Note the story of the lawyer who had on the bottom of his business card “if you need a plumber, call me”. People would often call him, some very hesitantly, and say “can you really find a plumber for me?” or “a friend told me to call you if I needed a plumber”.

So he would get their details, phone his plumber contact, arrange to have the job done and then phone the person back to make sure all was OK.

Finally, and this is the best part, he would send a letter to the person thanking them for the opportunity to be of service and reminding them that if they ever needed some legal advice to give him a call. If memory serves me well he became so busy he had to hire extra staff.

So become a “centre of influence” and “valuable asset” by being able to help people.

Tips on how to make this work?

1. Never charge for this service
2. Promote it regularly wherever you go
3. Have a clearly defined follow-up plan

Become a valuable asset to others and you will never be out of work.

The Referral Master®

Watch the YouTube version!

Her response did not really surprise me. She said, “I am not getting the referrals I need!”

So is that you? Are you getting all the referrals you need? If so then perhaps you should take note of this concept!

It’s all your fault!

That’s right. It is nobody’s fault but yours! And it’s no surprise that when I say that to some people I often get a strong reaction!

So let’s look at this concept?

Firstly, I don’t really believe in the concept of blame that is associated with the word fault – however it serves to focus the discussion.

Secondly, it refers to the idea of personal responsibility where, if something isn’t working (in any area of your lives) it is up to you to change something.

Here are three suggestions that may help:-

1.    Sit down with the members of your group and ask why. Why are they not able to give you the referrals you want?

2.    Make changes to the way you promote yourself. No matter what you have been doing your current results are SHOUTING that it isn’t working.

3.    Look at whether you are promoting the benefits of your product/service OR the features (which will rarely persuade anyone into buying).

Start talking about the “why” of why I should use your product/service, not the “what”.

Remember those famous 10 words from Joel Weldon when he said…….

“If it is to be it is up to me!”

..… from The Referral Master®