Many people ask in our one on ones what is the best way to
get more business and my answer over the last several years has been consistent
and won’t change – it is to work by referral.
So, the next question is how do you work and get more results by
referral? It isn’t rocket science. You need to be involved in life –get out and
get in front of people. Develop yourself
as a “people” person.
The first step is to give more in value than you ever expect
to receive back. Get to know about the
business the other person is involved in, the charities they embrace, the cause
that most interests them and then ask how you can help through referrals,
participation or in any other way they need help. By giving yourself without expectations of getting
anything in return will get you further faster in reaching your goals.
Next is to continuously grow your database. As you get out in front of people and help
them with their areas of interest, you will naturally be introduced to more
people and the more people you serve the more you will get in return.
So, the next question is how do you grow your database? The answer is to get in front of people
through associations, coaching kids, get involved in schools, charities, hold
open houses, meet your neighbors, just do whatever it takes to get yourself
into social situations and ask to serve.
The more visible you are, the opportunities you give yourself to be
perceived as a giver of value, time, resources, and expertise, the more likely
you are to receive business in return.
Above all, it is important to put other’s interests
first. When you help others with their
challenges, issues or concerns and you are seen as someone who cares, you will
once again, receive business. It is a
natural instinct for most people to want to give back if you continuously give
of yourself and put others interests ahead of yours.
It is your talents, your education, your desire to better
yourself and most importantly, your attitude that makes you, you. Always keep in mind you are the biggest asset
you have to give to others. Therefore,
it is of utmost importance that you become a continuous learner and
teacher. Seek opportunities to show case
your talents. Put yourself in the
position of being a resource to others by what and who you know.
Once you put all of these pieces – and a few more – in
place, you must be open to and ready to receive. Be ready and able to help and give all of
yourself in these endeavors. It is also
important to remember to be grateful.
Thank those who give to you, serve them well and more will come.
As previously mentioned, it is not rocket science but these
are the stepping stones to a long and prosperous career. Get it?
Got it? Good!
Now, go sell something!