This is a special Make a Referral Week 2009 Session

Ivan MisnerBob BurgBill Cates

The Referral A-Team consisting of Ivan Misner, founder of BNI, Bob Burg, author of the Go-Giver and Bill Cates, author of Get More Referrals Now! joined me for a live web conference yesterday to talk about, what else, referrals.

You may listen to the session here (1h:15m)

You may download the session here

We covered a lot of ground and the tweets were flying as well – follow twitter thread here

Some of my favorite nuggets

  • small business is the economic engine that can pull our country out of the recession
  • In referring, you’re not trying to close a sale, you’re trying to train a sales force
  • Stimulate referrals by educating people on how referrals work and how you handle referrals
  • Time confidence curve= the level trust needed to receive referrals depends on business. High (financial adv) low (florist)
  • strategic alliances are not formed by speed dating – proactively support each other
  • you should be getting at least 20% of your referrals passively, without you asking -they know, like, trust you and refer
  • Must rely actively on network, strategic partners and clients together to build referrals. Not on clients alone
  • Women give referrals twice as often as men
  • Most people lack a *process* for harvesting their network. Process replaces the fear of asking for referrals
  • Trust is the ultimate root and source of our influence. Influence is everything

Hope you join us by making your referral now at Make a Referral Week – just tell us who you referred and why and have fun reading the growing list as we march towards 1000 referrals made.

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John Jantsch

John Jantsch is a marketing consultant, speaker and author of Duct Tape Marketing, Duct Tape Selling, The Commitment Engine and The Referral Engine and the founder of the Duct Tape Marketing Consultant Network.
  • John,
    I look forward to sharing this info with the participants at our Webinar Watch Party (funny term!). Our local bi-weekly small business marketing Meetup group in Fort Worth watch gathered to talk referrals and watch this – unfortunately we had to close out after 50 min (I thought it would be an hour at most), so now I can’t wait to share this link with them. From your bullet points, I’m wondering either I didn’t pay good attention, or there’s some GREAT stuff at the end of this call (the last 25 min).

    We had a lengthy discussion on (I believe) Ivan’s point that we are more like FARMERS than HUNTERS…hunters go for the kill without regard for anything else except the task (getting that sale/referral), but a farmer is patient and bears great fruit. One note: A hunter usually bags ONE game; a farmer bears MUCH fruit. Patience and systematic network relationship marketing is the way to go!

  • John Jantsch

    @MarketingTwins – great observation on the farming Randy – your watch party sounds like a good time, let’s do it again soon! – I did plan for only 50 minutes but these guys could go on for two hours and still give great insights.

  • Joining a referral group like BNI, or Professional Referrals Exchange builds a network of people who know, like and trust you. And you become a better referral giver because of the relationships you develop with other business owners. All while having fun! Social networking online, like LinkedIn are trying to extend that feeling of partnership, but will never replace the human touch of talking to or meeting with someone.