Now you see me, now you don't...

Lack of visibility will cost you business.   

We often speak about the importance of the Know, Like and Trust factors in referral marketing. But the formula is not complete without Visibility.

"Where did he go?"

There is a common misconception that just by belonging to a business networking group you should get referrals.

Unfortunately, it doesn't work that way.

The members of your networking group still need to get to know you, like you and trust you. They can’t do that if you don’t show up on a regular basis.

One doesn't generate trust without consistency. In fact, your referrals will begin to decline the minute you start missing meetings, even if you have a substitute fill in for you.

There will be times of sickness and other emergencies that cause you to miss a meeting. That’s understandable.

However, when attendance is poor, the trust factor begins to deteriorate. The missing member will seem unreliable and will lose credibility. Fellow members may wonder...

· “Where is she?”

· “Is this how he runs his business?” 

· “Will she show up for my client or send someone else?”

· “I manage to get to the meetings on time, why can’t he?”

· “We must not be very important to her.”

· “Is there something wrong? What’s going on?”

As for profitability, empty chairs can’t give or receive referrals and there is always one of your competitors in the wings ready to take your business.

3 Steps to Giving More Referrals

Giving and receiving are just two sides of the same coin. 

You can’t have one without the other.  

- Bob Burg, author of Endless Referrals

You may have joined a business networking group to get referrals, but in order to garner the respect of the members in your group, you will need to also give referrals.  It’s a hard truth, but without giving, your relationships within your group will eventually deteriorate and your well of referral sources will dry up.

When one understands that GIVING referrals is just as important as GETTING referrals, the next question is, “How do I give more referrals?” 

3 Basic Principles to Giving More Referrals:

1. Have a Referral Mindset.

Ask, “Who can I help or refer through-out the week?”  Think about it. Have your club members business cards close-by. Listen for opportunities to refer someone. Think about what needs you might have at home or in your business. Do you use pest control, need an attorney or want a new fence? Give your referral group member an opportunity to help you before you call someone else.

2. Know what to say.  Good phrases are:

"I know someone who can get that done.”

“Would you like me to recommend someone?”

“I have guy who does that.”

“Would it be okay if they called you?”

“I can get you in touch with the company I use, they do a good job for me.”

3. Understand that most people WANT a referral.

Research has proven that people would rather use someone referred to them than use a complete stranger or a company that they don’t know.

They will not only welcome the referral but oftentimes, they will come back to you again when they need another one.

Visit: www.GoldStarDirectors.com to find out how to start your own business networking referral group. 

Great Questions to Ask While Networking

Have you ever noticed that no one ever hangs up the phone when they are doing the talking? Think about it.

When getting to know someone new, the worst thing you can do is most of the talking.

But what do you say after you exchange names and shake hands? How do you get them talking? If you’re at a networking event, after you shake hands, the first question may be, “What do you do?” 

And then after that, how do you keep the conversation going? Here are some great questions to ask a business person that you've just met or to ask new acquaintances at a networking event. These questions will help you keep a conversation going and perhaps, even open up the possibility of a future referral relationship.

GREAT QUESTIONS TO ASK:

1. “What kind of trends are you seeing in your industry this year?
2.  “May I ask, how did you get into the _______ business?”
3. “Are you doing much on Facebook? What do you find is working?”
4. “Are you networking for a specific reason today?”
5. “What’s your favorite client to work with?”
6. “Have you seen a lot of changes take place in your industry over the past couple of years?”
7. “So, tell me some stories. What’s been happening in your business lately?”
8. “What do you like best about being a ___________.?”
9. “If I were to look for someone in your business, what are the key things I should look for?”
10. “How are you different from your competition?”

AND FINALLY,

The most important questions to ask are:

 “How can I know if someone is a good prospect for you?”

“And what would you like me to say to them when I find them?”

Is your 2014 ticking away?

2014 is ticking away, like a timer, counting down the year. 

Where does the time go? 

Did you think you were going to get a faster start this year? That your business would be doing better?

What should you do? I've found that one of the best ways to increase business is to get off your duff and get out of the office.

Many times, we get stuck in the paperwork of business and forget about the "people work" of  business. It takes work to create profitable relationships, business advocates and referral sources. There is a lot you can do to increase your business this year that doesn't include a computer, new software or another email campaign.

Consider building new relationships by attending a networking function for some good old belly-to-belly, eyeball to eyeball networking. Get out there and meet people that you've been "liking" on LinkedIn and Facebook. Attend your a local chamber event and reacquaint yourself with old allies. Solidify a new friendship that you started on Facebook with a handshake and a hot cup of coffee at Starbucks. Seek ways to add value to old relationships that have gotten stale with neglect.

The next time that you get an invitation to attend a business networking lunch, accept it and attend it. No matter what business you're in, it's still a "people" business. 

Step out there. Before you know it, Spring will have sprung and your smart phone will be full of new referrals, prospects and clients.

3 Reasons Why Recession Survivors Will Succeed.

Over the last few years, we have seen small businesses survive and beat the odds. We started our very first Gold Star Referral Club in 2007, the same year that the economy took a nosedive and the Great Recession began to cripple businesses across the U.S.

The rebound has been bumpy. YET, each year since 2007, Gold Star has added more business people and opened more clubs across America, thanks to hard-working, committed members and determined business owners like you.

Some survived and beat the odds, some didn't.

This is the year, in 2014, that I believe you will see small businesses leap forward and here's why:

1. As a recession survivor you are TOUGH! You made it! You tightened your belt, re-aligned your goals and worked your tail off. Starting a business is rough, but maintaining growth is sometimes a miracle. You may have maxed out credit cards, narrowed your home meals down to macaroni and cheese and borrowed from relatives, but you made it through the gauntlet. Nothing will stop you now. You were tested by fire and are stronger than ever.

2. You're smarter than ever! You've learn to hire and fire based on your company structure, budget and purpose. You company is lean and mean, ready to work and determined. You didn't go through the hard years to fail now. Smart thinking got you here and it will take you forward to bigger and better things as you remember the hard lessons learned.

3. Passion carried you through the challenges. Your "why" is bigger than ever!  Your passion for what you do and how it serves others will ignite into a higher flame when fanned with the new year's growing economy. Rekindle the reason why you're passionate. Passionate business people create extraordinary results. 

I look forward to hearing and reading about your amazing accomplishments in 2014. Join our Facebook group at:  Facebook.com/groups/GoldStarClubs Be part of an awesome community of seasoned business networkers and contribute to the discussions. You don't have to be a Gold Star member to join our Facebook group, only a fan.

When People Talk - You Listen

"When people talk, listen completely.  Most people never listen."

— Ernest Hemingway: American novelist, writer and journalist

Listening is the one skill that separates ordinary friends from extraordinary friends. Develop this skill and you’ll make more friends, in your personal life and in business.

You listen with your eyes. When your eyes are on the speaker and not wondering around the room, the speaker knows that you care about what he is saying.

You listen with your body. Turn your face and body toward the speaker. You may find yourself leaning forward as you become more interested in what the speaker is saying.

You listen with your mind. The first thing to listen to when meeting someone is their name. Focus on what they're saying.  The speaker can easily tell when his audience is focused on what he's saying. A focused audience will energize the speaker.

You listen with your heart. When you're truly listening, you become emotionally involved in what's being said. It is natural to nod your head or to react emotionally.  You absorb what’s being said and empathize with the person’s story and situation.

Listening to the speaker with full attention demonstrates respect. By giving respect, you gain respect. At Gold Star Referral Clubs, every member gets an opportunity to speak in front of their referral group at least once a year. 

We're always looking for new Directors to start new clubs. If you know of someone, send them to www.GoldStarDirectors.com 

Get Results Today

There is a serious ROI (return on investment) in referral marketing. You don’t have to conquer mountains of information and technology to get results. You can get results starting today.

In college, I learned that a complete marketing plan included demographics, geographics and psycho-graphics  Out of college, I learned that things were dramatically different. Not that I’m ungrateful for my education, but there’s simply no substitute for experience. In this book, I offer you a one-of-a-kind gift, my experience and the solid experience of others and the place we start is with clarity.

As business people, we have come to realize that the key to long term success is clearly defined goals.

“Lack of clarity is probably more responsible for frustration and underachievement than any other single factor.” said Brian Tracy, author, speaker and master of business growth strategies.

I’d like to tell you a short story about clear waters.

When I was fifteen, Dad and I would go fishing for small mouth bass in the east arm of Traverse Bay off of Lake Michigan. We would troll over the water intake where the weeds grew. My job was to stand on the front of the pontoon boat and to point out where the fish were. The water was that clear. When I spotted bass, Dad would position the boat so that we could either cast into them or just drop a line on top of them.

The crystal clear water made it easy to see what bait the fish were interested in and which ones they ignored, but the most frustrating part was to watch a large bass swim past and ignore the bait while the baby fish, barely bigger than the hook, nibbled at it.

Wouldn't it be great to have that kind of clarity when looking into your referral marketing strategy?  If you know exactly what creates a referral, you can plan on it, change your referral marketing strategy when you need to and set achievable goals. That would be like fishing for referrals in clear waters.

Successful people know that their habits determine their future. You can learn how to re-frame and reprogram yourself and your business into a referral mindset by ordering my classic book 3 Ways to Referral Success.

3 Ways to Referral Success

3 WAYS TO REFERRAL SUCCESS

     

1.      Referral Groups

      A referral group sometimes referred to as a business networking club or chapter is precisely what it sounds like. It’s a group of business people that get together on a regular basis in order to form business relationships that produce sales.

       Check out Gold Star Referral Clubs, a great business networking organization and start your own group in your city.

      There are face to face groups and online groups. An online group might be found on Facebook, LinkedIn or Google +.

2.      Clients, Customers, Patients and Connections

      A client, customer, and patient referral marketing system is a process of communicating with the intent of generating referrals. You will often hear people speak of CRM, which is Customer Relationship Management.

      In this section of your referral marketing plan, you will learn how to position your business or practice in order to attract referrals from your clients, customers, patients and connections.

3.      Strategic Alliances

      Forming strategic alliances with other business owners, CEOs and decision-makers will open a whole other world of referral opportunities.

      It’s a well-chosen business connection, who is outside of any referral group that you belong to. They will many times have a logical service or product that somehow connects people to the product or service that you represent.

     

These three low-cost high-return methods can quickly lift your profits to higher levels. 

Order 3 Ways to Referral Success today to get all the details on how to create an endless stream of referrals.

The Law of Influence and Business Networking

The Law of Influence

Written by Beth Davis, adapted from The Go-Giver, co-authored by Bob Burg and John David Mann.

In the book, The Go-Giver, we’re introduced to the 5 Laws of Stratospheric Success. These laws are part of the culture of Gold Star Referral Clubs and many other business networking groups. 

Todd & Beth Davis with Bob Burg

Today, let’s look at: “The Law of Influence.” 

Your influence is determined by how abundantly you place other people’s interests first. Influence is what you use daily to move a person to a desired action. It could be as simple as getting your kids to eat breakfast or as complicated as moving a corporate executive to sign an agreement.

Mastering the skill of influencing others is how great leaders and highly profitable salespeople conduct their business. It is how a husband gets a wife, a restaurant gets fans and how politicians get elected.

Please don’t miss understand, when we say, “place other people’s interests first,” we’re not suggesting that you should be a martyr or in any way self-sacrificial. Not at all. We’re suggesting that the fastest way to engender the “know, like and trust” factors in any relationship is to shift your focus from an “I” focus to an “other” focus. 

Bob Burg, in his book Adversaries into Allies, says:

Most people don’t commit to things; they commit to people. And they typically commit to people who they believe care about them.

How can we apply this within your business networking group?

We shift our “I” focus to an “other” focus. A business networker with an “other” focus may be seen:

• Volunteering for leadership positions to help your group, even when it is not your top desire.
• Arriving early to help with the set-up and greeting, even when it means you have to get up earlier.
• Listening carefully while others speak, even when you’d rather be eating.
• Inviting guests and clients to attend the meeting, even when you don’t think you have the time.
• Being loyal to use a referral partner or group member, even when you know someone else who could do it.
• Communicating with tact and empathy, even when you don’t agree with someone.
• Going out of your way to give referrals, even though you haven’t gotten any recently.

Influence is not about manipulating people. It’s about caring. Whether it’s a co-worker, a client or a referral partner, they need to know you care.

BE A GO-GIVER!

You Are Standing in the Middle of a Referral

                                       Look around. What do you see?

Most people don’t realize that they are always standing in the middle of a referral. Look around you. Do you see carpeting that needs to be cleaned? A frustrated mother who needs a bigger house? A company that needs a new accountant, a window that needs to be replaced, or new friend who needs a banker?

The key to giving good referrals is to be aware of your surroundings. Listen for a need or a problem that someone may have. You become a resource for them. You can refer someone that you know, like and trust to help resolve the problem or situation.

Here is a good example of how easy it is to give referrals.

While walking the dog, my husband Todd stopped to visit with the neighbor and asked what lawn service he was using. Doug went on to say that he hired a company because he was having a lot of neck and back pain. He said that the doctor said it was arthritis and to “get used to the pain”.

Immediately, Todd pulled out his phone and gave Doug Dr. Jolley’s phone number. Luke Jolley is in one of our clubs in Tulsa and he is our personal Chiropractor. After hearing how much we love going Dr. Jolley, Doug promised to call him.

Knowing Todd, he will follow up with Doug in a few days to see if he made that appointment.

Here are some suggestions on how to give good referrals:

§  Always have the business cards of the members of your group readily available.

§  Program your phone with the telephone numbers of all your members.

§  Keep your club members cards and brochures visible at your place of business.

§  Be the “resource person” for all your friends, family, connections and business associates.

§  Invite your customers to call you for a recommendation before they go to the Yellow Pages.

§  Try to personally use your club member’s services and products as often as you can.

§  Don’t hesitate to tell success stories about another member’s business.

§  Invite a visitor to attend your referral group to personally meet a member.

§  Arrange to have lunch with a potential client and a club member.

§  Ask them, “Would it be okay if I had his office call you to explain what they do?”

§  Get the customer’s business card and get permission for the member to call. Say, “I’ll have him call you, would that be okay?”

§  Invite your customer to go through your business cards while they wait.

§  Send a thank you card to your customer and include names and numbers of some other businesses that may help them with the next step or with a future need.

§  Connect online with your clients and recommend connections to members in your referral group.

4 Powerful Ways to Open a Presentation

How do you begin your presentations?

We have all been there before. It's 60 seconds before you begin and suddenly your mind goes blank. What should you say? How do you open? 

Let's be honest, we've all struggled with this at one time or another. Here are a few tips on how to open up your presentation or speech.

1. Tell a story. When opening with a story, give them a shocking statement right off the bat, such as: "I ran into the wall yesterday." or "I hate jumping out of airplanes." Then quickly tell a story that will lead into your topic.
2. Give a quote. A quote lets you borrow someone else's credibility. A funny quote is even better. It makes you an instant hit.
3. Ask an interesting or fun question, like: "How many of you put the toilet paper on backwards?" or "Are you a cat person or a dog person?" or "Raise your hand, have you ever played a game on your phone while in a meeting?"
4. Shock them with facts or statistics. "Over 50% of the people in this room cheat on their taxes." or "All states have dumb laws. In Iowa, it's against the law for a man with a mustache to kiss a woman in public."

Have some fun and lighten up. Tell a good story about something stupid you did and people will relate. Shock them or make them laugh. Step outside of your comfort zone and give some of these ideas a try.

These ideas will even work when giving a 60 second presentation like we do at Gold Star Referral Clubs. Grab their attention and don't let go.