Home Search Speaker Request Speaker Corporate Event Planning For Ceo's Videos About Us Articles Links
Bill Cates Full Profile >> Testimonials … Contact Us … FAQ … Site Map … Glossary …
The 7 Referral Attitudes that Produce Results
by Bill Cates

Your foundation for building your practice with referrals is the set of attitudes, beliefs, and assumptions you bring to your prospecting efforts. This is your referral mindset. One of the things we teach at our Unlimited Referrals Boot Camp are the 7 attitudes you must develop and use to create the most powerful action in gaining an unlimited supply of high-quality referrals.

As I share this referral mindset with you now, give yourself a rating of 1-5 on each with regard to how well you've adopted each one.
  • "I meet my prospects the way they prefer to meet me."
    How does your next great client want to meet you? Simple! Through an introduction or referral from a friend, family member, colleague, or other trusted advisor. Cold calling is purely a numbers game that aggravates most prospects. Once you realize that a client's preferred way to meet you is through a referral, it MUST become your primary method of meeting them.
  • "I understand that building my practice from the referrals is the most cost effective and time efficient marketing strategy available."
    What does it cost buy leads? Run a direct mail campaign? Host a seminar? Lots! What does it cost to build your practice from referrals? Virtually nothing. Referrals is clearly the most profitable way to go.
  • "I work to fully leverage the life-time value of my clients."
    The longer the relationship lasts, the more trust you can build (if you provide quality on-going service), the more high-quality referrals you will receive. The life-time value of a client is not just the business they can do with you over their lifetime, it's who they can introduce you to as well. Quite often, the best referrals come later on in the relationship - as long as it's not merely a transactional relationship. Handling transactions does not make you referable. Putting people through a process and following that with ongoing great service, does!
  • "I ask for referrals in a consistent and systematic manner."
    If you don't have a system for generating referrals, you'll either burn out from too many cold calls and poor quality leads, or put a ceiling on your success. With a system in place, you can begin each week knowing you'll have a steady supply of quality prospects. It's like billiards, where one shot leads to the next. With a system in place, one new client leads to the next.
  • "My business isn't selling products, it's solving problems, preventing problems, and realizing dreams."
    People don't want to buy products so much as they want what your products and services can do for them. Find out about their life, their family, their dreams, and their values, then suggest the appropriate products and services based on that. What makes you referable is not the products you sell, but the process you put your clients through.
  • "I give referrals as often as I can."
    There is no better way to start the flow of referrals to you than by giving referrals as often as you can. If you don't like to give referrals, you can never expect to set up a culture of clients giving referrals to you. Practice the Golden Rule of Referral Giving - "give referrals unto others, as you would have them given unto you." Follow up and make sure a great connection gets made when you bring people together.
  • "I expect to get referrals."
    Have an attitude of expectation - it increases your chances. Not all clients will give you referrals, but when you enter every relationship expecting to get referrals, you will bring a confidence and awareness you wouldn't otherwise have. You'll be amazed at what a difference it makes. As your awareness expands, so do your opportunities for action.
So, how did you score? All 5s? If you're like most of us mortals, this list has pointed to a few areas in which you can strengthen your referral mindset. A strong referral mindset is necessary to creating your referral-based business. Nurture these attitudes and turn them into powerful action.

Bill Cates is the author of Unlimited Referrals and the creator of the Unlimited Referrals® MarketingSystem. Bill works with producers and their companies to increase sales by attracting high-quality clients through a steady and predictable flow of referrals.

END
 
 
 
Home Search Speaker Request Speaker Corporate Event Planning For Ceo's Videos About Us Articles Links
Testimonials … Contact Us … FAQ … Site Map … Glossary …
© Copyright @ 2004 Keynote Resource Inc. All rights reserved. Permission is granted for linking to web pages within Keynote Resource
To book a speaker call toll-free : 1-800-420-4155       e-mail:
yvon@keynoteresource.com      Privacy Policy
Privacy Statement/Policy
Keynote Resource realizes that when you complete forms on our web site you are providing us with information that is of a private nature. We assure you that we will not share or sell this information to a third party for any purpose. We treat all information provided to us as strictly confidential.
About KeynoteResource.com:
Keynote Resource speakers bureau can help you find the ideal keynote speakers for your next event. We represent inspirational speakers, motivational speakers, corporate entertainment and more.

Keynote Resource speakers bureau will find the perfect keynote speaker for your upcoming event, whether you are looking for inspirational speakers with a message, motivational speakers to set the tone of your conference or a facilitator for your annual retreat.

Keynote Resource speakers bureau works closely with executives, meeting planners and training directors to create events that result in highly productive learning or are just plain fun. We can identify business speakers, inspirational speakers or motivational speakers that are well suited to your event, send you videos and press kits to help you with your speaker selection and we’ll work closely with the keynote speakers you hire to ensure they customize their presentations to meet the specific needs of your audience.

We have speakers in all areas including Arizona, California, Colorado, Connecticut, Delaware, Florida, Georgia, Hawaii, Illinois, Indiana, Iowa, Kansas, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Nevada, New York, North Carolina, Ohio, Oregon, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Virginia, Washington and Wisconsin.

We can book speakers for you worldwide, in Canada, New Zealand, Australia, Singapore, Hong Kong, China, Ireland, England, France, Italy, Switzerland, Denmark, Sweden, Brazil and The Bahamas. Click Here to Search A Speaker

Disclaimer
Speaker fees are determined based on a number of factors and may change without notice. Fees may vary based on the speaker’s availability, supply and demand, program length and location of the event.

Each fee range listed on this website is intended to serve as a guideline only. In some cases, the actual price quote may be above or below the fee range stated. For the most current fee, please contact your representative directly.