Dashing for the 2012 Finish Line

by Sabrina Risley

By the time December rolls around, most are ready to put their businesses on hold to enjoy the season of sugar cookies, sleigh bells and reindeer. But what if you took a different approach from everyone else this month?

Instead of losing momentum in your business and struggling right out of the 2013 gate, use your time in December to gear up while everyone else is winding down.  This does not mean you have to make 30 cold calls a day. You don’t need to push your services or products for last minute sales. You don’t need to work overtime.

But here is what it can mean.success 4

Revisit, Reassess, and Recreate your Goals. December is a great time to review where you are in your business, look at what you want to do differently, and create a few key tangible goals and actions steps to be carried out in 2013. Many people wait until January to go through this process. But spending some quality time on this in December will allow you to get a head start as 2012 draws to a close.

Celebrate Successes. The mere act of identifying and celebrating your successes from the past year will be one of the greatest gifts you can give yourself, not to mention the boost of motivation you’ll receive from the exercise to make 2013 even better. Don’t slide into the New Year without celebrating and acknowledging what went well in 2012.

Organize, Systematize, and Monetize. As part of your end of year plan, take a look at what you can do to increase your efficiency by getting organized now. Use the space in your December calendar to create systems so you can delegate more, get organized so you can spend less time searching for lost information, and monetize any part of your business for next year.

Finish projects. Sometimes we get so busy, we leave important projects on the back burner throughout the year. If you find that December is slower than other months in your business, go through your open projects to see what you can actually finish. Review your project list and decide first if any of the projects can be dumped, and if so, let them go. If not, do what you can to wrap up the year with a clean project list.

Creating Space. Clear up the negative “junk” in your life, you will make space for more positive to appear.  How does this relate to your business? Consider what is weighing on you. Now is a great time to go through your computer and clean up old files, backup all your documents, get ready for your year-end taxes and reports, clean your office to shift the energy and welcome something more powerful in the New Year. It’s also a great time to review your client list. Are there any clients that are not ideal? Consider whether an exit from working with them will allow space for you to work with more ideal clients.

Be grateful. Lastly, take some time to be grateful. Send your clients a thank you card or gift, call the people who have influenced and inspired you this year to let them know how they have done that, recognize people for the role they have played in your life and business, and acknowledge all you can be grateful for—including the simple things like the clothes on your back and the food in your pantry.

Overall, December and the holiday season do not need to kill your business. In fact, using this time strategically allows you to set yourself up for a sprint out of the 2013 gate while still enjoying all the holiday season has to offer.

Happy holidays and all the best to you in the New Year.

(c) 2012 CERTUS Professional Network. All Rights Reserved.

See related posts:

Sprinting for the 2010 Finish Line

Racing for the 2011 Finish Line

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Feel free to share this article in its entirety and include Sabrina Risley’s Bio information below along with live link back to this blog post.  Thank you.

Sabrina Risley founded CERTUS Professional Network™  (formerly Behind The Moon, Inc.®) in 2003, a Colorado-based professional community and networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” CERTUS offers several monthly networking events along Colorado’s Front Range, attracting professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. To receiving Sabrina’s free report, Networking For Success , please visit http://budurl.com/BTMtips.

3 Ways to Earn More Cash from Your Competition

by Sabrina Risley

Who is your competition?  Have you ever thought about it and identified who they are?  For some, thinking about their competition brings up a surge of negative energy. Some feel threatened to be at the same networking event with their competition. Some don’t want to see the social media posts of their competition. Where do you stand and how does it make you feel to interact with your competition?

Well many have heard me shout out “Collaboration over Competition!”  While there are companies offering similar products and services to our own, no two companies are quite the same in their delivery of said similar products/services. We all bring different passions, energy, and even skills to our work. Though there may companies competing for business in our same industry, these so-called “competitors” can often be a source of our biggest leads, referrals and partnerships.

Let’s investigate how we can shift our perspective from competition to collaboration. Check out these points and let me know how you feel.

1.  What would our world look like if we only had one vendor in every industry? It would be a monopoly and against the “American Way.” Having the ability to choose who we work with, hire or give our business to is a huge advantage for the buyer and the seller. While you may be up against five other organizations for the same piece of business, when your company receives the business, you know you were ultimately chosen because you were liked, trusted and believed in. Perhaps you ended up losing the gig to your competition and instead of fretting, take it as an opportunity to assess what you can do better, how you can improve, and what you need to do, if anything, to win the business in the future (if you event want it). You may not have won the business but this can still be a win!

2.  Your biggest “competitor” may very well be your greatest asset. The companies at the top don’t see others in their industry as a threat because they have established themselves and have a solid base of clients. So how can you utilize their strengths? Have you considered being a support- and outsource-partner for them? Good employees are hard to find. As long as you have established a good relationship with them, with mutual respect, you have proven you have similar service levels, skills and abilities, you may very well be a suitable contract or out-source worker for them. Establish an agreement in which you are able to assist them with “overflow” work. Or perhaps you have work you can outsource to them.  It’s a win-win!

3.  Find competitors with whom you can establish a referral partnership to share leads and give referrals. You can’t be all things to all people or you’ll be no one to everyone. It’s crucial to find a niche that you enjoy and at which you can excel. Find professionals within your industry who specialize in a particular product or service offering that you do not or cannot offer or that you don’t wish to be your focus. You can easily partner with them to provide a turnkey solution for your clients. You may not offer a product or service to your client or prospect but they will be grateful for the recommendation of someone who can help them. In this instance, you are actually assisting both the party to whom you are referring the business as well as your clients or prospect being referred. Another win-win!

I challenge you to shift your perspective on competitors in your industry. When utilized effectively, you can easily turn “competitive” relationships into relationships of collaboration which can result in increased revenue for your own business.

(c) 2012 CERTUS Professional Network. All Rights Reserved.

See related posts:

Shifting Perspective: When You Don’t Receive the Business

Collabora-Prenuership May be Your Next Step

Becoming a Referral Superstar: Asking for Referrals so You Actually Receive Them – Part 1 and Part 2

Tips for a Successful Joint Venture

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Feel free to share this article in its entirety and include Sabrina Risley’s Bio information below along with live link back to this blog post.  Thank you.

Sabrina Risley founded CERTUS Professional Network™  (formerly Behind The Moon, Inc.®) in 2003, a Colorado-based professional community and networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” CERTUS offers several monthly networking events along Colorado’s Front Range, attracting professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. To receiving Sabrina’s free report, Networking For Success , please visit http://budurl.com/BTMtips.

Shifting Perspective: When You Don’t Receive the Business

by Sabrina Risley

You have nurtured a prospect for weeks, perhaps months or even years, you have handled any objections or reasons they say they cannot or will not buy from you, but then it happens. They make a decision and choose to hire “someone else.”

Many of us have been there. Perhaps you have too.

It leaves us questioning what went wrong. Did it come down to our price? Was it personality? Did the other company offer something you did not?

Here’s what you can do when you don’t get the business, but you still want to save the relationship.

  1. Let your contact know that you understand that they need to make decisions that are in the best interest of their company. Ensure they know you are still there for them, to support them should they need anything or have any questions.
  2. Continue to check-in and follow up with your contact so they know it’s “okay” they did not choose you.  Believe it or not, people feel badly, and perhaps even guilty, about not choosing you, especially if they like you personally.
  3. As you relieve the tension, it opens the opportunity to ask a question such as, “I’m just curious, what was the deciding factor in going with XYZ Company?”  Coming from a place of curiosity allows people to share freely. As they share with you, you can then ask if there is anything you could have done differently to have received the business. You’ll want to find out if it was cost, service, timing, trust or another factor.
  4. Continue to add value.  They will appreciate and remember you should they have the opportunity to refer business to you.  Additionally, they may become unhappy with the provider they chose and when the opportunity arises, perhaps they will hire you the next time around.   If you have continued to build the relationship, they will more likely feel comfortable and confident giving you a call to make a change.

In the end, if you do not get the business, evaluate and learn from the experience and be sure not to “write people off” when they choose another option.  Over time, if the relationship does not grow into one that is mutually beneficial, you can decide whether or not to continue nurturing it.  But by all means, “no” is never a good reason to stop cultivating a connection.  Just imagine how continuing to serve sets you apart from other companies in your industry!

(c) 2012 Behind The Moon, Inc. All Rights Reserved.

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Feel free to share this article in its entirety and include Sabrina Risley’s Bio information below along with live link back to this blog post.  Thank you.

Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several monthly networking events across Colorado’s Front Range, attracting professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. To receiving Sabrina’s free report, Networking For Success , please visit http://budurl.com/BTMtips.

The Softer Side of Networking: Authenticity

by Sabrina Risley

You walk into a room full of business professionals. Your mind starts churning. “What if I don’t know anybody? What if I’m not dressed appropriately?  What if I don’t get a new client? What if I mess up my 30-second introduction?”

As your head spins with all the ‘what ifs’ and possibilities of the upcoming event, you hardly ever hear it say, “Just be yourself!”  However, what if being authentic was the only ‘what if’ you needed to entertain?  International best-selling author, Bob Burg writes about The Law of Authenticity in detail in Go-Giver’s Sell More as well as his blog articles.  This topic is probably something we want to take to heart 🙂

When you first meet someone, you have mere seconds to make a first impression.  During those first few seconds, most of us are so worried about being strategic and thinking about what to say, that we lose the opportunity to be ourselves. When we aren’t ourselves, we say the strangest things, sometimes regrettable things that aren’t representative of who we actually are. We leave a conversation beating ourselves up, wondering “Why did I say that? I never say stuff like that!”  We’ve all been there. And the reason is that we are likely separated from our authentic self during the conversation.

If we can just stop, take a breath and quiet our minds, we can more easily focus on the person with whom we are interacting.  Our head chatter is typically not the ‘real us,’ yet if we listen to it and interact with the chatter in the driver’s seat, it becomes what others observe and understand us to be. Pausing momentarily and being truly present with others allows us to quiet our mind, listen fully and contribute authentically to the conversation, without concern for booking an appointment or making a sale.

Many shy away from the idea of being “authentic.”  Authenticity isn’t about airing dirty laundry. Rather it’s about breaking down facades, being ‘real’ and allowing people to get to know your personal side. If you like cats and you’re in a conversation with a bunch dog-lovers, by all means take a stand for the cat (they get the short end of the stick as it is)!  While this example may seem silly, it can be compared to our business conversations about the best online shopping cart or which contact management system we prefer.

Think about what you remember most about conversations you have with people. You will likely find that you recall the personal stories more easily than the business small talk. Your authentic side is what connects you to others and allows your networking to become more natural and real.

Remember, people love to support, help and refer business to their friends. When you bring authenticity into your networking, allows you create the space for deeper and more meaningful connections, similar to that of a friendship.  Bill Gates said it best… “Referrals come through who you are, not what you sell.” Not only will you get to know people far more easily and quickly, but more importantly, they will get to know the genuine and bona fide YOU.   So I challenge you to defy what you were taught about being on your best behavior all the time.  Instead just be your best authentic self.  After all, “The most valuable give you have to offer is yourself.”  Bob Burg’s Law of Authenticity.

(c) 2012 Behind The Moon, Inc. All Rights Reserved.

Related article: Five Keys To Authentic Marketing

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Feel free to share this article in its entirety and include Sabrina Risley’s Bio information below along with live link back to this blog post.  Thank you.

Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several networking events across Colorado’s Front Range that attract professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. Sign up for Sabrina’s free report, Networking For Success 

The Softer Side of Networking: Heart

By Sabrina Risley

Push. Shove. Convince. Sell. I don’t know about you, but none of these words resonate with me. Likely, they don’t resonate with you either. Yet, most people embody this type of energy when networking to grow their business, even if they say they don’t like being “sold to,” “convinced,” or “pushed” into a buying decision.

These habits stem from repeating what we’ve seen others do, instead of following our own guidance on what feels right and natural: connecting and building relationships.

And as you’ve probably noticed, those old ways of being have started to crumble and are no longer working for professionals.  This energy just causes walls to go up, making it hard to connect with people.

Let’s look at how to build your business differently, using your heart at the start. When you take a heart-centered approach to networking, it doesn’t mean swapping tears, woes, and tales. It’s simply a matter of taking a people-first approach.

Heart-centered networking essentially means connecting with people on a deeper level. It’s having a conversation with someone you meet, without having an agenda or an intention to ‘go in for the close.’  It’s means allowing yourself to open up to someone, to see and hear what they really need, to welcome the opportunity to share referrals, relationships, power partners, and not feel threatened by competition or spending dollars.  It’s looking for opportunities to serve and contribute.  It’s understanding the passion behind someone’s work and the results they produce so you can become one of their cheerleaders or raving fans.

Heart-centered networking is also an energy. It’s a way to “be” with people. When you are in a place of being heart-centered, you aren’t zooming around the room in attempt to collect as many business cards as possible. Instead, you are taking the time to get to know each person you meet and looking for a connection.

When you are in a space of practicing heart-centered networking, you…

  • —  SLOW DOWN and ENJOY, CONNECT & BE with people!
  • —  Get INVOLVED in their story
  • —  Project GOODWILL upon them
  • —  Show EMOTION when appropriate
  • —  CARE deeply for them
  • —  Open your HEART to them
  • —  SHARE yourself with them

 It also means there is…

  • —  No Selling
  • —  No Neediness
  • —  No Me-Focused Actions 

Heart-centered networking is a co-creative experience between two professionals. When you use your heart in professional networking, you allow others the chance to make a connection with you in a deeper and more meaningful way. They’ll never forget you for that. And without even needing to explain what you do for work, they will be drawn to your energy, will become a fan of yours, singing your praises just because they see your real character.  All of this because you are a professional with whom they have a connection, they can trust and can pass business to with confidence.  Why wouldn’t they want to do business with you and recommend you to others? I know I would.

(c) 2012 Behind The Moon, Inc. All Rights Reserved.

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Feel free to share this article in its entirety and include Sabrina Risley’s Bio information below along with live link back to this blog post.  Thank you.

Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several networking events across Colorado’s Front Range that attract professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. Sign up for Sabrina’s free report, Networking For Success at http://www.behindthemooninc.com/index.php/free-report.

The Softer Side of Networking: Intuition

by Sabrina Risley

Often when we think of networking, we use a more logical, rational, and analytical mindset. We consider who we want to meet, the benefits we can reap in meeting them, and how we can strategically build our business. This is typical for entrepreneurs and business owners. It’s also the norm in what is taught and modeled by professionals. There’s nothing wrong with this approach, in fact, it is very necessary and can have a significant benefit to your bottom line.

Yet, I’ve had some very transformative experiences in recent months which have inspired me to explore more about the “softer side of networking” with others.  This side is less overt, rarely talked about, and even questioned by the rational side of our brain.

The softer side of networking shows up in a variety of ways, such as at a networking meeting when you are scanning the room looking for strategic partners to connect with.  Then, suddenly, someone whom you don’t know piques your interest. It’s almost a gut reaction. This person could now seem familiar, like you’ve met them before, even when you haven’t. You can tell there’s something about them. You can’t place it, but you just feel it. Perhaps it’s in what they are wearing, how they are holding themselves, or even their energy.

At times we dismiss these “gut” feelings and instincts and continue to scan the room and look for the most strategic person to meet. Or perhaps, we shy away from walking up to this person and making an introduction, for we are unsure of what to say or how to approach them. If you’ve ever felt this way about someone you’ve seen or met at a networking event, you’ve tapped into the softer side of networking.

This side of networking is about using your gut feelings, intuition, and maybe even your heart, to seek out new connections that really matter. These connections are ones that can’t initially be explained, but can lead to partnerships, friendships, and opportunity, if given the chance.

We can be surprised by what we find when we seek out new ways to meet people, follow our gut, and act on “that feeling.”  What we’ve uncovered to be true within our networking organization is that when people follow this style of networking and meeting with new people, they really begin to cultivate connections that count.

Many times these relationships go beyond the typical business interaction and move into friendship.  These business associates, now turned friends, end up becoming a rich source of referrals.  Think about it, the more you authentically befriend someone, the more you want to support them.  When you meet a person within a business setting, you both come to the relationship with the understanding that your business is a priority and you can talk openly about your desire to find new clients and get referrals.  Unlike your every day friends, perhaps it’s easier to ask a business-colleague-turned-friend to support you in your work, than it is to ask a friend you’ve known for 20 years whom you don’t want to “bother.”

The thing to remember is that friendships and connections take time.  Sometimes instant friendships and partnerships are born, but most likely the relationship will need cultivating.

You can easily create connections that count using the softer side of networking by following your gut, listening to your intuition, and seeking out deeper, more meaningful relationships within your network.  The next time you see someone who sparks your interest, even for reasons unseen, seize the opportunity to make the connection.  You’ve got nothing to lose and perhaps so much to gain.

(c) 2012 Behind The Moon, Inc. All Rights Reserved.

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Feel free to share this article in its entirety and include Sabrina Risley’s Bio information below along with live link back to this blog post.  Thank you.

Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several networking events across Colorado’s Front Range that attract professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. Sign up for Sabrina’s free report, Networking For Success at http://www.behindthemooninc.com/index.php/free-report.

Cultivating Connections That Count

By Sabrina Risley

Did you know that…

  1. A person needs to hear from you at least 7 to 27 times before they decide to do business with you?
  2. The easiest way to bring profit to your bottom line is to STOP chasing after new clients?

It’s true.  In fact, most professionals give up in the “sales cycle” after the third or fourth “touch.” The key to making your life easier, getting paid for the work you put in and feeling more fulfilled along the way, well it’s all in your…RELATIONSHIPS.  Anyone who knows me understands how much I value and place an emphasis on relationships. How you cultivate the relationships you currently have can greatly impact your success or failure in business. Making a slight shift in your mind set and coming from a place of service and giving, rather than of taking and getting, can have a profound impact on the growth of your business.

Consider these 5 factors which result when you cultivate relationships in business:

1.   It’s about being a giver. Growing your business is NOT ALL about getting a sale.  It’s also about connecting people to the resources they need and helping them to grow their business. Being a giver builds incredible trust and shows how much you really care about the people in your world.

2.   It makes you stand out from the crowd. When you focus on relationships, your business has the opportunity to grow tenfold. Why?  It makes you different, remarkable and memorable.  And people do business with those they REMEMBER.  People will remember you not only when they need your services but they will also become your raving fan. It’s word-of-mouth marketing at its finest.

3.   It builds your referral base. When you stay in touch with people on a consistent basis, those people will come to know, like and trust you.  So even if they don’t need your services, they will always remember you when someone else comes along who does.  Staying in touch and creating an effective follow up system also gives you the open door to ASK for business when you want. When you don’t stay in touch and call to ask for something, it just looks like you are a “taker” and nobody likes a taker.

4.   It allows you to leverage your contacts. You’ve heard the saying, “No man is an island.” The same goes for your business. Trying to do it all alone is difficult, challenging and tiresome. Leveraging your existing contacts is powerful, fun and profitable.

5.   When you serve, you have more fun. Building a business doesn’t have to be difficult, in fact it should be fun. When you come from a place of service and look for opportunities to connect and offer things back to others, you’ll feel more gratified and have more fun in your business. And when you have more fun, your energy will attract more of the right people to your work—increasing your impact even more.

Consider what your business will be like when you wake up one day and your email is full of inquiries about your work, your voicemail is full with messages from potential clients and opportunities, and you’ve only got a few openings in your calendar to take on new clients. Ahhh, what bliss!

There are 3 things that you absolutely MUST know about cultivating connections that count & creating a relationship strategy that works in any economy and market:

•  It’s about service, not selling.

•  It’s a system, not rocket science.

•  It’s about building bridges, not burning them.

This month, Sabrina Risley, Founder and CEO of Behind The Moon, Inc. has partnered with Andrea Costantine, Community Engagement Strategist to offer a two-part tele-seminar series titled Cultivating Connections That Count, a program designed to help business owners and sales professionals uncover and implement the simple secrets to attracting more business through Relationship Marketing and the Power of Service. During the program, we will provide you with everything you need to create an effective service plan, set yourself apart in the market place, become remarkable, and create an army of raving fans and referrals!  We are also including scripts, checklists, sample emails and loads of resources! 

JOIN US ON TUESDAY MAY 22ND AND THURSDAY MAY 24TH @ 11AM MT

We have so much to share in these two 75 minute calls.

If you are even slightly curious, CLICK HERE to learn more about Cultivating Connections That Count. Space is limited so be sure to register soon for the tele-seminar series.  And please know, this information will be available again in June 2012, however at a substantially higher price.  To take advantage of the best value, please consider participating on our LIVE calls on Tuesday, May 22nd and Thursday, May 24th.

Register Here = > http://www.andreacostantine.com/cultivateconnections/.

(c) 2012 Behind The Moon, Inc. All Rights Reserved.

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Feel free to share this article in its entirety and include Sabrina Risley’s Bio information below along with live link back to this blog post.  Thank you. Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several networking events across Colorado’s Front Range that attract professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. Sign up for Sabrina’s free report, Networking For Success at http://www.behindthemooninc.com/index.php/free-report.

Becoming a Referral Superstar: Asking For Referrals So You Actually RECEIVE Referrals!! (Part 2 of 2)

by Sabrina Risley

Last month, I shared Part One on how to become a Referral Superstar, so you can build a referral network that actually delivers referrals. I shared WHY you want to use referrals to build your business, WHO your potential referral partners are, and asked you to be specific in WHAT you are looking for in a referral.

If you’ve completed your “homework,” you are now ready to move on.  If not, be sure to Read Part One first.  Referral Superstars, let’s talk about WHEN and HOW to ask for referrals.

W #4 = When

Once you know who to ask and you’ve identified what to specifically ask for, knowing when to ask is crucial. Asking a contact too soon can feel like asking someone to marry you on a first date.

It’s never too late to ask for referrals once you’ve:

  • Established rapport,
  • Formed a trusting relationship,
  • Ensured them you will take care any contacts they send your way.

A great time to ask for referrals is right after you’ve successfully completed work and you’ve delivered excellent customer service resulting in a very satisfied customer. This customer is in a state of gratitude and appreciation for the work you’ve completed for them and they are ready to share that experience with others. For example, as an insurance agent, you just wrote a new policy for a client and saved them $200 per year. This is the perfect time to ASK for a referral!

Within your network and circle of influence, when to ask can be a little tricky. As we’ve said before, asking too soon can be damaging to the relationship. Most people need to see or hear from you an average of 7 to 9 times before they feel confident and comfortable with you and your products or services. To speed up rapport building and trust, make a habit of reaching out to your contacts consistently. Create a plan of contact.

If in doubt, wait it out. Consider the number of quality “touches” you’ve made with this person, if it’s less than five, enlist a few more measures to ensure you are establishing rapport, trust, and confidence. Perhaps you can pick up the phone and ask what they most need right now, take them to coffee or have lunch after a networking event, or even send a referral or connection their way. Individuals with Bob Burg’s Go-Giver® mentality receive the most.

How:

Once you know who your referral sources are, you’ve identified what a good prospect looks like and you know when to ask, you are ready to actually ask for the referral. Asking for referrals can be intimidating, but if you’ve followed the instructions on when to ask, your request will be well-received.

Here is how to phrase the question.

  • Start by asking an open ended question. Instead of asking “Do you know anyone?” ask, “Who do you know?”
  • To increase your chance of receiving referrals, use the specifics about what your ideal referral looks like. The more general you are, the harder it is for people to recall someone in need of your service. However, if you ask for a specific referral like, “Who do you know that is currently looking to move out of state and sell their home?” people can more readily pinpoint who in their network fits into that specific scenario.

Here are a few more examples to consider:

Realtor: “Who do you know in your wine club that is getting ready to retire within the next two years?”

Marketing:  “Who do you know in Littelton that is struggling to build their business using online marketing strategies?”

Financial Planner: “Who do you know in the Denver metro area that is a higher level executive and recently switched companies?” (You see, they might need their 401k managed).

Here’s another example of how to ask for referrals.  In his book, Endless ReferralsBob Burg suggests, “Anne, I’m in the process of expanding my referral business, and I find it’s helpful to partner with my clients and friends such as you. Could we take a few quick minutes to run past the names of some people I might also be able to help?”

Practice asking for referrals and find the words that work for you. But simply asking for referrals sets you apart from 90% of the professionals within your industry.  All you need to do is follow the Why, Who, What, When and How, and you’ll soon become a Referral Superstar.

For related reading, see also our Janauary 2011 post, The Most Important Factor to Receiving Referrals = YOU!

(c) 2012 Behind The Moon, Inc. All Rights Reserved.

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Feel free to share this article in its entirety and include Sabrina Risley’s Bio information below along with live link back to this blog post.  Thank you.

Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several networking events across Colorado’s Front Range that attract professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. Sign up for Sabrina’s free report, Networking For Success at http://www.behindthemooninc.com/index.php/free-report.

Becoming a Referral Superstar: Asking For Referrals So You Actually RECEIVE Referrals!! (Part 1 of 2)

by Sabrina Risley

We all had grandiose visions of opening our business, kicking our feet up on the desk, and answering incoming calls and demands for our widgets.  Unfortunately, that’s not how it happens. However, when you become a Referral Superstar, your phone begins to ring and you soon get more qualified, ready-to-buy prospects knocking at your door.

If you haven’t already, I highly recommend reading two books pertaining to referrals: The Referral of a Lifetime by Tim Templeton and Endless Referrals by Bob Burg. I consistently use both as reference tools. What I learned from both books is that to become a Referral Superstar, first you need to know how to build a referral network so that you actually receive referrals. In this case, you need to answer Why, Who, What, and When so you can get to the HOW. 

W #1 = Why

You might be asking yourself, “If I do a good job, won’t I just GET referrals?” It’s possible, but by asking for referrals, you greatly increase the chances of receiving referrals, and you most certainly receive them more quickly. Asking for referrals isn’t selfish. It’s about giving and passing along valuable resources. People love to connect and they love to help. When they refer someone, they know they are being of service by making the connection. When you give people the opportunity to help, they will.

Additionally, referrals are the BEST source for new customers, as prospects are more likely to believe what others say about you than what you tell them about yourself. There is nothing more prized than having the opportunity to meet someone based on the strong recommendation from their friend or associate. Referrals come to you already trusting in who you are and what you offer. You are already on the pedestal, placed there by the referring party.  With each new referral turning into new business, it leads to more opportunity to grow and expand your network of referral based clients!

W #2 = Who

The Rule of 250 states that you have at least 250 contacts in your circle of influence.  It further states that each of your 250 contacts has a circle of influence of 250 as well.  Wow… that’s more than 62,000 people at your fingertips!!  Doesn’t it make sense then to say that your 250 contacts know people who need your products/service?

The first step is to explore your existing network to identify the best people from whom you can ask for referrals. These could include: satisfied current and previous customers; raving fans and champions; those with whom you have a trusted relationship; friends; family; contacts with whom you have sufficiently established a know, like, trust factor, or rapport and connection. When it comes to building a referral based business, your network is your lifeline.

W #3 = What

Once you identify who to ask, begin identifying exactly what you are asking for. What does a good referral look like?  Saying that “anyone and everyone is a good referral” ensures you’ll get referred to no one. It’s best to narrow down to specifics as it helps your contacts know who to refer to you. The more specific and focused you are, the more likely you are to get a referral.

Be specific and determine what you are asking from your referral source.

  • Geography: In which geographic area do you prefer to work? Even if you can work nationwide, it’s best to narrow the geographic region so you referral source can actually imagine prospects for you in that specific area. This doesn’t mean you won’t receive referrals or business outside that area. This is about narrowing the focus for your referral source.
  • Focus on a Product or Service: What is your core or primary focus of the products or services you offer? You can also view this from the perspective of offering the most well-received product/service available and lead with that. Again, narrowing the focus for your referral source.
  • Type of Client or Person: What are the specifics about your ideal client/referral? Are they in a specific age or income range? What type of person, or what situation or circumstances define the person who best fits the products or services for which you are seeking a referral? Are they retirees? Families with young children? Being specific here further helps in receiving referrals.

By following these first 3 W’s, you are well on your way to growing your business through referrals. Spend some time this month identifying your who (referral partners) and your what (specifics), so you are ready for part two of this article, which includes WHEN and HOW to ask for referrals.

“When we seek help, people are there to help.  But you have to take the first step and ask for it. ”
~ Angie Ridings

For related reading, see also our Janauary 2011 post, The Most Important Factor to Receiving Referrals = YOU!

(c) 2012 Behind The Moon, Inc. All Rights Reserved.

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Feel free to share this article in its entirety and include Sabrina Risley’s Bio information below along with live link back to this blog post.  Thank you.

Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several networking events across Colorado’s Front Range that attract professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. Sign up for Sabrina’s free report, Networking For Success at http://www.behindthemooninc.com/index.php/free-report.

Adding Value: Does It Mean Giving Away My Stuff For FREE?

by Sabrina Risley

You may have a large network.  You may know a lot of people.  They may know a lot of people.  It seems that this alone would be the perfect formula for creating a networking goldmine, but as you may have noticed, a network alone won’t necessarily bring you endless referrals and a steady stream of new clients.  But there is one thing that will…

Adding VALUE and helping those within your network!

A concentration on adding value and service as an important facet of your business growth strategy will have a tremendous effect on what you attract.

So what does adding value and helping others really mean?  It’s like paying it forward.  It’s doing good for the sake of doing good, not for the sake of what you think you might receive in return.  It’s about serving without attachment to an outcome or expectation.  One of my favorite quotes from Bob Burg‘s Go-Givers Sell More reads “The task here is not to create value in order to create a sale or “in order to” anything.  It’s to create value, period.”

Adding value could look like any number of things:

  • Making a phone call instead of sending an email
  • Sending a handwritten note or thank you card
  • Remembering birthdays, anniversaries or other important dates
  • Making an introduction or connecting someone to another person of high-value to them
  • Recommending valuable resources and sharing information
  • Offering a free report, success tips, or valuable information that solves your target market’s problems
  • Following up with a client, contact or prospect to be sure they are satisfied
  • Thinking ahead to what your client might need, suggesting other products and services
  • Sending referrals
  • Saving a client money… and the list can go on and on.

Here are a few specific examples that might help you translate things for your own business:

  • A massage therapist or hair stylist might call their client a few days after delivering service to see how they are doing.
  • An insurance agent might call their client to let them know about new changes in their policy, how that will impact them, and offer suggestions.
  • Thinking outside the box… a professional on the networking circuit might focus on connecting at least two people from every event with someone who could be a good strategic alliance or power partner.
“The essence of the Go-Giver philosophy is this: the more you give, the more you have.”

With this quote in mind, you’ll notice what did not make my list of what adding value looks like…

  • Giving away your services and products for free
  • Discounting your services and products
  • Over-giving to a paying customer because they demand it

These are not examples of adding value.  In fact, much of the time, free or discounting decreases its perceived value. Think of what you treasure more… something for which you paid full price or the item you found on sale?  Well, happening upon a great sale can be exhilarating, however consider an article of clothing costing $100. When the item goes on sale for $50, doesn’t it make you wonder whether the item was ever worth the original $100?

To really be of service and to add value to your network and clients, your giving must contribute in some manner.  Here are a few questions to consider when determining how to add greater value in your business.

  • Is this something that will directly impact the other person?
  • Would this help them solve a problem or overcome an obstacle?
  • Could this support them in learning something new?
  • Am I giving this without being attached to getting something back in return? (giving from the heart versus giving to buy approval)
  • Can I freely give this, without it taking away from my energy, causing resentment, or it being a disservice to myself or other clients?

These are all for your consideration when looking for ways to add value.  Remember, it’s about being of service and giving, but it’s not about giving away your services and products for free, offering discounts, depleting your energy, and devaluing your time and worth.

Focus on adding value for others and you’ll soon see your business grow in value.

“Right now, your total job is to focus on one thing and one thing only; providing value to other people. If you do that well, sales – and money – will find you.” ~Go-Givers Sell More

(c) 2012 Behind The Moon, Inc. All Rights Reserved.

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Feel free to share this article in its entirety and include the Bio information for Sabrina Risley below along with live link back to this blog post.  Thank you.

Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several networking events across Colorado’s Front Range that attract professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. Sign up for Sabrina’s free report, Networking For Success at http://www.behindthemooninc.com/index.php/free-report.