Are you ready to jump into the fire?

I built a huge campfire on a very cold morning while on a recent camping trip with my Dad, G. David Alexander.  The fire was awesome, its radiant glow warmed up the entire area.  While I sat there enjoying it, I noticed an ember fall out of the pit.  It burned brightly and warmly for some time and then it started to diminish, grew cold and grey and eventually turned black.  So, I flipped it back into the fire and guess what?  It immediately started to burn brightly again. The most successful people I know never grow cold, they are radiant successful and connected.  What about the embers or people that fall out of the fire?  Many networkers, business people and entrepreneurs practice scorched earth networking instead of keeping their referral fires burning.

My Dad G. David Alexander

So what exactly is scorched earth networking?  It’s when you build a network only for your own benefit.  These people are the ones that you run from when you see them out and about.  Why?  Because you know they are going to try to sell you on their latest big idea.   These are also the people who are only interested in meaningful conversation about themselves.

To build referrals, you build a network to support, nurture, and energize each other.  It is a two way street.

I ran into a BNI member recently who shared his current successes.  His success in these economic times is impressive, especially considering he is a home inspector.  He shared with me that he has made $68,000.00 in income related to referrals he has received.  I asked him how he did it and he said, “I am committed to the people in my chapter and my network.”  I will share more on the commitment thing later.

Now, let’s get back to the ember.  To create a successful referral marketing plan, you have to stay involved, connected and committed to the people in your network.  Many, if not most, people jump into new projects, groups, training programs or marketing campaigns expecting immediate results.  Sometimes that happens, but more often it happens over time.

When I am training people, I usually ask, “How many of you could run a marathon this weekend if I registered you?”  Very few hands go up.   I then ask, “If the building was on fire could you run outside?”  Every hand goes up.  In this example, it’s not about the running.   They can all run. It’s about the training, discipline and accountability to prepare.  Accountability is all about staying in the fire.  We might not like it at times; it might get hot and uncomfortable, but it will produce results.

Let’s go back to that immediate success idea.  Often times when people start achieving success with their team, they think that it’s time to do it on their own again.  Remember what happens when that ember falls out of the fire pit?

Let’s talk about three steps to keep you in the fire:

1.  Plug into a group of like-minded people.  If you need referrals, find a successful networking group.  If you are growing your business, plug into a group coaching program.  If you want to give back to your community, join a civic organization.  If you are into self-development, join a self-development program or mastermind group.  Remember commitment, any of these require it.  If you plug in and really commit, you will be rewarded by becoming a credible expert.

2.  Form an accountability group and keep track of each other’s success and progress.  Five frogs are sitting on a log and four decide to jump off.  How many are left?  One? Nope, all five are still on the log.   Deciding and committing are two different things.  I believe in the power of others to help keep you in the fire.

3. Find others whom you can pull into the fire.   If you want more clients, connect to people who can connect you to more clients.  Does anyone come to mind with whom you would love to connect?  Maybe you even envy their success or client list.  Ask them to meet you for a cup of coffee, tea or whatever THEY like.  What’s the worst thing that can happen?  They could say no, but if they say yes, then help them with something they need.

I believe one of the most powerful strategies that we can use to keep the referral fire burning bright is to spend as much of our time as possible helping other people achieve their goals.  What comes around goes around, right?

Happy Networking,

David

"If you can dream it, then you can achieve it. You will get all you want in life if you help enough other people get what they want."
Zig Ziglar

Rich is the Chief Catalyst at International Business Fuel and Shifu at Rou Long Ma Taijiquan.

David is the Executive Director of BNI in Georgia and North Carolina and the Chief Networking Officer of  High Achievers.

Becoming A Trusted Authority, by Doug Grady

Years before I led my first seminar, wrote my first song, or typed my first blog I penned this in my journal (it is more or less a paraphrasing of a famous Goethe quote):

"When you proceed confidently in the direction you want to go, a path will unfold itself." -Doug Grady

Becoming a trusted authority is an exciting journey- you never know quite where it will take you. Wherever you are on your path, here are some thoughts on proceeding confidently.

"See yourself as you want to be." -Brian Tracy

Vision. Before you can effectively position in someone else's mind that you are a trusted authority, you must first position it in your own mind.

• How do you see yourself? Make a list of your strengths and weaknesses.
• How do others see you? Compare your list to the feedback of others. How do your clients see you? Your peers? Your friends? Ask a few trusted people how they see you- your strengths and weaknesses. Give them permission to be brutally honest.
• How do you want to be seen? Begin to see yourself as a trusted authority. What type of companies would you ideally like to work with? What would your ideal work day consist of? What activities would you consistently like to engage in?

Vision is critical, but it is just a beginning. In order to make your vision a reality, work on your...

Character. Think of a person you consider to be a trusted authority. Resist the urge to evaluate what they do. Instead consider who they are.

"Character isn't something you were born with and can't change, like your fingerprints. It's something you weren't born with and must take responsibility for forming." -Jim Rohn

What are the characteristics you would use to describe this person? Strive to strengthen these characteristics in yourself. Focus daily on the person you intend to become. Allow the character of this person to dictate your:

Strategy. What activities would you consistently engage in if you were a trusted authority? There are many to choose from.

• Study. Great students become trusted authorities. Have you ever noticed that trusted authorities commonly quote other trusted authorities? Go out of your way to be around trusted authorities. Take them out to lunch and pay for it. Ask questions and listen. Buy their books, listen to their audio programs, invest in their trainings.
• Write blogs, write articles, write a book.
• Video blog.
• Lead seminars.
• Validation. You think you're great- wonderful. Who else says so? Collect written validation from satisfied customers and peers in your field. When it comes to testimonials, consider the source- not all are created equal. Seek endorsements from known and respected entities. Don't expect busy people to come up with a unique testimonial for you- always be prepared with an draft for their modification and approval.
• Contribute. Be a consistent contributor to groups and organizations in your field. Comment on others peoples' blogs. Provide testimonials and endorsements for people you believe in. Volunteer for causes you believe in.

Do you have a question on becoming a trusted authority? Is there a strategy you are using to be effective? Please share it with us in the comments section.

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Welcome to the Referral Fire Blog, formerly the Referral Fire Newsletter.  

Only read if you want to create a team that sends you more referrals!!!

Doing It All Yourself Sucks, Doesn't It?

A while ago I heard an analogy comparing salespeople to fighters. It caught my attention as a martial artist, though I am sure that many of you can identify with this thought process. How many of us can relate to slugging it out, digging down deep, taking one more shot and the list goes on and on. There are countless analogies between sports and business. Both endeavors require hard work, persistence, dedication and skill. Just as in sports, there can be two approaches to this game we call business. We can approach the game individually or we can decide to make it a team sport.

Which way do you think will get you further faster?

OK, we all said teamwork, right?  Now, how do we develop teamwork to market our business? What does teamwork even look like in marketing? No matter what our profession is, we are all in sales.  A doctor sellss patients on his ability to treat them, a lawyer sells people on his ability to provide legal advice. We believe all salespeople are fighters!  

Isn't an army a team of fighters?  Lets create a Referral Army.

This picture illustrates one of the greatest teams of fighters ever forged, the Spartans of ancient Greece.

Can you see the power in  fighting together as a team to  win more sales and business? Imagine being part a group of individuals who have committed to work together to market their businesses, understanding that the more they help others get business through referrals, the more business they will get in return. Imagine this group meets weekly with the express purpose of generating business for each other. Imagine that this group holds each individual accountable to the commitment of generating referrals for the others in the group. Imagine this group strategizing on who they can refer in a group setting.

Does this sound like a group that would help you fill your pipeline?

The great news is that you can be a part of a group like this.  A major part of working with a team is knowing your vision(read a little about it).  Building teams is a huge part of achieving success. Start building your referral marketing team today.

How do you build a “Referral Army” like we are suggesting?

1.  Start with your existing network. Who is sending you referrals? Work with individuals that you already know, like, and trust.  Figure out how to help them.  The most successful people we know actively work to help people in there network.  They do this daily which builds huge credibility.

2.  Commit to help each other get business.  Get together and bring your contact database.  Let your referral partners describe their ideal client and see if you have any introductions you can make.  This is using a powerful strategy to grow your referral partners' businesses and they will likely reciprocate. Light each others Referral Fire.

3.  Consciously look for other teammates to build your networking army larger and stronger.  Building your network is about both quantity and quality.  You have to develop quality referral sources to grow your business, but you need to meet lots of people to find those that have the time, commitment, database and desire to help you reach your goals.

Remember Toghther We Each Achieve More (TEAM)

Thanks,

Rich

Rich is the Chief Catalyst at International Business Fuel and Shifu at Rou Long Ma Taijiquan.

David is the Executive Director of BNI in Georgia and North Carolina and the Chief Networking Officer of  High Achievers.

Success Ahead

Welcome to the Referral Fire Blog, formerly the Referral Fire Newsletter.  

PLEASE Only read if you want more referrals!!!

A mentor of mine once said if you are going to be a leader you have to stop chopping down trees. I was not clear on exactly what he meant. He continued on, saying that leaders put down the ax, climb the tree and use vision to point their team in the right direction.

Over the years I have learned the importance of pointing my team in the right direction. Your vision allows you to point your network in the right direction as well.

"You've got to be very careful if you don't know where you're going, because you might just get there." -Yogi Berra

So what does this quote have to do with Referral Marketing? Everything. If you don’t have the vision, direction and discipline to know where you are going how will you train your network to help you get there? Clearly stating your vision is the first step to inspiring people to refer you. So take a moment and think about what really drives you, what pulls you through the difficult days. How do you want to change the world? Make that your vision. Share it with your network so they are inspired to help you achieve it.

Our vision for this blog is to give you weekly action items and thought provoking ideas to “Fire Up Your Referrals”. If you want more referrals for your business, you are in the right place. We are excited to launch the Referral Fire Blog. We thank the thousands of Referral Fire Newsletter subscribers for continuing to ask that we bring the newsletter back as a blog.

Our blog will be more informative than ever. We will help you clear through all the referral marketing information out there and give you the tools to grow your business. We have over 100 articles ready to share with you and we are creating more all the time. Our blog will have two authors as well as guest authors from time to time. The main authors are Richard Martin, the original author of the Referral Fire newsletter and David Alexander, bestselling author of Networking Like a Pro. Join us in embracing a lifestyle of high achievement!

A little about Rich. He is the Chief Catalyst at International Business Fuel and Shifu at Rou Long Ma Taijiquan.

The following article was recently published in Strategy Magazine, a National publication.

Today, Doug Grady, speaker, entrepreneur, musician, and President of High Achievers Network, strives to reinvent the miscalculations of unrealistic strategies that simply sit well on published pages. He may actually turn out to be the Father of “The Sales in All,” mentality and we are vouching for his elated methods.

...Grady got up in front of a crowd one day; placed his banjo on his knee and began to sign a parody about entrepreneurship to the tune of Gloria Gaynor's “I will Survive...”

What about Grady's message? Doug Grady offers sincerity. Doug Grady offers the right ticket; without the artificial additives and a pinch of entertainment. He presents the facts, as far as what needs to be done in a sales arena and he caters to all.

"I believe in building the character of the person selling... in order to get across to the client, prospect, or people in general. You can't sell anything unless you know where you are and where you are heading,”

We know Grady is on to something with his music, but more than that, is he bridging the platform between the self-help industry and the world of selling into one conference. His method of delivery is unique and radical, and is offered live, online, via podcasts, and CDs.

Sales KILLERS, by Doug Grady

“I killed it! I killed my pretty sale!” –Tommy Boy

Why are you killing sales? Have you ever wondered about the sales you lost- what went wrong? Here are the biggest sales killers.

1. You have been DISMISSED. Many salespeople are dismissed before they even open their mouths. This dismissal is confirmed once they open their mouths. Your prospect is unconsciously asking, “Who are you and why should I care?” You need a specific, relevant answer to this question to avoid being dismissed. The Superior Salesperson separates himself from the masses through creative door openers, personal marketing, strategic alliances, and reality based communication. If you’re dismissed, your sale is dead.

2. Ineffective READs. There are 4 steps all customers go through before they buy anything from anybody. The Superior Salesperson understands these steps, where the customer is in their buying process, and how to communicate effectively through each step. They pay attention to verbal an non-verbal cues and adjust themselves to personality styles. Failure to READ your prospect kills sales.

3. Lack of flexibility. The average salesperson engages in “verbal vomit.” They “show up and throw up.” “Blah, blah, blah…” This may occasionally bore some prospects into submission but will seldom attract the bigger and better clients. Lack of flexibility is a sales killer.

Just one of these 3 sales killers is enough to significantly decrease your closing ratio. Learn how to be more aware and present in your communication. Learn how to separate yourself from your competition. Learn how to adjust your communication given the situation. Learn how to READ your prospect.
see How to READ People- part 1

How To READ Your Prospect, Part Two: Evaluation, by Doug Grady

E- Evaluation. Once your prospect is within realization (see part 1), evaluation begins. Human beings are evaluation machines. Evaluations are simply questions your prospects are asking which much be answered to their satisfaction before they buy. Your prospect consciously or unconsciously asks questions in four general areas:

• Why you?
• Why your company?
• Why your product/service?
• Why now?

Failure to satisfactorily answer just one of these areas can kill your sale.

The answers to these questions fall into two basic categories: the desire to gain pleasure and the desire to avoid pain.

Specific "pleasure" points may include:

• Return on investment
• Improved employee morale
• Pride
• Ego
• Security
• Approval from others
• Feelings of Success
• Intelligence
• Convenience
• Personal growth
• Keeping up with peers

"Pain" relief may fall into these categories:

• Increased profits
• Decreased costs
• Increased sales
• Efficiency
• Less stress
• Increased productivity
• Peace of mind
• Job security

Strategy 1: Ask “pleasure” and “pain” questions. In order to influence the valuation if others, you know how they evaluate. Earth-shattering, I know. Yet so many salespeople simply “show up and throw up”. They talk about every feature, advantage and benefit known to mankind regarding their product in hopes that one will miraculously connect with their prospect in such a way that they are uncontrollably compelled to say “I’ll take it!”

Examples of “pleasure” questions:

What’s most important to you in _______?

Why is that so important?

What do you like most about your current situation?

Why do you like that so much?

Why did you decide to go with XYZ company?

Examples of “pain” questions:

What’s not working?

If you could change anything about your current situation, what would it be?

What concerns do you have in this area?

On a scale of 1 to 10, how are things going in this area? What’s missing to make it a 10?

Strategy 2: Presentational Positioning. Your presentation should be relevant and specific to your prospect and their current situation. If you have asked effective questions, listened, and received accurate answers you are ready to give a tailored presentation. In your presentation, position your product or service as a way for them to move toward what they want and away from what they don’t want.

Recommended HAN faculty: McKain, Weldon, Grady, Sjodin, Hutson (in members area)

How To READ Your Prospect, Part One: Realization, by Doug Grady

Have you ever wondered why some people buy and some don’t? Why you can ‘nail’ a presentation and still lose the sale? Why some prospect with obvious needs won’t even talk to you? Why some people give a fast “yes” but you end up with a slow “no”?

It’s not about you.

So much of traditional sales training has focused on what you, the salesperson do. If they say this, you respond with that; this is what you say and how you say it; you have to go through the steps of the sale, you have to close early and often, blah blah blah. This is all about you. There is really only one entity that determines if and when a sale is made, it’s your prospect. In this 4 part blog we’ll explore the 4 steps all prospects go through before they buy anything from anybody.

Part One: Realization

R- Realization. Have you ever talked with a potential customer- someone you know would be better off with your products or services than without- the only problem is… they don’t know it! Until your prospect accepts the possibility they might do business with someone in your industry within a reasonable period of time (it might even be you) the most powerful of presentations will fall on deaf ears. Realization occurs when your potential client first understands that they are in fact a potential buyer of your products or services. Your job is to find them in realization, creatively get them there, or be around when they get there.

• Strategy 1: Find prospects in realization. This is what traditional prospecting is designed to do. You keep beatin’ the streets, smilin’ and dialin’ until you find someone who is at this point of realization and is willing to talk to you. While it is true sales is a numbers game, it’s not just quantity, but quality of activity that counts. If someone is not yet at the point of realization, you have 2 choices:  move on or:
• Strategy 2: Creative door-openers. One of the questions your prospects are unconsciously asking themselves is, “Why should I talk to you right now?” You must find ways to creatively answer this question. Look for excuses to call back your best prospects. Do your homework- research your best prospects and ask yourself, “If I were this person, what would get my attention?” Find people, places and things to creatively open the door for you.
  • People: Who do you know that can provide an introduction for you to your best prospects?
  • Places: There are people who will have coffee with you and not lunch, and vice-versa. There are people who will accept a golfing invitation who will never have you in their office. Think creatively as to what type of invitation your prospect might accept.
  • Things: I once secured an appointment with an elusive prospect after finding out he was from New Orleans. I sent a bottle of Tabasco sauce with a note saying “Some of the best things come from Louisiana- I’d like to meet you.”

If you are unsuccessful at creatively opening the door you have 2 choices: move on or:

• Strategy 3: Be around when your prospect realizes. When someone in your market has a need, do they think of you first, second, or not at all? Many of the best salespeople I know are also the best personal marketers I know. They stay on the “mind of the market” by developing and nurturing an identity in their market. When realization occurs, they are thought of, sought out, and given a shot at the business. Your personal marketing efforts should include several of the following personal marketing strategies:
  • Newsletters
  • Personal brochure
  • Direct mail
  • Networking meetings
  • Business associations
  • Referral groups
  • Speaking engagements
  • Writing articles
  • Social media
  • Blogging
  • Strategic alliances
  • Advertising
  • Charity work

Until realization occurs in the mind of your prospect, nothing will happen. Once they get there, they begin to move into step 2, E, the focus of next week’s blog.