Let’s Talk Behavioural Styles and Referrals - Steve Sweeney

Steve Sweeney - The Referral Guy

S4 Episode 11
Episode Title – Let’s Talk Behavioural Styles and Referrals

Introduction
Referral marketing is all about getting others to say good things about you when you’re not around. So understanding how to coax other personality types to do this is imperative to maximise your ROI from your referral marketing efforts.

Show Objectives
This show is all about the little things you can do to make it easy for the major personality types to say great things about you. Mastering these techniques will enable you to maximise the effect your reputation has on others… long before they meet you in person.

What You Need to Know 
Here are a few tips to implement for each of the four major personality types.

The Racing Car Drivers (Go-Getters/Dominant) Task Oriented.

• Get to the point
• Don’t distract them
• Take notes
• Keep up
• Be their support crew
• Make quick decisions, if appropriate

The Advertisers (Promoters/Influencers) People Oriented.

• Listen to their stories
• Ride their roller coaster
• Demonstrate how your cause can give them a platform
• Introduce them to others who need to hear their story
• Enable them to tell your story
• Don’t bore them

The Lovers (Nurturers/Steadiers) People Oriented.

• Accentuate the benefits to the team above the individual
• Demonstrate how your cause benefits to the greater good
• Tell stories accentuating the emotions over the facts
• Be patient, they’ll get there
• Go out of your way to be helpful, they’ll remember it!

The Scientists (Examiners/Compliance) Task Oriented.

• Come armed with the facts/statistics
• Know the source of these facts
• Tell a story about how a single human from these stats is improved by your work/cause
• Show interest in their facts and figures
• Request they fully explain the numbers

What Your Need to Do
Practice. Practice. Practice.

Next time you meet someone, make a point of trying to quickly assess what personality type they are. Then attempt to implement a couple of the strategies mentioned above so you can improve your ability to quickly make a positive impact on them and vice-versa.

This positive impact is the beginning of attracting referrals. Always follow up and communicate in the manner described so they feel that you understand them and what’s important to them.

As always, the power in these steps is in how they are carried out. To obtain the details about this, contact Steve at info@referralacademy.com.au 

Then get ready to be brave when you put your new knowledge into action.

Previous Show
Be in Someone Else’s Story
Successful referral marketing is about being in someone’s story. This episode will give you 10 tips to make this happen. It’s an insightful episode as it gives you the tips and tricks that become memory hooks so your referral partners and others can readily include you in their narrative.

Next Show
Your Referral Group Needs an Effective Agenda
Referrals rarely fall from the sky. There is an art and science to creating them when dealing with referral partners. This show will describe the essential elements of the agenda that are required to create referrals.

Be warned, if the current agenda for your referral group is more about recruiting new members than it is about optimizing referrals for existing members then you probably have some structural issues in your group.

Your Host and Resource
Hey, I’m Steve Sweeney… The Referral Guy.

The Australian Referral Training Academy (ARTA) exists to teach business owners and sales professionals the art and science of attracting referrals and helps them build their own Strategic Referral Teams (SRT)

Here’s a recent comment from a business owner who attended a training session I ran…

“Steve’s experience and advice are an integral part not only to the growth of my business but to the growth of my client’s businesses as well.  His engaging and charismatic approach to referral marketing lifts you to take action and improve your business.  I have learnt a great deal from Steve in the short time I have been working with him and I will continue to engage him and refer him to my clients if they require additional strategies to effectively grow their business.”
Darren Xerri, Your Business First.

Shoot me an email if you’d like to learn more info@referralacademy.com.au