Highlights from the Episode:
Just a quick note: Since we released this episode and how we teach the layers of a referable business, we have improved the concept of “layers” or “building blocks” to be more holistic. With this in mind, below we have linked to the new “Building a Referable Business Roadmap” which outlines all 18 strategies we teach. You will notice the overlap with what I teach in this episode but the document you download will look different.
Over a series of episodes we’ve been breaking down the six layers of the referral strategy.
The first two layers are plans you need to have, one for how you’ll take care of your existing referral sources and one for how you’ll take care of your potential referral sources.
The other 4 layers are language tactics, tools in your toolbox you need for specific moments to help you generate referrals and create more referral sources.
In this episode we break down two of the language tactics… language tactics for prospects who are referred and language tactics for prospects who are not referred.
When dealing with prospects , the language tactic I want you to master is how and when to plant referral seeds during the buyer’s journey.
For those of you not familiar with the buyer’s journey, here’s the funnel or pipeline visual I discussed to help you visual the three stages, awareness, buyer’s journey and close.
If your looking for the other episodes on the 6 layers of the referral strategy, here they are:
On episode #138, I broke down layer #1 which is the Existing Referral Source layer.
On episode #139, you met David Ferguson, a financial planner who shares his experience building layer #1 of his referral strategy.
On episode #141, I broke down layer #2 which is the Potential Referral Source layer. Potential referral sources are the clients and contacts who haven’t yet referred you.
On episode #142, you met Jackie Ho, an architect who walks us through what it was like building the 2nd layer of the referral strategy, a plan to create new referral sources, have more people referring her.
I suggest you download the Building a Referable Business Roadmap – an expanded take on the layered approach.
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If you need to go back and catch up on our series on Referral Sources, here’s the previous episodes:
In episode #135 we pulled together our referral sources from the last few years plus rated our relationship with them.
In episode #136 , we used those results to calculate two very important numbers – our average referrals for the year and our referral explosion potential (if we’re willing to do the work)!
And in episode #137 we learned how to determine which of our referral sources are active or inactive.
Make sure to jump into our Referrals Without Asking Facebook group to ask your questions and share your thoughts!
Here’s How I Can Help You Generate More Referrals:
- Take the Referral Ninja Quiz to test your skills and abilities at generating referrals. (FREE)
- Check Out Our February Live and On-Demand Training… we’ve scheduled our February Challenge, so get registered to join in on the fun and learning PLUS we have multiple on-demand video trainings ready for you.
- Buy my book – Generating Business Referrals Without Asking – and learn how to generate referrals through my 5 steps. (LESS THAN $16)
Next episode is #148 and we move on to breaking down layer #5.