Referrals: The “I Know A Guy” Hack | EP 33

Have you ever met a successful sales person?
What about them stands out?
Is it charm, charisma, gift of gab?
Are they helpful, responsive, or do they use their service knowledge to problem solve and trouble shoot?

While the above characteristics may be true, that is not the most common answer from my experience.

Let’s rewind. 
Most small businesses that don’t actively invest or work towards their marketing say they get all of their leads from “word of mouth”.
Referrals.

You see, referrals are the most powerful form of lead flow to grow your business. Not only is SOMEONE ELSE putting their reputation and word on the line, but usually that someone else already has rapport with the prospect in question. Usually, people trust those they like know and trust… even MORE so when there’s no financial gain, only the commitment to help a friend. 

Words matter.
I define marketing several ways. One way, is making connections. 
Whether that’s a friend to another friend, or a service provider to someone they can help.
Sales, again can be defined a couple of ways. I used to think it was persuading people. Then I thought it was getting people to do something.
Or it’s helping someone make a decision.
The definition I like best, is helping people.

So the best sales people I know have one thing in common. They like to help people.
The best marketers I know have one thing in common. They like to connect people.

When I first started in sales and marketing, I thought it was all about SEO hacks, pressuring people to buy what I had to offer, and getting as many impressions as possible.

Now that I have had some wins and experience behind me, it’s really about helping people and connecting people.

So ask yourself, who can I refer to others to help them? And who can refer others to me, so I can help their network.