“How long does it take to get a referral? Can I speed it up?”
This is a GREAT question!
Last week I was with a group of marketers, and one of them said:
“I am new. I am developing a relationship with them, so I expect in about six mos or so, I will get a referral.”
Wait a minute – is that true?
What are you telling yourself?
Most likely, these stories we tell ourselves are “true” because we make them “true”.
We are hard-wired to “make our actions justified”. If you are “newer” and don’t have any referrals yet – you might be telling yourself this because it makes you feel better about yourself and your results.
If you are “newer” and you got a referral on your 2nd week, you most likely would say something like – “I am new, and I CAN get referrals.”
Our self-talk is about MINDSET & CONFIDENCE – and CONFIDENCE SELLS! I just dropped a lesson on CONFIDENCE recently in the ACHIEVE program.
CONFIDENCE – comes with SKILLS and EXPERIENCE! And you CAN get BOTH!
CONFIDENCE – that you know how to approach an account
CONFIDENCE -that you know IF THAT ACCOUNT IS WILLING TO REFER TO YOU ON THE 1St Marketing CALL!
SHORTEN the TIME TO REFERRAL! – KNOW on the 1st CALL if they are WILLING to refer to you.
WORK with referral sources who WANT to refer to you! STOP guessing. Ask the questions. Get the answers.
We have UPGRADED our qualifying questions – if you have heard our training in the past, these are NEW– time to UPDATE and UPGRADE your questioning.
My mentor said to me last week – the shortest distance to overachieving your quota – is asking better questions and doing business with people who are OPEN TO YOU! You can identify that on Step 1 of the High-Performance Sales Process.
Want the UPDATE and UPGRADE?
Click here to download the NEW High-Performance Sales E-Book for FREE!
Back to our Marketer who was in the group. I said to her.
“Challenge that thought.
What could you say that would not be a self-fulling prophecy?
What can you say to yourself that would be MORE empowering.”
The answer she came back with: “Well, maybe I could say I am new, and we are new to this area, but that doesn’t mean they have to wait for six mos to know me.”
I said – “That’s a start – let’s take it one step further.”
She said, “ Ok, I am new, and if they give me a referral, I could prove to them my customer service and attention to detail.”
Next version: “ I AM NEW”
And NEW IS GOOD! Because I can start fresh and not carry the baggage of past referral experiences. I can gauge their willingness to refer to me on the 1st marketing visit and KNOW if they are open to our services! I don’t have to wait for six mos. Now is a great time to refer!”
PERFECT! That is MUCH more empowering. And POWER is “attractive” you will draw more attention when you are Empowered through EDUCATION + SKILL DEVELOPMENT = CONFIDENCE!
Together we GROW!