Help Your Clients Be Heroes
Help Your Clients Be Heroes
Why don't they ask? Either they’re afraid (What if my client thinks less of me for asking? What if she grabs back her retainer check and storms out of the room?) or they just don't know that it's okay to ask and don't know how to do it comfortably.
What these professionals fail to understand is that there are reasons why their clients would want to refer them to someone else.
Years ago, Police Captain Myron taught me about the “hero factor” in the referral process. Myron, who tipped the scale beyond the 300 pound line and was known to consume more than his fair share of alcohol, was at a party to which both he and I had been invited. At one point during the party, he threw one huge arm around my shoulders and announced, “You see this guy? I brought him all his business.”
It was true that Captain Myron had introduced me to several clients. I thought it wise not to argue that most of my business came from other sources. But what I came to understand that evening was how important it was to Captain Myron to be the champion of my practice—to be a hero.
Here's how it works:
(1) People generally like to help one another. If a client likes you and believes you add value to his businesses or to his life, helping you will make him feel generous and important.
(2) More importantly, when your client is referring you to someone she cares about, it's an opportunity for her to show the people whose opinions are important to her that she makes wise decisions--decisions that can help them, too. In other words, she can be a hero to them.
So, when you’re not asking clients to introduce you to those business associates, friends and family members you might be able to help (in the same way you’re helping them), you’re depriving them of the opportunity to be a hero.
Asking them to refer you to the people in their lives also gives them something else they need— validation. What they're thinking is: “ If my sister uses your services too, she must see in you what I saw. Then I know I made a good decision going to you after all.”
Don’t deprive your clients of the opportunity to be heroes. Ask them to introduce you to people you can help in the same way you’re helping them.
Help Your Clients Be Heroes - To learn more about this author, visit Sandy Schussel's Website.
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Lawyers tremble at the thought of it. Financial advisors and many entrepreneurs avoid it whenever they can. Coaches blush when I bring up the subject. Medical professionals pretend it's beneath them, so they won't have to do it. Even when I show them how to do it, they find ways to avoid it. What is this unthinkable task? Asking for referrals.
Why don't they ask? Either they’re afraid (What if my client thinks less of me for asking? What if she grabs back her retainer check and storms out of the room?) or they just don't know that it's okay to ask and don't know how to do it comfortably.
What these professionals fail to understand is that there are reasons why their clients would want to refer them to someone else.
Years ago, Police Captain Myron taught me about the “hero factor” in the referral process. Myron, who tipped the scale beyond the 300 pound line and was known to consume more than his fair share of alcohol, was at a party to which both he and I had been invited. At one point during the party, he threw one huge arm around my shoulders and announced, “You see this guy? I brought him all his business.”
It was true that Captain Myron had introduced me to several clients. I thought it wise not to argue that most of my business came from other sources. But what I came to understand that evening was how important it was to Captain Myron to be the champion of my practice—to be a hero.
Here's how it works:
(1) People generally like to help one another. If a client likes you and believes you add value to his businesses or to his life, helping you will make him feel generous and important.
(2) More importantly, when your client is referring you to someone she cares about, it's an opportunity for her to show the people whose opinions are important to her that she makes wise decisions--decisions that can help them, too. In other words, she can be a hero to them.
So, when you’re not asking clients to introduce you to those business associates, friends and family members you might be able to help (in the same way you’re helping them), you’re depriving them of the opportunity to be a hero.
Asking them to refer you to the people in their lives also gives them something else they need— validation. What they're thinking is: “ If my sister uses your services too, she must see in you what I saw. Then I know I made a good decision going to you after all.”
Don’t deprive your clients of the opportunity to be heroes. Ask them to introduce you to people you can help in the same way you’re helping them.
Help Your Clients Be Heroes - To learn more about this author, visit Sandy Schussel's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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