Asking For Referral Quotes

The referral is the easiest prospect in the world to sell. Ask any professional who hates selling (accountants, architects, lawyers) -- they'll tell you that 100% of their new business comes from referrals. That's because they're not capable of making sales calls and rely on the fall-in-your-lap method of selling.

Chris made a telephone call to her doctor in Los Angeles to ask him for a referral to a local psychiatrist for Regan.

As John Jantsch says in his book, The Referral Engine: Teaching Your Business to Market Itself, “Being recognized as a source of good information, including referrals, is a great way to connect with others. Think about how eagerly you responded the last time someone asked you for directions, offering up your favorite shortcut and tips for avoiding traffic. We all do it. Making referrals is a deeply satisfying way to connect with others, and asking for referrals is just the other side of the same phenomenon. I think the growth of many popular social networks can be traced to the fact that people love to connect and form communities around shared ideas.”1

Another significant factor in the problem that blacks faced in getting over-the-road truck driving positions was the refusal of white truck drivers to ride with them. In 1966, The Wall Street Journal reported that one Teamster official asked, “Would you like to climb in a bunk bed that a nigger just got out of?” Another said, “To my knowledge no law has been written yet that says a white man has to bed down with Negroes.”[102] Teamster officials protected union men who were discharged by a company for refusing to ride with a black driver.[103] Seniority rules, the refusal of white drivers to ride with black drivers, and the Teamsters’ highly discriminatory job-referral practices contributed to reducing black opportunities for jobs in the trucking industry.[104]

Okay, so how are you going to ask them for a referral without using the word ‘referral’,” Coach challenged him. Rick paused and took a deep breath, “David, it’s been terrific working with you and DeAnna; do you know anyone looking to buy a home soon?” Rick cringed, waiting for the cockamamie. “Rick, not great, but you would probably get a referral out of that,” Coach said approvingly, “Just a few small changes will increase your odds. Start with ‘who’ not ‘do’ and work ‘is another renter or first time buyer like you’ into your question.” Rick took a second. “David, it’s been great working with you. Who is another renter or first time home buyer like you who is looking to buy a home soon?” That sounded pretty good. “Yes,” Coach said, satisfied. “More specific is

Well, check out these questions below, and if you can answer yes to most or all of the following points about a person and her business, you would have a pretty deep referral relationship: ​You trust them to do a great job and take great care of your referred prospects. ​You have known each other for at least one year. ​You understand at least three major products or services within their business and feel comfortable explaining them to others. ​You know the names of their family members and have met them personally. ​You have both asked each other how you can help grow your respective businesses. ​You know at least five of their goals for the year, including personal and business goals. ​You could call them at 9 o’clock at night if you really needed something. ​You would not feel awkward asking them for help with either a personal or business challenge. ​You enjoy the time you spend together. ​You see each other on a regular basis—in both business and personal situations. ​You enjoy seeing them achieve further success. ​They are “top of mind” regularly. ​You have open, honest talks about how you can help each other further.

What do executives love best about customer delight? The fact that it is highly contagious. Just ask David Vélez, CEO of Brazil’s Nubank, the world’s largest independent digital bank. Nubank gains more than 40,000 customers each day, 80 percent of them through referrals from existing customers.

Build Emotional Connection With Your Fans | Brand Loyalty The way influencers communicate with fans is continuously evolving. we discuss few ways so that you can keep on top of trends to grow the fanbase, keep fans engaged and engender loyalty in Velvetrope. 1. Offer something interactive to get fans engaged : quizzes, polls, and competitions are great ways to engage fans. There are many ways to build fan engagement such as asking followers for feedback, creating quizzes, polls, and competitions. Velvetrope is the best for this. 2. Create unique video content that appeals to your fans: The next generation of fans is growing up surrounded by digital and social content. Therefore, Influencer needs to work harder to ensure their content is unique, engaging, and stands out amongst the rest. Video content might take the shape of exercise tutorials, “top 10” countdowns, “best moment” sizzles, workout tip videos, player interviews, product and service videos, live streams, fan testimonials, competition announcements, and more. Velvetrope is a CRM application that lets you perform all of the above, as well as publish fresh information and make announcements. You can connect with your Fans easily. Velvetrope makes it easy for you to share your most recent blogs, videos, podcasts, and other special content with your followers. Begin sharing your unique content with your VIPs as soon as possible. Share exclusive content with your fans. Post, Stream, and Share: Everybody Makes Money via Velvetrope. You can create a referral program for your VIPs to share with their friends and VIPs. For your referral program, you can use our AI recommendations or create your own rewards. #engagementwithaudience #fanengagementapp

Superstars view prospecting as a way of life. They prospect with single-minded focus, worrying little about what other people think of them. They enthusiastically dive into telephone prospecting, e-mail prospecting, cold calling, networking, asking for referrals, knocking on doors, following up on leads, attending trade shows,

To make these loops actionable for product teams, you can break them down into more granular steps, and A/B test them. For example, Uber’s viral loop for drivers involved a referral program that was exposed during the onboarding process. There were a dozen or so screens on the app that a driver moved through during the sign-up process—entering their phone number creating a password, uploading their driver’s license, etc. Each of these steps could be optimized so that more users would pass through. Then, drivers would be presented with an explanation on how to refer their friends, and what type of bonus they’d get for doing so. This could be improved as well—should the message offer $100 to sign up, or $300? If you invite five people should you get a bonus? Should an invite mention the name of the inviter, or just focus on Uber, as an app? On the sign-up page, should you ask for a driver’s email or their phone number, or both? A product team can brainstorm hundreds of these ideas and systematically try them, measuring for conversion rates and the number of invites sent. Optimizing each of these steps with A/B tests might only boost each step’s conversion by 5 percent here or 10 percent there, but it’s a compounding effect. Hundreds of A/B tests later, the millions of dollars you might be spending on acquiring customers is made substantially more efficient.

1. REFERRALS FROM YOUR PROFESSIONAL AND PERSONAL NETWORKS. Create a list of the ten most talented people you know and commit to speaking with at least one of them per week for the next ten weeks. At the end of each conversation, ask, “Who are the most talented people you know?” Continue to build your list and continue to talk with at least one person per week. 2. REFERRALS FROM YOUR EMPLOYEES. Add sourcing as an outcome on every scorecard for your team. For example, “Source five A Players per year who pass our phone screen.” Encourage your employees to ask people in their networks, “Who are the most talented people you know whom we should hire?” Offer a referral bonus. 3. DEPUTIZING FRIENDS OF THE FIRM. Consider offering a referral bounty to select friends of the firm. It could be as inexpensive as a gift certificate or as expensive as a significant cash bonus.

Finding the Best Accounting Firms Near You In today’s business landscape, having the right accounting firm can make a significant difference in managing your finances, ensuring compliance, and planning for growth. Whether you are a small business owner or an individual seeking tax advice, finding the best accounting firms near you can provide the expertise and support needed to maintain financial stability. Why Local Accounting Firms Matter Choosing a local accounting firm offers several advantages, especially when it comes to personalized service and understanding local regulations. Local firms are familiar with state-specific tax laws and compliance requirements, which can save time and prevent costly mistakes. Moreover, they offer face-to-face meetings, allowing for better communication and a stronger relationship between the accountant and the client. This personalized approach ensures that the accounting services are tailored to your unique needs. Services Offered by the Best Accounting Firms The top accounting firms near you typically offer a wide range of services that cater to both businesses and individuals. These services may include bookkeeping, tax preparation, payroll management, financial consulting, and auditing. Additionally, many accounting firms provide specialized services such as estate planning, business valuations, and forensic accounting. With such comprehensive services, the best firms ensure that every aspect of your financial management is handled efficiently and professionally. Expertise and Experience One of the most important factors in choosing the best accounting firm is the level of expertise and experience they offer. Reputable firms have a team of certified public accountants (CPAs) and professionals with years of experience in various industries. This allows them to provide valuable insights, strategic advice, and accurate financial reporting. Furthermore, experienced firms are better equipped to handle complex financial situations, ensuring that your business remains compliant and financially sound. Reviews and Reputation Before making your decision, it’s important to research reviews and the reputation of the accounting firms near you. Online reviews and testimonials can provide insight into the experiences of past clients and help you choose a reliable firm. Additionally, asking for referrals from other business owners or professionals in your area can guide you toward a trustworthy accounting partner. In conclusion, finding the best accounting firms near you is crucial for managing finances and ensuring compliance. By considering factors such as local expertise, services offered, and reputation, you can choose an accounting firm that meets your specific financial needs and goals.

to ask for referrals from your personal and professional networks. This approach may feel scary and timeconsuming, but it is the single most effective way to find potential A Players. This

new is “What do you do?” Next time you answer that question (probably in the next week or two if our experience is any guide), follow up with “Say, now that I have told you what I do, who are the most talented people you know who could be a good fit for my company?” Do that, and you will turn a common social question into a sourcing opportunity. After years of asking for referrals and personally recruiting

REFERRALS FROM EMPLOYEES As valuable as outside referrals are, in-house ones often provide better-targeted sourcing. After all, who knows your needs and culture better than the people who are already working for you? Yet while this is far from a blinding insight, we’re constantly amazed at how few managers actually take the time to ask their employees for help. Selim Bassoul, the

Relocating internationally can be a thrilling adventure, but it’s not without its challenges. The logistics involved in international moving are more complex than domestic moves, requiring careful planning and execution. To ensure a smooth transition to your new home, here are ten essential tips for international moving. 1. Start Early Begin the planning process well in advance. International moves involve extensive paperwork, visa applications, and scheduling with international moving companies. Start at least six months before your intended move date. 2. Declutter and Organize Before packing, declutter your belongings. Dispose of items you no longer need or use. This not only reduces the cost of moving but also helps you start fresh in your new home. 3. Research International Moving Companies Select a reputable international moving company with experience in your destination country. Read reviews, ask for referrals, and obtain quotes from multiple companies. Choose one that offers comprehensive services and competitive rates. 4. Understand Customs Regulations Familiarize yourself with the customs regulations of your destination country. Different countries have varying rules about what you can bring with you. Be prepared to fill out detailed customs forms. 5. Documentation Ensure all your important documents are in order. This includes passports, visas, medical records, and any necessary permits. Keep physical copies as well as digital backups. 6. Packing Strategy Use sturdy, high-quality packing materials to protect your belongings during transit. Label boxes clearly and create an inventory list. Pack essential items separately for easy access upon arrival. 7. Insurance Consider purchasing international moving insurance to protect your possessions during the move. Verify what is covered and ensure it meets your needs. 8. Currency and Banking Set up a bank account in your new country before you move. Also, consider having some local currency on hand for immediate expenses upon arrival. 9. Learn About Your New Home Research your destination thoroughly. Understand the local culture, language, and basic laws. Knowing what to expect can ease the transition. 10. Stay Organized Keep all your moving-related paperwork, receipts, and contact information in one place. This will be invaluable if any issues arise during your international move. Bonus Tip: Stay Positive! Moving internationally can be stressful, but maintaining a positive attitude can make a world of difference. Embrace the adventure and view it as an opportunity for personal growth and exploration. Conclusion International moving is a significant undertaking that requires careful planning and thorough research.

Dealing with Rejection Of course, success won’t always be so immediate when you use direct preselling to validate—in fact, you’ll get rejected a whole lot—and this is another instance where the technique shines. That’s because every rejection is an opportunity; you can use it to take a deep dive into customer problems. Remember the Rejection Goals from chapter 2. Rejections are TREASURE. When I get shot down while validating, I have a simple four-question script that flips the no into new knowledge, new ideas, and maybe even new customers. “Why not?” It’s really easy to get scared from attacking this one head-on, because what happens if their criticism is right? But that’s exactly what you want to know! “Who is one person you know who would really like this?” Always, always, always ask for a referral! Be specific about what kind of referral and use a number; this makes it highly effective. “What would make this a no-brainer for you?” If they don’t want your product, maybe they’d want something related to it. If they don’t want to pay for your dog care app, what about dog walking? A dog hotel? Dog dating? “What would you pay for that?” One of the hardest things in a startup is setting prices. Getting potential customers to say what they’d pay is pure gold!

At a Chamber of Commerce networking breakfast, two of my friends and I were standing in a circle talking. A stranger approached, interrupted our little reunion, and gave each of us her card. She then began talking about herself and her business without a hint of social awareness, or care about her interruption. She even had the tactless gall to ask us for referrals. When she left our small circle, we looked at each other and laughed, “What was that?

Hearing someone say they want to serve “anyone with a pulse” is the kiss of death when it comes to asking for referrals, because our brains can’t sort the list of people we have connections with down into a manageable list of people to recommend.

less an authority than financial advisor marketing expert Bill Good recognizes this, and he refuses to allow his salespeople to ask for referrals. As he puts it, “They manifestly do not work.”1 In fact, Good tells the story of an advisor who got a pesky client to stop calling him by asking for a referral each time she called!

In the past year, a book and a study were published that gave me insight into finding a better way. The study was “Anatomy of the Referral” by Julie Littlechild.5 In her survey of clients of financial advisors, she discovered that practically everyone who answered the question indicated that they were responding to the need of a friend. And, essentially, no one reported that it was because their advisor asked for it. This proved to me that asking is not the natural way referrals happen. The book was The Referral Engine, by John Jantsch.6 In it, Jantsch lays out how referrals happen, why we refer, and a host of ideas on how to stimulate referrals. With these ideas in hand, I did a lot more research on strategies that proved effective in attracting referrals. I incorporated these ideas into my work with financial advisors. The book you are holding is the product of what I have learned and what I have helped advisors to put into action. In her studies “The Economics of Loyalty” and “Anatomy of the Referral,” Julie Littlechild demonstrates that receiving referrals from clients has little statistical relationship to how or how often clients are asked. There is simply no clear straight line between asking clients for referrals the way we have been traditionally trained to do it and the best referrals you actually receive. In her survey of more than 1,000 clients who use financial advisors, one of the questions Littlechild asked was, “What were the circumstances of the last referral you gave to your advisor?

In the past year, a book and a study were published that gave me insight into finding a better way. The study was “Anatomy of the Referral” by Julie Littlechild.5 In her survey of clients of financial advisors, she discovered that practically everyone who answered the question indicated that they were responding to the need of a friend. And, essentially, no one reported that it was because their advisor asked for it. This proved to me that asking is not the natural way referrals happen. The book was The Referral Engine, by John Jantsch.6 In it, Jantsch lays out how referrals happen, why we refer, and a host of ideas on how to stimulate referrals. With these ideas in hand, I did a lot more research on strategies that proved effective in attracting referrals. I incorporated these ideas into my work with financial advisors. The book you are holding is the product of what I have learned and what I have helped advisors to put into action. In her studies “The Economics of Loyalty” and “Anatomy of the Referral,” Julie Littlechild demonstrates that receiving referrals from clients has little statistical relationship to how or how often clients are asked. There is simply no clear straight line between asking clients for referrals the way we have been traditionally trained to do it and the best referrals you actually receive.

In her survey of more than 1,000 clients who use financial advisors, one of the questions Littlechild asked was, “What were the circumstances of the last referral you gave to your advisor?” Half of the people said that they were asked specifically by a friend to recommend a financial advisor. Over half the people communicated some financial need for which the person knew his financial advisor had a solution. And how many people said that the circumstance of their last referral was that the advisor asked for it? Two percent, which is statistically equivalent to zero. Essentially no one gave a referral because the advisor asked for it. They gave a referral because their friend expressed a need, and they wanted to help (Figure 1.1). Most referral programs reflect a hunter mentality. We must go out and stalk and capture the referral. How do you suppose the prey feels in this relationship?

What we need is for clients to recall us when the opportunity to refer arises—and to mention us. We can build a strategy to help increase the odds that this will happen at those moments of truth. We can pursue a strategy to generate referrals without being in constant control of each referral, made when the time is right, for reasons that benefit the client if we understand the principles. In order to do this, we first need to understand how referrals happen.

In his book, The New Art and Science of Referral Marketing, Scott Degraffenreid used social network analysis to examine why people make referrals. His study demonstrated something that makes intuitive sense—people refer to elevate their standing

In his book, The New Art and Science of Referral Marketing, Scott Degraffenreid used social network analysis to examine why people make referrals. His study demonstrated something that makes intuitive sense—people refer to elevate their standing with their peers.2

Once you reflect on it, you will likely realize that you make referrals pretty regularly. Your clients do, too. They likely refer people to you more than you realize. In her study, “Anatomy of the Referral,”4 Julie Littlechild found that 91 percent of clients were comfortable providing a referral to their financial advisor, and 29 percent had made a referral. One of the primary questions she hoped to shed light on was why, when such a large majority of clients are comfortable providing referrals, “only” 29 percent actually did. It’s a good question, and she uncovered some answers I will address later on. In addition, I am intrigued by the 29 percent. Most of the advisors I know would be thrilled to receive referrals from almost a third of their client base. What portion of your client base do you think referred someone to you in the last year? If you asked, I bet a much larger proportion would tell you that they did. We will get back to this statistic in a little while. For now, let’s take a look at whether clients feel comfortable making a referral to you and why they would.

Referral consultant Paul McCord says, “The traditional method of ‘do a good job and ask for referrals’ does not give your client a reason to give you referrals. We make the assumption that if we have done a good job, the client will like and respect us and be willing to give us referrals. Again, this is far from the case. Most clients will not give good, quality referrals just because they like you or because you have done a good job for them. You must give them a reason to give you referrals. They need to understand why it is in their best interest to give you referrals.”7

Advisors ask me what it takes to be referable. My response is simple: It all comes down to trust. Clients and strategic partners have to trust that endorsing you will reflect positively on them in turn, but what does that mean, and how can you predictably and methodically create trust? Let’s revisit the foundation of refer-ability, summed up in the four Cs.: Credentials – Your skills as a professional advisor in terms of your judgment and the solutions you provide give you the credibility needed to foster trust. Consistency – People crave consistency and your professional deployment of best practices helps you meet and exceed the expectations you set for your clients. Chemistry – The rapport you develop using F.O.R.M., as well as your sincere and holistic interest in your clients’ lives, creates comfort and chemistry. Congruency – Doing what you say you will and conducting yourself as a professional consultant rather than as a salesperson means that you can attract rather than having to chase new business. Many elite advisors who deploy the Four C’s are still underwhelmed with the quality and quantity of referrals they see. The reason is simple - while they have laid down a foundation for refer-ability, they still find themselves in the red-zone but not in the Promised Land. The last piece of the puzzle is to create awareness for the concept of referrals in their on-going Communication (the fifth C) with their clients and rain-makers. Just because you are referable due to your professional conduct, that doesn’t mean that it will occur to your clients that they should introduce a friend to you. You have to continually communicate your value to them so that they make the connection.

To give you an example of a referral process template in a more general sense, let’s look at a fictional financial advisor using the S.O.N.A.R. process a concept adapted from the book How to Get Your Competition Fired by Randy Schwantz. The process follows five steps as you speak with an existing client and keys off the Contrast Principle, with a focus on positioning that encourages the client to suggest they refer you to a friend, rather than you asking for a referral.

A Guaranteed Way To Find A Great Skin Care Specialist In One Day You should always be as honest and communicative as possible when explaining health conditions to your doctor; in response, they are going to offer effective alternatives during your visit. In order to communicate effectively with your Skincare specialist, you need to interact by asking educated questions. If you're unhappy with your Skincare specialist, follow our recommendations to help find a much better one. When your healthcare professional practitioner announces their retirement, immediately request a referral for a new New York City Dermatologist. Searching for a new New York City Dermatologist is difficult even when you set aside the time to start your search. Do not delay in asking for referrals from your healthcare professional practitioner or his or her personnel members. It's advisable to have a list of several health care providers you could select from. Everyone looks for a Skincare specialist with knowledge, particular skills, and a lot of experience practicing medicine, as well as an appealing manner. Many patients believe that their New York City Dermatologist's age is also an important factor. Older Skincare specialists are regarded as more experienced, although they might be too old school to simply accept new technologies. In contrast, people see younger Skincare specialists as more open-minded and technologically-experienced. In every state, there is a Healthcare professional Board that exists to handle patients' complaints about health care professionals. It is within your legal rights to contact the board if you certainly are a victim of malpractice or poor treatment. The healthcare professional board handles and investigates all cases against a Skincare specialist about malpractice or negligence claims. Legally, healthcare professional records have to be maintained for a certain amount of time because it's vital to your overall health care. You ought to be aware of where your healthcare professional records are being held and how long they'll be there in the event you need to access them. It's suggested that you retain your own information, so make sure to request duplicates of your healthcare professional history, even though you are required to pay a fee in order to receive them. Some New York City Dermatologists will charge a fee for making copies of your records. Truly dedicated healthcare staff make an effort to improve the physical and emotional state of each and every person they meet by treating them with compassion and respect. A qualified healthcare professional professional can provide you with the best treatments to improve your health. Taking the time to listen to concerns and afterwards to find the best possible treatment options are two things that every great New York City Dermatologist does. If your healthcare professional professional does not fit these general rules, you should seek a new one immediately. Bobby Buka, MD For more information, Visit us at : Best Dermatologist in NYC Address : 220 Front St New York, NY 10038 Phone : (212) 385-3700

No more?” Jason asked. What?! Is my once-sane husband actually thinking of gay rehab for our son, ’cause I don’t think there’s a referral list in that PFLAG book. “He died. Killed himself when he was seventeen.” Silence fell like fog. “Man, that’s tough. Sorry, Chuck,” Jason finally said. “Know who’s sorriest?” Chuck asked. Jason must have gestured for him to continue. “My dad.” I heard Jason’s seat cushion exhale as he sat down on it. “A boy’s gotta know his old man’s behind him no matter what.

STEPS TO A POWER NOTE:     1.  USE UNBRANDED CARDS WITH A SYMBOL OR MONOGRAM THAT REPRESENTS YOU. IT’S A PERSONAL NOTE.     2.  USE BLUE INK. IT LOOKS ORIGINAL AND POSITIVE.     3.  WORDS - USE YOU, BUT AVOID I, ME, MY.     4.  BE SPECIFIC IN YOUR PRAISE. IDENTIFY AND ACKNOWLEDGE A CHARACTERISTIC, A TALENT, A UNIQUE QUALITY.     5.  LEVERAGE THE POWER OF POSITIVE PROJECTION. IDENTIFY A PERSONAL CHARACTERISTIC YOU WANT TO IMPROVE AND EXPRESS RESPECT FOR OTHERS WHO POSSESS THAT QUALITY (HAPPINESS, WEALTH, BALANCE, ETC.)     6.  WRITE RIGHTLY - SLOPE TEXT SLIGHTLY UPWARD FROM LEFT TO RIGHT. READ YOUR HANDWRITING CAN CHANGE YOUR LIFE BY VIMALA RODGERS.7     7.  THE POWER OF THE P.S. USE A P.S. AS A CALL-TO-ACTION: ASK THE RECIPIENT TO TAKE ACTION SUCH AS E-MAILING OR CALLING. “Whom do I write these POWER Notes to?” Rick asked. “Everybody you know,” Coach answered. “Pick up a business card, look in your e-mail, look in your database—find a person,

OF APPRECIATION.     5.  WHAT DID THE CLIENT SAY OR DO TO LET YOU KNOW YOU DID WELL? (INCLUDE THEIR TESTIMONIAL OR THAT THEY REFERRED ME. FOR EXAMPLE, THEY REFERRED ME TO CHRIS HILLS, ANOTHER FIRST TIME HOME BUYER.)     6.  ASK FOR SPECIFIC AND RELEVANT REFERRALS EXAMPLE: WHO IS A PERSON YOU KNOW BUYING THEIR FIRST HOME - COULD BE A RENTER OR EVEN A SON OR DAUGHTER OF SOMEONE YOU KNOW?     7.  CALL TO ACTION. USE A SENTENCE LIKE: “PLEASE REPLY TO THIS E-MAIL WITH THE NAME AND THEIR SITUATION. I PROMISE THEY’LL GET THE EXCELLENT SERVICE THEY DESERVE.

Are you familiar with Google Alerts?” Coach asked. “Way ahead of you there, Coach,” Rick answered proudly. “Michelle showed me those at a lunch and I have over 50 alerts now—Michelle, that membership chair, my competition, Don Dasick, my company and even the variations of

Make it a habit to ask for business referrals. There's nothing pushy about it. People won't give you referrals unless you deserve them.

And while seeking out the opinions and perspectives of people like ourselves may lead to a more personal and familiar buying experience, what’s even more amazing is the impact those trusted sources have on conversion rates. B2B sales cycle data from Salesforce demonstrates that, when it comes to lead conversion, the interest that originates from customer and employee referrals converts to deals at rates fifty times higher than email campaigns!9 Furthermore, data from marketing automation giant Marketo indicates that leads originating from referrals convert to opportunities at rates of four times the average, and similar to the next three highest-converting lead sources combined (those being partner, inbound, and marketing-generated).10 My personal experience over the years greatly corroborates these statistics. For example, when I started my own sales practice, Cerebral Selling, I needed to have a logo designed. Around the same time, my friend had recently had a nice logo designed for his business. I asked him who he used, he told me, and I just did the same. No further research or investigation required. A short time later, I wanted to head out of town with my wife for an overnight trip to the beautiful Niagara wine region of Ontario to celebrate our anniversary. I didn’t know where to stay or which restaurant to go to, so instead of sifting through pages of online content and reviews, I asked a friend who runs a vineyard in the region. When he gave me his recommendations, I simply booked the places he told me. No questions asked. Were there better places to stay and eat? Potentially. Were there other creative design shops that could have generated equally if not more spectacular logos? More than likely. Do I care? Absolutely not! I love my logo and had a great anniversary outing, and feel secure in my decisions around both because of the feeling I received by selecting recommendations from people I trust. Both experiences are perfect examples of the prescriptive-led sales cycle we spoke about in chapter 2. This means that when it comes to your selling motion, one of the most unobtrusive, empathetic, and authentic ways to convert prospective buyers is simply to surround them with like-minded customers who love you.

An administrator at a middle school in New Haven, Connecticut, began a professional development activity by writing the reasons teachers gave for sending a student to the office on the blackboard. He then went down the list with the group and asked whether they felt the infractions listed were legitimate reasons for referring a student to the principal’s office for punishment. In a public setting with their colleagues present, no one would defend sending a student to the office for chewing gum, wearing a hat, or forgetting to bring a pencil. Yet, these and other minor infractions were the reasons given on the bulk of the referrals. He pointed out that Black and Latino boys received over 80 percent of these referrals; and he engaged the staff in a discussion of the implications of these practices. Holding educators accountable for racial imbalances in discipline need not result in finger-pointing or recriminations about racist intentions that cannot be proved. However, if educators are going to reduce the disproportionate discipline meted out to poor children of color, they must accept responsibility for racial disparities in discipline patterns. Analyzing their approaches to maintaining order can help educators to identify alternative methods for producing positive learning environments. Alternatives are essential if schools are to stop using discipline as a strategy for weeding out those they deem undesirable or difficult to teach and instead to use discipline to reconnect students to learning.

Some white teachers are nervous about sharing critical feedback about a black student’s performance with the student’s parents for fear that they may be accused of racial bias. But honest feedback is necessary for improvement, and to deny the child and the parents the opportunity to learn from it is unfair. What if the child does need special assistance? Tension could be defused if the teacher began by acknowledging the problem that improper and unnecessary special education referrals are all too common for black children and it would not surprise her if the parents were wary of her recommendation. After acknowledging the validity of their concerns about labeling and the low expectations too often projected onto black children, the teacher could present concrete evidence and examples of the student’s difficulties to his parents. Wary parents may feel that the teacher who has acknowledged the possibility of parental distrust will listen respectfully to their perspective. If you are accused of racial bias, do not take it personally. Rather than reacting in a defensive manner, acknowledge the possibility that your judgment may be biased and ask for more information from the parent’s perspective. It is hard to grow up in a race-conscious society without being influenced by stereotypes. “There’s not a prejudiced bone in my body!” is a familiar refrain; such categorical denials only reinforce suspicion on the part of black parents who view them as naive at best. How much more effective it would be to ask sincerely, “Help me understand what I did that made you think so.” An invitation to enter into dialogue rather than a rush to defend oneself goes a long way in cultivating trust even in the midst of a difficult interaction.

First: make sure you know with whom you are dealing. The tactics in this situation are determined by where your customer stands in the organization. Are you dealing directly with a decision maker? A pure “D” on the DiSC profile? If so, give her the information she asks for. If you are dealing with a person in the middle of a large organization, you have a much tougher task. The trick is to tease him, showing just enough to demonstrate that you are the best company for the job without giving away valuable information. You can say anything to a client, you can show all kinds of examples of how you have solved your other clients’ problems, and you can demonstrate your sterling reputation by trotting out a list of the important companies that have been your customers—but you must never, ever hand over a written proposal full of specific solutions to their problems. Never give the mid-level buyer anything he can pass on to others. Once he has that, you’re toast. Bob tells us that we should provide specific solutions only after a commitment. A real, solid, irrevocable decision to proceed. A purchase order or a deposit. Get them hooked, and then give them everything they ask for and more. Over-deliver. Bathe them with your love. Show them that choosing your company was the best decision they ever made, and make sure that this is true. Then you can ask for a letter of recommendation and referrals. These are what will get you past the next mid-level buyer.

Asking for Referrals. Not every product can have word of mouth baked into the product, but every founder can—and should—be proactive about asking for referrals. When you see that trials are converting well and customers are happy with your product, set up an automated email that goes out around the 60- or 90-day mark. Say something like, “So much of our business is based on referrals. If you’re enjoying our product, could you please pass the word along?” The automated email works well when you have a pretty hands-off, low-touch sales process. However, for products with higher ACVs and a more intensive sales process, it’s better to ask for referrals in person.

There are three clear benefits of being a part of a mastermind: Growth. By surrounding yourself with folks who can provide you with informed advice, qualified referrals, and critical constructive feedback on your failures in a safe space, you are setting yourself up with the resources and guidance you need to focus on growing your business. Hopefully there’s at least one other person on each call who has more experience in a specific area than you do. There are some things in my business that I’m pretty damn confident I’m good at. But I know I have blind spots in other areas. I can bring those things to my mastermind because they don’t have the same blind spots. Accountability. As many solo founders know, keeping yourself accountable with no outside forces can be challenging. During most mastermind meetings, there is a point in time when each member is in the hot seat, discussing past goals and their progress, setting new goals and tracking them, and reporting back to the other members with updates along the way. By asking your group to keep you accountable to your business, you’re also committing to holding them accountable. A good mastermind also forces you to look at your weaknesses. You can bring your weakest attributes in front of this small group of trusted individuals who know your story, your revenue, your growth rate, and all your foibles—personally and professionally. Your mastermind will tell you things that if your spouse said them, you’d ignore them. (Ask my wife about that.) Support. Humans are social beings. Napoleon Hill says that the convergence of two individual minds creates a third, invisible force that combines the strength of both of its components. When you share your vulnerabilities and successes with others, you magnify your own experience and make it the experience of those around you. The power that comes from those shared experiences can be just as compelling and empowering as your individual success. Three of my favorite entrepreneurial communities are Indie Hackers, the Dynamite Circle, and of course, MicroConf.

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Finding local painters who meet your specific needs can be a daunting task, but with the right approach, it becomes manageable. Start by asking for recommendations from friends, family, or business associates who have recently completed painting projects. Personal referrals often provide insights into the quality of work and reliability of the painters.

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Do you know who works almost exclusively by referrals? High end consultants, surgeons, attorneys, accountants, the wealthy. Do you know who never asks for referrals? The incompetent.

The tipping point of the Cold Calling 2.0 process was born: sending mass emails to high level executives to ask for referrals to the best person in their organization for a first conversation.

Rationalization – An element of a monologue that is designed to encourage a person to share truthful information by suggesting that there is a socially acceptable reason that to some degree might excuse the activity under investigation. Reciprocity – A term used by social psychologists to describe the tendency of people to respond to a kind act or concession with kindness and conciliation, or, conversely, to an unkind act with comparable unkindness. Referral statement – A verbal deceptive behavior in which a person refers to a previous response to the question. This takes advantage of repetition as a psychological tool that can make the questioner more open to a possibility than he otherwise might have been. Reluctance/refusal to answer – A verbal deceptive behavior in which a person claims to be unable to answer the question, ostensibly due to a lack of knowledge or to being the wrong person to ask. Repeating the question – A verbal deceptive behavior in which a person repeats the question he’s asked as a means of buying time to formulate his response. Selective memory – A verbal deceptive behavior in which a person creates a psychological alibi by responding to a question with a stated inability to remember.

one of the best ways to get referrals is by straight out asking for them from customers for whom you’ve delivered a good result.

Next Action When you’re avoiding something, try identifying the next action you need to take to move forward. Do that action. For example, if you have a legal situation and you feel overwhelmed about it, the next action you need to take might be something like emailing a lawyer friend and asking for a referral. If your garden has become overgrown with weeds, the next action you need to take might be locating your gardening tools. If your smartphone is acting up, the next action you need to take might be to run a backup. If you need to buy a new laptop, your next action might be to decide on your budget. Keep in mind that the next action you pick shouldn’t be too big. Generally, try to think of something you can do in 15 minutes or less. If you still feel overwhelmed, try picking an even smaller next action. To give credit where credit is due, the concept of defining your next action was first popularized in a productivity book called Getting Things Done. It’s a concept many of my clients have found useful.

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