“We don’t GET referrals, we RECEIVE referrals“
We shouldn’t think of referrals as things we need to go out and push for. They are things that people are generous enough to give us, and we are grateful to receive them.
If we start from this mindset, it gets easier. Prospects can read our intention through our micro-facial expressions, our body language, and our tone of voice.
The easiest script I know for getting referrals is:
“I am looking for people with [this problem,] who want to fix it. Do you know anyone like that?”
“Uh-oh. Why our prospects are worried”
In the past, companies hired local workers. The only competition for their jobs were people within driving or commuting distance from work.
However, for the past few months, many companies have let their employees work from home. It worked. Companies now know that their local workers can be replaced by less expensive workers from other areas. Now these jobs are open for competition throughout the world.
Workers are nervous. They want more security. Our network marketing businesses can offer them a second income to help protect them from future job competition.
“Does this close work for you?”
“Instead of tying 100% of your income to your job, let’s get a second income going so you will feel safer.”
Did we catch the magic words, “Instead of,” in this close? Here are a few more examples.
• Instead of trying to get by on one paycheck …
• Instead of making car payments yourself …
• Instead of paying for all your holidays …
• Instead of trying to save what little is left of your paycheck every month …
This makes closing easy for us, while giving our prospects a choice.
“Doing more by doing … less”
We want to do more, but we have no time.
Solution #1: Squeeze in more tasks to move us toward our goals.
Solution #2: Remove stuff from our busy day.
Which solution looks best to you?
Science tells us that “removing stuff” from our busy day works better. It gives us more time to concentrate on the things that matter. What kind of things can we eliminate to give us more time?
Scrolling through Facebook for 30 minutes every day. Checking messages on our phones 20 times a day. Surfing shows on Netflix for one hour every day. Taking multiple coffee breaks daily. Staring out the window wondering why we feel unmotivated to exercise. Standing in front of our kitchen cupboard wondering why there are no ready-to-eat pizzas there.
We get the idea. There are many things we do daily that take up our time. Not all of them are important to our mission. When we free up time, we can focus on the core steps we need to move forward.
So do less. See what happens.
“Tools and systems vs. skills”
Someone asked me, “Which is better? Tools and systems? Or skills?”
The human mind makes decisions by comparing new data to what it already knows. That is why stories and analogies work so well. They help us compare something new to something we are familiar with.
That is why I answered this question with a short story. Why short? Because people like it when we get to the point. Here is the story.
“Imagine that Tiger Woods, one of the greatest golfers of all time, challenges me, who only watches golf on television while eating donuts, to a head-to-head golf match.
“Through funnels and auto-responders, I download 500 golf instruction videos to my desktop. I practice ‘attraction marketing’ by giving valuable advice to other golfers. And finally, I invest in the finest golf clubs ever manufactured. These tools are the envy of all golfers.
“Tiger Woods only gets a croquet mallet, no golf clubs.
“Who is going to win?”
End of story.
The moral of the story? Learn skills.
• “Just share this with your friends.”
• “And if everyone sponsors just two …”
• “Make a prospect list of 200 names.”
• “If your ‘why’ is big enough, you will figure out how to do it.”
• “Pretend to be excited when talking to …”
Great phrases help us. Bad phrases doom us instantly. Making a list of both types of phrases for our business is one of the best exercises we can do.
“This is easy to do“
Out of the many hours of television we watched last week, how much of it do we remember? Not much. And how many of those hours were useful for our business? Probably none.
But we rationalize watching this television as unwinding from a job we hate. Good excuse.
However, what if we used some of those hours to learn something new? Something that could help our fun part-time business become our fun full-time business? Then we wouldn’t have to unwind. Why go through life with a job we don’t like?
Does this apply to everyone? No. But if it applies to us, could we sacrifice a few of those television hours per week? If we do, what should we learn?
My goal is to learn a minimum of one new thing every day. That means that today I am at least slightly better than yesterday. It doesn’t have to be huge. But think of what that looks like compounded throughout the year. Pretty impressive.
Let’s start right now with something simple. Ready?
“The purpose of business is to solve other people’s problems.”
That means if someone has a problem, and our products or opportunity can help fix it, they are highly motivated to take action. We should look for people with problems. Here are some examples of problems people have:
• Their job doesn’t pay enough.
• They have no energy in the afternoon.
• Growing old really hurts.
• Their wrinkles grow larger every day.
• Their lipstick doesn’t stay on their lips, but sticks to glasses.
• Taking a vacation is too expensive.
• They hate their current job.
• They want to pay for Christmas with cash, not credit cards.
• They want an extra income so they can invest in the stock market.
• Their immune system needs help.
• And the list can go on and on.
People with problems will take action faster. That makes our job easy. Let’s look for people with big problems, and we will grow our business even faster.