Ivan Misner, Bob Burg and Bill Cates on Making Referrals

Ivan Misner, Bob Burg and Bill Cates on Making Referrals

By John Jantsch

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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