the new ones I am working on. Now that is just me you don't have to do what I do. I felt I had to explain my thoughts process as well as why there have not been any new post in that length of time.
Ok Now on with the show or the topic at hand. In the field of sales or life in general we look to getting plenty of referrals to add to your costumer base. The referral is the bridge between your warm market and the cold market. When you have finished or gone though all of your warm market or the folks you personally know, you need to heard into the cold market. Those folks that you don't know. The referral is one way that you can move into the other market with help from a friend or associate.
Most newbies are afraid to chat with folks they don't know. What do I say and how do I say it. Well you don't want to come off like the old image of the pushy car sales person. I think we covered some of that in a earlier posting. However, you want to develop a friendship and some trust. You want to show that you are enthusiastic about the product and service you offer. You want to first give value to everyone you meet; not just for the sale but as people helping others. I must tell you this that if you don't truly believe in yourself, the product or the services you will come off feeling and looking like a dishonest person to anyone that you meet. Just trying to make the sale they will run from you and brand you on the head as a sales person. Pooh on the sale if you are not motivated to help others by what you do and your purpose is only to tend to your needs then you will fell. The relationships that we make in this world compel us to do better and be better for the good of all not our selfish wants and desires. Making a difference counts.
Also every person in the world is not going to want or believe that what you do or have is going to change their life for the better. So every referral will not be a sale and that is ok, that is cool, that is fine. You have just now gained a new friend and that is worth so much more. We can not live on this planet just by ourselves. We live, breath, work, play, and learn though others. It is this kind of mindset the one of caring and helping that will help you be a better person in the long run. And the end result could be another referral but one who believes and wants what you are communicating to them. The qualified referral. You really don't want any thing other than that. You have to qualify them as well. if they don't need what you have then refer them to another once you get to know what they want.
So what is a referral anyway. I think it is important to know who they are. They are someone who has confidence in the ability of the friend to refer them to someone who represents the qualities they find important. These qualities are a good judge of character, someone who is open and honest who actions speak louder than words who listens to the needs of the client. One who is respectful, friendly, fun and knowledgeable. The referral expects to be treated and be provided a quality service as the friend received.
Also a referral is someone who already knows who you are and most times what you offer because a friend or colleague has told them about you. They trust the judgement of that friend or colleague. They are more willing to sit down and chat with you and connect with you simply due to the above friendships suggestions. They now move into the warm market for you. Today there is more business and sales and partnerships formed though word of mouth. Friends sharing with friends.
Now when thinking of the referral I don't want you to get confused to what a lead is. In most case a lead is someone's name and information given to you. They may or may not have any information on who you are and what you represent. The lead can be sub divided into many a grouping. I will not keep defining all those variables.
I will say that the whole idea of referrals are somewhat subjective. What the person knows about you how their relationship is with the referring person is and if they have an objective mindset to the opportunity to do business with you. It is like the movie critic. Do you agree with all the selections and choices they give you for movies? Do you form your own opinion based on what your own experience has show as to how you choices relate to that of the critic. See what I mean? Subjective right? Smile.
There are two books that I want you to educate yourself with they give you key insights on this subject and again the mindset one needs. The first book is the 4 hour workweek by Tim Feriss . It shows you how to live a life and the mindset to live life on your own terms. This is an example of what the thought process that will lead you away from the 9 to 5 mentality or the employee mindset. The next book is by Ivan Misner and the book is networking like a pro. He is the head of a whole institution that educations you on the referral. Some of the ideas, examples may be a little out dated when you must include social media and networking in this day of the internet. but you will get the starting points and the mind set with these two books. Nothing is the rule of thumb but all is a guide for your own creation of what can work for you and creating a social capital is the key to opportunities, information, knowledge and contacts. Most of the same thought and processes work on and off line. you need people and people need you.
The last point but not the least point I will make here is. You have to ask for the referrals and you have to have that concept always in your mind. what I mean by this is that you ask for the referral and you get to know the referral, what they need what they want, their desire and likes. This way you can help them by also giving referrals and suggestions to them. Helping them out with their other needs and wants. With this kind of behavior you are looking out for their needs and their interest, weather you get a sale or not. You alway think of the future and developing good relationships. Have you ever heard when you raise your kids you teach by doing or what is good for the geese is good for the gander. You show by example. You lead by what you do for others. In turn and in understanding and in good will and in trust they will follow your lead. That is the kind of network that you want to build. I can not stress the importance of this being the good neighbor role model. in the grand karma of how the world works it only makes good sense to do so.
There is a saying that state you get what you ask for,so with that thought in mind. You have to ask for what you want, ask everyone for a referral. On the back of my business cards the only thing I have there is I love referrals. So if I have been a good and helping soul and I have done my job of giving you value or leading you to the right action. There is nothing wrong with having the courage to communicate that you would like any and all referrals. Get that into you mind and keep it there and you always ask. Never ever forget to ask.
This was a long post but I thought it was an important subject to cover. Now with that done. I am going to ask you to tell other about this blog and if what I have written here helps just one person look at the referral as an important part of the sales and relationship building in network marketing then there is value in this blog. I would love for you to share it with others. Have a great day.
Remember to always always think positive. It is all about the journey not the end result that you truly find yourself and contentment. Smile
