MYTH: If They Want My Services, They'll Call Me

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A common misconception in business is that when someone needs your product or service (or knows someone who does), they will remember that they've talked to you, pick up the phone and make the referral or introduction. That is, assuming of course, that they still have your contact information. They may remember meeting you, yet if you haven't stayed in touch, they won't be able to recall your name and you will most likely lose out on their business or referral.

You must take control of your business relationships the way you take control of your personal relationships. In personal relationships, when a man picks "the woman," he intentionally develops that relationship. He starts with coffee, then lunch, then dinner, then a weekend away, etc. He keeps asking until he gets the yes, and the relationship (or not). The same holds true in business, except in business everyone is the man. If there's a relationship you want to develop, regardless of your gender, take control and be in touch consistently. The goal is to cross the bridge from friendly to client to friend as quickly as possible.

Relationship Building Requires Constant Contact

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Relationship building and networking does not end with the contract being signed or a handshake. The key to success with current and future clients is following up. The saying is true, "The gold is in the follow-up!"

Here are three ways to stay in touch and be remembered long after the initial encounter is over:

Send a handwritten note. The day after you meet a potential client, write them a note stating how much you enjoyed meeting him. Invite him to meet you for a breakfast or lunch so you can get to know each other better. When friendships form, business opportunities eventually develop. With your current clients, stay in touch with a note to say “hello,” “thanks for your recent business” or in my case, “Way to go!”

Make Every Call Count Part 3

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In this series, I share tips for making every call you make count. You can't not make calls, and your excuses aren't cutting it because they simply aren't adding cash to your bottom line. 

Here are the final six tips you must use to make every call count:

Ask for What You Want. Do not hang up the phone before you ask for what you want. Even if you think you will not get it, ask anyway (Go for No!). You may be pleasantly surprised with the answer. If you do this consistently and you are making enough calls, eventually you will be successful. As Wayne Gretzky says: "You miss 100% of the shots you don't take." I say: "You have to a-s-k to g-e-t."

Make Every Call Count Part 2

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In this series, I share tips for making every call you make count. You can't not make calls, and your excuses aren't cutting it because they simply aren't adding cash to your bottom line. 

Acknowledge the Person You are Calling. Personalize your conversation and develop rapport by taking a moment to acknowledge or appreciate something about the person you are speaking to. Say something like, "I appreciate you taking the time to speak with me." or "Thank you for being at the meeting last week." or "It was great to meet you the other week at the conference." Find something to say that is a genuine acknowledgment of the person you have called. This transforms a sales call into a conversation.

Read the Level of Rapport. You want to build rapport with the person you are speaking to as quickly as possible. Some people play "Relationship Geography," asking people questions to try and find a person they know in common. This is fine if the person is friendly, interested and has time to spare. Other people find this intrusive and frustrating because they are at work so they can be working. You have to be able to gauge the level of warmth, interest and enthusiasm of the person and match that level, plus just a bit more. If they seem stoic, be a bit warmer than stoic. If they are enthusiastic, be a bit more enthusiastic. If they are in a hurry, spit it out and get on your way quickly! You don't want your conversation to make anyone feel like this:

Make Every Call Count Part 1

***After you read this post, be sure to visit me at my new home here.***

In this series, I share tips for making every call you make count. You can't not make calls, and your excuses aren't cutting it because they simply aren't adding cash to your bottom line. 

There is one thing that stands out as an important differentiating factor between those who have average success and those who consistently soar. It is not enough to go on appointments, send out fancy packets, and pass your card around. You have to be willing to become masterful at using the phone. 

Use these 17 "quick tips" for making every call count, and you will be more masterful the next time you dial. Here are the first 5:

Put Yourself in a Peak State! Do not simply locate the number and begin to dial. Visualize the person picking up the phone, saying how glad he or she is to hear from you. Expect the call to be excellent!

You Must A-S-K to G-E-T

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That's right, folks.  You don't get what you don't ask for, but when polled, professionals rank "asking for business" right up there with getting a root canal or delivering a speech, naked, in Macy's window, at Noon time. In fact, most would rather do the latter. (How do I know? I just do.)

Rather than asking for the business, they make assumptions. They assume their friends, family, contacts and strategic partners somehow magically just know what they do, who they do it for, and that they'd gladly take on new business, especially the new business of their friends, family, contacts and strategic partners (and their contacts).

Umm, no. That's not at all how it works.

If you want new business, you've got to ask for it. If you want a referral, you need to make it known you are looking for a referral.

Would you go through P. Terry's Drive-Thru, skip the ordering part, and just show up at the window to pay? Of course not. You say, "I want a Number 1 with cheese, a chocolate shake and curly fries with extra ketchup." Otherwise, you're just a crazy person at the window.

Stop making assumptions and start asking for business. It's simple. You say, "I'm a CPA. I do tax returns for companies with revenues between $100K and $2M, and I would enjoy doing your returns for you."

You could even throw in, "No is an okay answer, but I just had to ask."

Will you get a "NO!"? Maybe. But so what. Find out why getting more "no's" can lead to more "yes'es".

Still not convinced you want to put yourself out there? Let's flip it around. Have you ever hired a friend to do work for you? After, perhaps, they went out on a limb and asked for your business? You were thrilled, right? To have someone you know, like and trust taking care of you, most likely way better than some stranger would have ... 

Were you horrified when they asked for your business? Of course not. You were most likely grateful. 

If you're going to make an assumption, make it a positive one: assume your new client will be grateful to have you in their corner.

That's how your friends and contacts are going to feel, because you're going to take great care of them after they hire you.

Remember: 

Related Articles:

Find Your Limits and Push Past Them {Go for No!}
A Different Way to Ask for Referrals {Paul Castain} 
It Doesn't Hurt to Ask  {Seth Godin}
"A" is for Ask (Or Don't Ask) {Honorée}
How to Get Everything You Really Want {Honorée}
R is for Referrals, Parts 1-8 {Honorée}

Tall Order! is a book that gets to the point. It helps you pinpoint what is going to get you the results you want, starting right now. Jeffrey Gitomer says, "Don't let the size fool you -- this book is compact dynamite! Buy this book!"

Honorée Enterprises, LLC. turns service providers into rainmakers, average producers into rock-stars, and dreams into reality. For more information on how we can specifically help you or your organization, click here. You can read all about Honorée here.

Creative Networking (and a prize for your creative thinking)

I've spent the better part of 2008 (see UPDATE below) hosting a luncheon called The Ladies Who Power Lunch. The idea was born from all the smack talk about the economy. While I'm not a fan of whining, complaining or doom predicting, I am a huge fan of coming up with creative ways to not participate in any down economy, to continue to experience increases in my business - and in this case, the businesses of the powerful women I am connected with here in Las Vegas. This is just one of many creative, out-of-the-box ideas I've implemented in my business in the past year.

Here's the model: host a lunch and invite 15-20 people you think should know each other (or know each other better). Get some giant gift bags and ask them to bring a memorable item to put in the bag for each attendee. Have each person answer the following questions (1) Who they are, (2) Company they own/work for, (3) Who they serve (ideal client), (4) How they serve them, (5) What they need next most (new business, introductions, etc.), and (6) What's their gift and why did they choose that item. As each person is introducing themselves, have the other attendees write down any ideas, connections or thoughts ... then encourage the participants to get together later to develop their budding new relationships.

As you can see above, the contents of the last power lunch were many and quite fun ... ranging from a tile with the Chinese symbol for disruption (meaning crisis and opportunity), to a journal to a Starbucks gift card.

My master lunch list now consists of well over 100 women who are all power hitters here in Las Vegas. The good news: I get to meet new women at least once a month. The great news: the attendees are expanding their networks. As they say, a rising ride raises all boats.

Just because others are experiencing lack and limitation doesn't mean you need to. Sit down and brainstorm 50 creative ways to position yourself, network effectively and generate new business and revenue.

UPDATE:

As of December 2012, more than 60 Ladies Who Power Lunch Luncheons have been held in Las Vegas, Phoenix, Tucson and Dallas. I now live in Austin, Texas and am hosting LWPLs here, and my COO, Joan Richardson, holds them regularly in Dallas. If you're interested in attending or hosting one of our luncheons, let us know!

The Two Best Ways to Grow and Generate Revenue

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Most of us understand our businesses as well as we understand our cars: we know we're supposed to take care of them so they'll take care of us, but when it comes to grasping exactly what that all means, we're not entirely sure how to execute it exactly right. If you want to experience growth in your business, you need look no further than the people you already work with, and the people they know, as well as the people you already know.

At then end of the day, I find that most of my clients overlook the low-hanging fruit: the business that already surrounds them. We sometimes are so busy looking for the "new" that we overlook what we already are connected to. Our businesses have two very important ways they grow and generate revenue. Each piece of the puzzle is important, and each needs our constant, consistent, and intentional attention.

1. First, there are our existing clients. In order to have high client retention, our clients must receive outstanding service. Not "good" or "okay" service, but absolutely mind-blowing amazing service. I recently talked to an attorney who used a coach last year -- he said, "It was okay, not great, but I did enjoy the process." In my mind, just enjoying the coaching process and our conversations is not what I want my clients to take away from our conversations! I want every client to walk away from our sessions feeling like it was time and money very well spent: that they are better for the interaction and it will positively impact their lives and businesses today and every day going forward. When you are able to increase retention, this actually factors into your growth ... both because you're losing less, and because of #2.
2. Second, there are potential clients. When #1 is executed properly, you should have a steady stream of potential clients being referred to you on a regular basis. Your clients can be your unpaid or modestly compensated, and much-appreciated, marketing arm. When you provide incredible products and services, your clients won't be able to help themselves: they will tell their clients and contacts ... either explicitly or implicitly. I have had a number of clients come my way because they office across the hall from someone who has benefitted from my coaching. Your results with your clients will speak for themselves, and those around them will want what you're selling, too. Additionally, you should "ABM": always be marketing. Always be telling your story to pre-selected target clients and strategic partners. The more you make (appointments, connections, etc.), the more you make (dollars, dineros, yen).

Focusing on both of these items will ensure you reach your goals faster and with very little wasted effort. Don't you have some calls to make today?

Honorée Enterprises, LLC. turns service providers into rainmakers, average producers into rock-stars, and dreams into reality. For more information on how we can specifically help you or your organization, click here. You can read all about Honorée here.

R is for Referrals, Part 8: Repeat

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Step 8 in creating your referral-only business is to repeat. That's right, repeat Steps 1-7 again and again. It's not sexy, sometimes it's not very exciting, yet this process so effective you won't recognize your business six or twelve months from now when you implement them.

Honorée turns service providers into rainmakers, average producers into rock-stars, and dreams into reality. For more information on how she can specifically help you or your organization, click here.