Guest Referral Seminar

By Daryl Logullo | October 18, 2007 | Popularity: 25% | 696 views

Today I'll be speaking to several hundred paid members (I'm told) of MarketingProfs.com. I've been invited to present a 90-minute online seminar (phone and PPT based) entitled, "How To Build a Consistent Pipeline of Customer Referrals."

The editors of Marketing Profs came up with that title, and it's something that I can talk about with my eyes closed (although I prefer to use the word "clients" more than customers, frankly.)  

Nonetheless, MarketingProfs is a web site I discovered this year and it's a truly amazing site — deep with tremendous marketing content, and yes, referral advice (some from yours truly). I really love the job that Val Frazee and Ann Handley have done stacking it with tremendous content.

I'll be covering everything from referral myths to ntroductions… to specific referral tactics, strategies and an entire specific referral process people need to use in their day-to-day.

It always amazes me when I speak on this subject. Here's why. And… it's not what you think…

What amazes me is how many people tend to focus on… how hard or long or tedious or "how much work" something is… rather than the positive direction they receive from learning. (An age old slacker problem, I know.) I'm sure I'll get some of that today, almost certain of, it in fact.

I think people with this attitude need a mental vacation–perhaps an extended one–from their current world.

For the record, here's what I'm revealing:

  • The single biggest mistake that small businesses, software companies, resellers, and sales and marketing executives make with a referral program.
  • How to use the acronym "HELP" to generate consistent referral flow and introductions –- even from strangers and in unknown companies.
  • The “Referral Manifesto Equation” – 7 questions you are overlooking, and what the resulting equation reveals about your referral approach.
  • The 8 referral myths and their counterparts: The 8 referral truisms.
  • 8 precise action steps to help you place the 8 “truisms” into sustainable action.
  • The concept of LTVC in new introductions and referral relationships.
  • 5 ways to become a better, more successful networker.

My goal is twofold: (1) grovide substance in the content with new perspectives on referrals; (2) give real-life referral examples that people can adapt to their business.

Now: Guess what? 

Already people reading those bullets, and going… SHEESH… GEEZ LOUISE… man that looks like a lot of work! Phew.Frown

I had someone say to me very courageously during a speech I once gave (and if you've heard me speak you know I say 'courageously' because I am bold, blunt and challenging when I speak)…

"This is all great Daryl, but how long is all of this going to take me before I start seeing some results?!" (Whine, whine, sniffle, sniffle.)

Duh dude, is about how I replied–(and I wasn't trying to embarass him.)

The bottom line is when it comes to improving your referral marketing activities and creating new levels of success… and I'll be as blunt as I can here…

Who the heck cares how long it takes you?
After all, you're talking about your livelihood here, man!

And if you're going to approach improving your referrals on some time schedule… with some quick fix gimmicks… expecting some fairy tale system-in a-box to appear that magically takes you from three referrals a month to 300, you're joshin' yourself.

It ain't happenin.

It takes work, dedication and focus. And oh yeah, did I mention… retraining your thinking?

Go study those bullets again. Then ask yourself if you have the moxy to man-up (or woman-up) to new ways of thinking and efforts that can bring you massive action and new results. Because chances are, I'll bet you're not getting those results now.

In fact, you're probably getting what you've always got. Because you're probably still doing what you've always done.

So back to the headline of the seminar: How do you build a consistent pipleine of new customer (or client) referrals?

You start by changing your thinking… and putting into practice approaches and techniques that have proven to work, time and time again.

It's not theory.

It's not some psycho-babble. It specific actions and steps that you need to implement in your business, TODAY!

I hope you'll check out the seminar, and post your comments here.

And I'll do my best to try to get some excerpts for a future blog post.

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