Go-Giving YOU...

In Chapter 10 of the Go-Giver, written by Bob Burg and John David Mann,  "The Law of Authenticity" is highlighted. Debra Davenport shares this profound insight: 

“As long as you’re trying to be someone else, or putting on some act or behavior someone else taught you, you have no possibility of truly reaching people. The most valuable thing you have to give people is yourself. No matter what you think you’re selling, what you’re really offering is you.”

I just can't seem to get enough of this book! Just when I think I've embraced and internalized all the Stratospheric Laws of Success and have categorized them away in my head for future use - I wake up to find one of them popping up as exciting as a red dawn in the morning. 

"Well, looky that! This sure is what I need today. How inspiring!"

If you haven't already, join us in the public Go-Giver group "Go-Giver Ambassadors" on Facebook. A great community of like-minded people.

One of our Gold Star Referral Clubs in Tulsa gives The Go-Giver book to all it's new members. Go-Giving is the true heart of business networking and relationship marketing. 

It's more than a good read - it's a lifestyle. 

  

Sandwich the Facts in a Story

One of my mentors once said,  "You can't be too long... you can only be too boring."

Seasoned business networkers know that the time in front of their business networking group is golden. That's why they want to make their presentations upbeat, informative, and entertaining.

Yes, I said entertaining. 

Learning to entertain while giving a speech is as easy as telling a story.

John Montagu, 4th Earl of Sandwich, was a British statesman in 1748 who liked to eat while gambling. The problem was that his sloppy habits caused chaos with the playing cards. 

So, he came up with a unique way to eat beef by putting it between two slices of bread, which would allow him to eat with one hand and play cards with the other. I think the sandwich is one of the best inventions EVER!

Now, you probably won't forget that story anytime soon and... did you notice how I "sandwiched" the facts into an entertaining story? (Sorry, couldn't help myself.)

Seasoned speakers take the time and energy to prepare their presentations. They have also learned that a well-told story will not only entertain, it will help build rapport with the audience and it will help the listeners remember the message. 

You may not be a professional speaker, and your speech might only be ten minutes long, but using stories will make your presentation memorable and more fun for us to listen to.

A Chiropractor can explain patient care while telling a story about a patient who no longer uses a cane after several adjustments.

An attorney can gain trust while telling a story about helping an elderly client write her will.

An accountant can convey her level of knowledge while telling a funny story about the client who thought IRS stood for Internal Registered Savings. 

Sandwich the facts between interesting, or even funny stories. You will not only entertain us, but you will help us remember why we want to give you referrals.

What's for Lunch?

What's for lunch? That is a question that you will probably never hear from a guest that wants to grow their business. As a business networker, it should NEVER be a question that carries any weight in regard to your decision to attend. Who cares whats on the menu when there is business to be had.

Who cares what's for lunch when you know that by going, you have a good, or even a great opportunity to increase your business or to connect with a new client.

Recently, I had a conversation with one of our Gold Star Directors about his networking group changing the location where they meet for their weekly meeting. This would be the third location change in less than a year.

He said, "Joe's tired of the food and he's been eating before he comes and Doug says that it's a little further for him to drive than the last place. Frankly, I think the menu is limited. We have to find a new place." 

In the world of business networking, complaints about meeting at the same place week after week is not uncommon.

However, when I consul with our Directors, I like to ask, "If you had thirty business people at every meeting and referrals were FLYING back and forth - would anyone care about the menu?"

And usually the answer is NO.  Who cares about the food when there is real business happening?

So, you have to ask yourself then, "Is it a referral problem or a menu problem?"

Good business networking groups are not easy to find. When you find one that works - don't worry about the food.

The ideal situation would be to have a rockin' referral group that meets in a restaurant that has great parking, is easy to get to and has an affordable menu with food that everyone loves. But that is near impossible to put together, because you will never be able to find the perfect fit for everyone.

It is always a challenge.

As an exercise, you could do this. Print out a map of the area around where most of your members work and live. Now take a pencil and draw a circle around what is considered easy driving distance. How many choices do you have?

Sometimes, as a leader, you feel lucky to even find a place that is available - much less a great place that everyone likes.

So instead of changing venues, why not just grow your group so big with quality business people who are having fun passing good business to each other every week and quit worrying about the food.

Let's be real. It's all about the referrals. It's not about the food or an extra mile here or there. You may notice that the people who are getting the most business, never complain. They're smiling all the way to the bank.

The next time your group wants to change locations again, instead of moving right away, set a goal to double the size of your meeting with guests and new members. Once you outgrow your location - THEN find a new one.

Referrals Are More Than Frosting

Now is the time to plan! 

You can have your cake and eat it too! Or should I say that referrals are more than just frosting?

When some business people get a referral, it's like frosting on the cake. But my question is - why can't referrals be the whole cake?

Most companies want referrals. However,wishes and wants will never come true if you sit on your thumbs with nothing to do. 

You need a plan. A mastermind strategy that includes your whole team, office or staff.

Clients don’t come any better than by referral. Referrals cost less to create (aside from your time) and usually bring in the most qualified and desirable clients.

Your referral strategy is important and your team can help you create it. Brainstorm with them about how to focus on referrals. 

Here are five keys to planning a good referral strategy for your business:

1. Focus on ways to maintain a "Referral Mindset" all the time.
2. Identify which industries would be good referral sources for your company.
3. Brainstorm about possible incentives and motivation.
4. Create promotional material or even an email series that embraces your strategy.
5. Plan unique ways to thank and care for your valuable referral sources. 

Whatever your strategy, begin to align your services, products and marketing more closely to serving your client and referral sources with excellence.  The best referral sources are those that are well-served and appreciated. 

Plan your mastermind brainstorming session today and make referrals a bigger slice of your business.

Beth Davis is a keynote speaker, author of 3 Ways to Referral Success and CEO of Gold Star Referral Clubs. She is a certified Go-Giver Coach and Speaker with the Bob Burg organization.

Start a club anywhere in the United States. Go to www.GoldStarDirector.com for more information.

WOW your audience with live action on how to accelerate sales with referrals. Go to www.MoreReferrals.com to find out more.