Wendy Kinney @ReferralTweet
Everything about referrals is the opposite of anything about sales. I study referral technology. And share what I learn. ReadySetGoMakeMoney.com Atlanta, Georgia Joined March 2010-
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Thank you Corey Ford for introducing New Member Daniel Doughty to the Midtown Team, for the Merchant Service seat.
Thank you Ed Torrence for introducing New Member Dana Redden to the Candler Park Team, for the Solar Concierge seat.
Just had a delightful lunch with Morgan Luddeke. I value the process she brings to business. ht.ly/meoQo
Telling vs. Selling = Referral words are "I" and "they". Sales words are "you" and "we".
Telling vs. Selling = Referrals are about what they want. Sales are about what we do.
Telling vs. Selling = Telling is how. Selling is why.
Telling vs. Selling = Referrals explain. Sales convince.
Words of wisdom from a conversation with Craig Carter, "The passive approach is not productive."
Referrals require credibility. Don't use self-deprecating humor in a referral situation. Even if it's funny--it's a credibility buster.
Adults need 11 repeats. To generate referrals, stay on a topic for 11 minutes.
Specific creates referrals because: “There's no sense in being precise when you don't even know what you're talking about.” John Von Neumann
Referrals are endorsement marketing. Word-of-mouth is buzz. The volume is different.
A referral is: the transfer of confidence by someone who knows you, to someone who doesn't.
Referrals travel on paper. What are you handing people to hand off? A business card? An InfoMinute?
Crucial tip: RT @everellie: There's no such thing as business, only people in business. Target promos to real people with real priorities.
We each want to be unique. So...asking for a referral to "everyone" is a bit insulting! Instead, share a uniqueness. You'll get referrals.
When tempted to say "I'm a good referral for anyone who..." turn it around so the listener knows what to do. Say "When you hear... tell them
Asking for a referral to "anybody" is asking our listener to do the work of figuring who. Give three specifics---get referrals!
Specific is what generates referrals. "Small to medium" is general. "Company that just hired their 20th employee" -->referable!
RT @ReferralTweet: Referrals don't come from what we ask for, but from what our listener |thinks| about. Ask for 1 thing. Let them think!
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377 Followers 105 Following The skills and techniques to attract referrals are the opposite of selling. I find out why, and explain clearly, so you can go make money.You might like
