You can always tell the new business owner by the way they approach you. No relationship with you but they jump anyway; always it’s the same thing: “Wow! I have something for you. Based on the things you talk about, building a residual income, becoming a business leader, I want to share with you a place to take what you teach and use in business.”
Another is you get a friend request on Facebook and within a few hours the personal message comes: “Hey, I like what your page is about. You should check out my product.”
And last it’s the email from your contact page: “I looked at your website and I like what I see. I want to offer you the chance to compare our life insurance rates.”
The problem I just described, I’ve experienced over and over again – selling before you establish a relationship. It doesn’t work. No relationship; no sale.
I get requests to speak at many events, functions, and small events all around the country. Recently, I was offered a speaking engagement where the event organizers told me they want me to speak about facts, but not to talk about my story. I’m just supposed to present the content they need. Well, I’m not convinced that’s a good approach.
One of the things I learned over the past few years was a huge nugget of truth from Speaker and Coach, Jonathan Sprinkles. He told me the audience does not care what you have to say or teach until you share that you are and what you are about. Tell them about your story first.
So I ask you this: how many referrals have you received from people you have done business with that got you new business? What are people saying about you?
I use social media to build relationships, just like I use going to meet-ups and networking functions to build relationships. I never ask for a sale, or even ask them to join my list.
If offered, I take a business card and send an email, thanking them for giving their information. In the email I send, I share other places they can connect with me, and how they can sign up for my updates, newsletters etc. Never just automatically add people to your list.
If I connect to them online, I send a note of thanks for connecting. I do not ask them to even like my page. I just say “Hi. I look forward to getting to know you.” If I’m using social media to interact with them, after a few weeks I might send invitations to connect further.
The key is I build relationships. I wait for the invitation to share with them. As we interview Bob Burg today on the radio show today, I cannot wait to learn from his “Go Giver” principles.
I leave you with the challenge to put into place a relationship-building process to start getting referrals. It’s time to raise your standard and stand out as the leader in your business.
I’m Tim Gillette, creator of the Rock ’n’ Roll Keys to Business Success. It’s time to take action and start living your dream. Are you ready to change and make 2013 rock?
PS: The new book, You CAN Always Get What You Want, is now available! Stay tuned for the launch. Look for it on Amazon, Barnes & Noble online, and coming to a bookstore near you.