Donnie Boivin - Endless Stream of Referrals: 10 ways to bring in referrals Daily

Endless Stream of Referrals

10 ways to bring in referrals Daily

Donnie Boivin

Copyright : 2020 Success Champion All Right Reserved

CONTENTS

Welcome to the party, Damn glad youre here. Congrats on investing in yourself! Downloading this book shows that youre growing and going bigger in life.

Youre about to learn 10 ways to bring in an endless stream of referrals. I encourage you to pick one plan and go all-in before picking up another one to try. It's better to stay singularly focused and develop more habits over time. Don't try to implement them all at once. Reading this book will not change your life. But taking the actions laid out here damn sure will.

This book is unfiltered. I use profanity and get right to the point. I write as I speak and I don t like fluff, so this will be short.

Ok ay, let's get the bullshit out of the way, shall we? The only reason youre not getting referrals is simple; youre not asking for them. Yep, it's that simple. You're waiting for some magical, mystical fucking unicorn to pop up and offer you a million-dollar referral.

Sorry, thats not gonna happen. You must do the work to get the results you seek.

So without droning on about me let's get you some referrals coming in .

The best way in the world to get the referrals coming in is to know who you should be looking for. Usually, w hen people ask for a referral, they ask for a general introduction.

"Do you know anybody who needs my product or service? Thats how they usually ask.

Then, what they usually get is a deadpan stare. What sucks is that the person theyre asking most likely wants to help and give a referral. But when you ask a generic question you get a generic response.

Instead, you need to get very specific and guide people through who you need to be introduced to. The more specific the better. If you can get so specific as to speak about an actual person, like, "I need to meet Linda Smith, the CEO of ABC company, your odds of getting a referral increases by 1000%.

I'm gonna walk you through how to get dialed in to your perfect ask so that you get more referrals.

It's a three-part acronym called CAP.

Characteristics

Alternatives

Problems

This is just what it sounds like. These are the specific traits of your ideal avatar. Your avatar is a description of the perfect client you want or already have. Let's go step by step and describe them.

We are describing the particular person who will buy your stuff. I don't care if you sell business to business. At the end of the day, one person makes the purchase. You have to make business personal or you will fucking lose. We call this your ideal avatar.

I love using an actual client as my model. This makes it so much easier. If you can think of someone, then write down the name of the best, most badass client you have; the one thats getting massive results from doing business with you. This is someone who loves you and you love doing business with them.

Write their name(s) at the top of the page. Then list out all the details.

Name:

Title:

Industry:

Company revenue:

Location:

Number of employees:

How long have they worked for the company?

Were they hired into the current role? (From outside the company or internally?)

What books do they read?
What influencers do they follow?

Are they married?
Do they have kids?

How old are their kids?

How old are they?

Make a massive list of characteristics.

All this may sound crazy but the more dialed in you get, the better. The more detailed you get, the better your chances of getting a referral.

Remember that this is more about helping the people who want to refer you and get you to the right referrals.

These are tough to find but they are a goldmine of potential referrals.

Alternatives are what are your ideal avatars are buying instead of your product or service.

I learned this while I was selling sales training. I was talking to a prospect about training their sales team and they said, "I dont have the budget this quarter to spend on sales training. But they told me they could do it next quarter. What did you spend your budget on, I asked. A billboard, they said. A fucking billboard!

The look on their face when I laughed (I honestly didn't mean to; it caught me off guard) was priceless. I quickly apologized and asked them why. But in the back of my head, a lightbulb came on.

I wonder how many other people are spending money on billboards when they should be training their teams?

Write down everything you can think of that your ideal avatars are spending their budgets on instead of your service.

For me, at the time it was billboards, social media ads, TV and radio commercials, branding, trade shows, memberships to associations, private clubs, conferences, suites at sporting events, and expensive client gifts.

These were all key products and services people were spending their money on instead of buying the sales training I was selling .

Problems
These are fairly simple and straightforward; theyre exactly what you think they are. What problem do you solve for your clients? What do you help them fix, overcome, or heal? What solutions or pains do you fix?

Going back to sales training for a moment: We fixed underperforming sales teams, or we increased the revenue in performing sales teams. We fixed bad cold calling and bad prospecting. We fixed bad sales processes or lack of a sales process. We fixed frustrated companies who needed to sell more.

List out all the problems you solve for your clients. And don't be fucking generic. If you have any trouble with this task, then ask your client(s) what problems you solve for them. They will tell ya. Go deep here and think about the problems. The more problems you can list the better.

How to Use Cap. CAP is a tool that helps you to ask the right questions in order to get the right referrals.

When you sit across from somebody, and you're having a referral conversation never go generic with whom you're looking for. You want to say things like, "I'm looking for a get shit done (GSD) female badass ; the one that walks into the room and everybody gets her attention, not because of how she looks but how she carries herself. Her presence is felt in the room before she gets there. She's an action taking badass that runs her own company. She used to run or has found success in the past in some executive capacity before she got tired of making money for everyone else and not living her dreams. She's looking for ways to blow it up and increase revenue and scale her business. She s got a circle of influence, shes a badass that attracts other badasses. Shes driven as Hell and is changing the world with her actions."

I'm curious. As I went through those specifics, how many of you said to yourself, Oh, I know exactly who the fuck he's talking about?

If you did, introduce them to me. See? Ask for the referral!

Let's take it one step further and get even more specific.

Now that you know what CAP means were going to dive deeper into referrals. To use the four boxes system you need to have an agreement with a referral partner upfront. Youll schedule a referral meeting with a business partner, referral, or a client, etc.

Set the stage and let them know you want a two-way referral conversation. You're going to take them through a process to help each of you walk away with referrals.