As of last week, I have now had a 121 with every member of the chapter. So why is this important?
Get your pens ready to write because this week’s make more money moment will help you get business and referrals from what initially appears as unlikely sources.
First, you should get about 50% of your referrals from your primary power team since they speak to same target client as you, and quite often need to pull you in to complete a deal.
But that doesn’t mean you should ignore the other 50% of potential referrals from the rest of the membership. So here are a couple of ideas to make your 121s with every member a little more productive.
First, make sure you educate your partner on how to recognize opportunities for you by giving them a few trigger phrases that should make them think of you. For example, a couple of my trigger phrases are “I’m starting a new business” or “I can’t get in touch with my web developer.” When you hear these things, the client is basically telling you to introduce them to me because they need help with their website.
Second, you should discuss the job titles that are often good prospects for you and see if there is any overlap with your 121 partner. If you’re both speaking to similar prospects but selling different things, that gives you a chance to help your customer solve a problem, and give a referral at the same time.
For example, I know that George Friedman wants to meet Office Administrators, so when I’m speaking to an Office Administrator, I can listen for any gripes about their copier or office equipment. And when the opportunity arises that should be an easy introduction to George.
To sum it up, by having 121s with everyone in the chapter, you’re going to uncover a lot of opportunities that you didn’t know existed. The key is training us on how to recognize and act on those opportunities.
If you have any questions, or would like some additional coaching on how to do this effectively, please let me know…Now get out there and make more money!
