How to Use Networking Functions to Attract Referrals - Steve Sweeney

Steve Sweeney - "The Referral Guy"

How to Use Networking Functions to Attract Referrals

​Thanks for listening to the Show!

For your reference, here is a recap of the important points covered so you can look them up before giving your next presentation, chatting with referral partners or even in meetings with prospects. Use these tips and quite simply… you’ll get better results.

And remember why you’re telling stories in the first place!

You’re teaching referral partners, associates and clients the information they need to know to bring additional clients to you. So make them memorable!

• Facts tell. Stories Sell. Remember Sarah the Bookkeeper from the beginning of the show? Avoid being her at all costs. She rambled on about facts and figures and forgot the people she was talking to needed to bond with her as a human before they’d consider engaging with her.
• Create the unknown with your baseline question. Agatha Christie used Whodunnit. What’s yours?
• Employ anticipation to advantage. Here’s how you do it… I’ll tell you later.
• Your story needs a Hero. If it’s you, be careful about how you talk about yourself. You don’t want listeners to think you’re boasting. There’s a simple trick to avoiding this. Email me if you’d like to know.
• What Quest are you on? Where are you going? Whom are you saving? Why are you doing this?
• Involve a Mentor. This is someone whose words ring true in the heat of battle.
• Overcome Obstacles. This is where you prove your mettle and sharpen your skills.
• Every story needs a Villain. What’s/who’s yours?
• The Final Battle. If you’ve done everything well until now, this is where your audience should be on the edge of their seats.
• The Treasure. Forget the gold and jewels, the real treasure is the knowledge or relationships that transformed you.
• The Unfinished Quest. This is where you hook your audience and leave them wanting more. It’s essential in any conversation where you’re trying to attract buyers.

Hopefully that’s helpful! 

And remember, be yourself. An audience will pick up in a heartbeat if you’re not being genuine.

If you have any questions or need help making your story memorable, drop me a line at info@referralacademy.com.au and let’s get you where you need to be.

Next week’s show is entitled Use the Referral Process to Build Your Business.

Sincerely,
Steve Sweeney
The Referral Guy

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