The Keys to Referability

Simple… but NOT Easy!!!!

Your business MUST be… Remarkable

YOU have to BE talent!

Tom Peters

• Top level consultant• Crazy level of research• Work for Fortune 500 firms• Work with top CEOs• International work• Important awards• BIG events• Best selling books• Work for White House

Workshop

• What would you have to do to be considered among the very best at what you do?

• Make it measurable…

Valued Differentiation x Execution

Before you can expect ANY referrals…

Towering competenceTeam of top talentQuality products Great serviceReasonable priceUnique and valuable

Be truly remarkable!

Build it into the agreement…

• If I exceed your expectations, in addition to my fee I am going to ask you to send a minimum of 20 strong, personal referrals to anyone you feel would find great value in the sort of work I do.

Thank you so much!

It is absolutely MY pleasure, I am extremely glad you are pleased… You know, in 20 years of doing this I have found that 99.9% of my NEW clients come from happy current clients telling their fiends and colleagues about my programs. So the very best possible way to thank me would be if you could send a strong personal note to referral to anyone you feel might also benefit from the sort of work I do.

Thank you!!!

• Well, don’t keep me a secret!

• I hope you’ll tell lots of people.

• My pleasure – and it would be great if you could help spread my name around.

• Well, the best thank you is a bunch of referrals.

Cultivate HUBS

Add REAL value through Social Media

Networking

• Be curious

• Add REAL value

• 3 + 3• Be a connector• Stay in touch• 90/10

Identify Ideal

Customer

ReferIdeal

Customer

From John Jantsch: The Referral Engine

You MUST have a referral process

Know• Referrals

• Ads

• Business card

• Networking

• Associations

• Clubs

• Community involvement

• Charity involvement

Like• Brand

• Website

• Social media

• Blog

• Newsletter

• Office/building

• Reception / greeting

• Appearance

Trust• Certifications

• Awards

• Degrees

• Client list

• Testimonials

• Guarantee

• Reputation

• Small investment• Discount• Special offer• Limited time

Try

Buy

Repeat Buy

Referrals…

Ideal Client

Ideal Client Referral Worksheet

1. Describe in detail what your “Ideal Client” looks like.  2. What are the “triggering events” that cause them to buy from you? What happens in their world that makes them need/want to do business with you?

3. What is special / unique / valuable about the way you solve their problems? Why, specifically, do your customers choose you? 4. What sort of thing might I hear someone say that would help me know they need your help?

5. What is the best way for me to introduce them to you?

6. What else do I need to know?

Be great at GIVING

Referrals

EARN and

ASK!!!

If you have any questions at all please do not hesitate to send a note or call. My email address is: john@johnspence.com

My twitter address is: @awesomelysimple

*** Please connect with me on LinkedIn ***

Also, you might find value in the ideas I share in my blog. You can sign up for it at:www.blog.johnspence.com

Lastly, these slides have already been uploaded to:

www.slideshare.net/johnspence