Referral Mindset – July 2012 Webinar

On our July Referral Mindset call, guest speaker Dean Jones, small business expert, talked about “Why your brand is so important for networking & referrals”.

It’s important to know who you are and what you represent, before you can draft a clear message for both networking and referrals.

Let Dean give you food for thought in identifying your true (personal) brand so your message stands out and reflects the true “you”.  He says it’s all about core values and what is most important to you because this comes through in every message (personal and business).  This is how you develop your guiding principles and mission statements.  Listen to our call and then tell us:

How will you change your marketing message or what was your one big take way from the call?

Referral Mindset – June 2012 Webinar

Giving and getting referrals should be as easy as doing a good job. Right?  Wrong.  There’s a lot that goes into shifting your mindset into one that ensures you give and get quality referrals.  Each month, the focus is on something new  – listen and learn with us. There is a long delay at the front of the recording (ooops) so just hang in there for about 15 seconds and the recording will begin.

The next Referral Mindset call is July 11th, 7:30 PM (EST) with guest speaker Dean Jones, small business expert.  He will talk about “Why your personal “brand” is so important for networking & referrals”. Follow him on Twitter @DeanJones

It’s important to know who you are and what you represent, before you can draft a clear message for both networking and referals.

Let Dean give you food for thought in identifying your true (personal) brand so your message stands out and reflects the true “you”.  More referrals – better quality referrals.

To register for the July call go to:  Referral Mindset July 2012

More Referrals or More Leads?

Which do you want?

What drives me nuts is when I see advisors confuse referrals with leads.  I’ve seen a number of articles/blogs etc. where someone is tooting the benefits of a referral system or referrals and then writing about how to get leads into your pipeline.

Either you want more leads or you want more referrals and either one can be good for your business, but PLEASE don’t confuse the two or treat them synonymously.

Here’s how to recognize the difference:

1)   A Lead – A name, number, email address or address of someone who might be a good contact because what you do would work well for them.

Example for a Window/Doors Installer:  “I was at an event at ABC Community Centre and I noticed that the windows have condensation between the panes.  I got the name of the manager, you should stop by.”

2)   ­A Referral   – According to Dr. Ivan Misner, founder of the world’s largest referral organization BNI,  the definition of a referral is:

The opportunity to do business with someone in the market to buy your product or service. They may have been told about you by a mutual friend, acquaintance, or associate.

Example for Window/Door Installer:  “I was at an event at ABC Community Centre and I spoke to the Manager, Jim Brown.  I was telling him about the great job you did for Triple Electronics and a bit about the guarantee on product and service that you offer.  He’s looking forward to your call – in fact, if you like; I’ll go over there with you and make the introduction.”

See the difference?

Both leads and referrals can turn into closed business.  Referrals take far less time and effort.  So which do you want; leads or referrals?