the keys to referability

The Keys to Referability

• Welcome to the webinar. We will begin at 1 PM with two very quick polls.

• Be sure to have a notepad out – you are going to take a lot of notes!!

Quick poll – 2 questions

• I am recording this webinar and will send it to all of you.

• I have created several worksheets that you will be able to download…after you take a brief survey.

• If you would like a free copy of my newest e-book “Letters to a C.E.O.” just send me an email and I will send it to you right away! john@johnspence.com

Simple… but NOT Easy!!!!

And the first step is the hardest…

You and 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

What would you have to do in order to have you / your business

considered among the best in the world at

what you do?

Top Talent

Valued Differentiation x Disciplined 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 of 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.

Tim Sanders: Love Is The Killer App

Cultivate HUBS

Tim Sanders: Love Is The Killer App

How the Best Get BetterStrategic Coach: Dan Sullivan

Add REAL value through Social Media

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

• Free Trial

• Small investment

• Beta Test

• Discounts

• Special offers

• Limited time

• Break up your offer

Try

Buy• Special offers• Discounts• Customization• Appearance• Customer service• Hours• Returns• Unique services• Terms• Payment options

Repeat Buy• Special offers• Discounts• Customization• Unique services• Customer service• Special Terms• Payment options• Loyalty programs• VIP programs

Referrals…

Ideal Client

Ideal Client Referral Worksheet1. 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

Referral Network Process• I am very impressed with your business and would like to refer

you to some of my friends and clients. But to make sure I refer super high-quality customers to you… would you please take a few minutes and fill out this referral worksheet so I can better understand your business and who you are targeting.

• To help you fill it out in detail, I have attached a copy of the one I did on my business – that will give you an idea of what I am looking for on your worksheet.

Then take their sheet and refer as many quality people as you possibly can!!!!

EARN and

ASK!!!

If you have any questions at all please do not hesitate to send a note.

My email address is: john@johnspence.com

My website is: johnspence.com

My twitter address is: @awesomelysimple

Please connect with me on LinkedIn and Facebook

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

www.blog.johnspence.com

You will receive a link to a brief survey about this webinar, after you complete the survey you will receive a link to download these slides and all of the worksheets.

PS – Don’t keep me a secret!!!!!

http://bit.ly/johnspencesurvey