Is it really possible to utilize social media as way to build know, like, and trust relationships? Absolutely. And, as you’ll see in Endless Referrals Action Tip #11 the principles of doing so are actually very much the same online as they are off. However, it is still a different medium of communication and in […]
Bob Burg
Send Value-Based Information
It’s another of those “old ideas” we’ve always heard about when it comes to relationship-building, but when you see what it is I bet you’ll agree that very, very few people do this and utilize its power to its full potential. In Endless Referrals Action Tip #10 we continue the follow-up and follow-through process with […]
More on Notecards
In the last video I shared about the powerful personalized hand-written thank you note. In Endless Referrals Action Tip #9 let’s continue that conversation and look at the results you can expect to see. Please note: if you’re concerned that this handwritten notecard is supposed to replace the other media you are now used to utilizing, please […]
Begin the Follow-Up and Follow-Through Process
So you’ve met this new person and established a terrific rapport with them, perhaps the beginning of fantastic, mutually-beneficial relationship. You still don’t know at this point, and that’s okay. But in Endless Referrals Action Tip #8 you’ll begin the follow-up and — just as importantly — follow-through process intended to niche you in that person’s […]
Always in Good Form
You’ve now learned the first two Feel-Good Questions as well as the “One KEY Question” that will separate you from practically everyone else. Here’s one more type of question. They (because there are actually four of them) are called “F-O-R-M” Questions and they simply provide additional questions you can ask that will deeply strengthen the rapport with […]
The One Key Question That Will Set You Apart
Over the past several brief videos we’ve been discussing how focusing on the *other* person (whom you just met) through what I call “Feel-Good Questions” helps you to quickly establish yourself as a “person of value” in their eyes; a person worthy of getting to know better and having as part of their network. Now let’s amp […]
Deepen Your Rapport with Feel-Good Question #2
In my Endless Referrals Action Tip #5 we discuss Feel-Good Question #2 which, as you’ll see, flies in the face of much traditional sales teaching. Yet, you’ll see why—as a follow up to Question #1 in the previous video (Action Tip #4)—this question will bring immensely positive feelings to your new contact; positive feelings about himself or […]
Feel-Good Questions to Build Immediate Rapport
In Referrals Action Tip #4 we look at the first of what I call my Feel-Good Questions; questions that in no way come across as salesy, prospects, intrusive, or invasive (because…well, they’re not) but instead quickly develop a powerful rapport with the person you’ve just met. What you’ll notice about this first one is that […]
Beginning the Know, Like, and Trust Relationship
In Endless Referrals Action Tip #3 we take a look at how to have a very, very effective initial conversation with someone you’ve just met; someone who might just be a great potential prospect and/or referral source. There’s actually a way—right upon meeting this new person—that you can immediately and powerfully communicate exceptional value to […]
4 Powerful Benefits of Working with Referral-Based Customers
In this video, Endless Referrals Action Tip #2, we explore four powerful benefits of working with referral-based customers. There are certainly more benefits than just these four…but I believe you’ll find these four—in and of themselves—to be well worth making the effort to turn your business into one that is primarily referral-based. The brief exercise […]
