(The Referral Guy) Give, Yeah... But Only to the Givers - Steve Sweeney

The Referral Guy

S5 Episode 11
Episode Title – Give, Yeah… But Only to the Givers!

Introduction
One of the huge pain points of those involved in Referral Marketing is giving and giving and giving and nothing comes back. It’s a complaint I hear over and over so I thought it was time to devote a show to how to spot a fellow giver in the crowd. After all, you only want to help the people who are likely to help you right back, right? Everyone else will suck down your assistance and leave you questioning the value of being a good person.

So this week’s show is all about learning to identify the characteristics that indicate someone is likely to be a giver. This is an essential trait of Referral Partners because without it, well… they just become Referral Receivers.

Come along for the ride…

Show Objectives
I’m not going to tell the tips that follow are foolproof. They’re not and we’ll each have our own ideas on this topic based on experience, success and failure. Yet if you take nothing else away from this show, know this…
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At the very least, ask yourself the question, “Am I getting a helpful vibe from this person?” At least if you ask this question you’re further along getting to where you want to be than if you don’t.

In today’s show, you will learn – 

• Research
• Habits of the Helpful
• The Conversation
• Tests that Cost You Nothing

What You Need to Know

Don’t make it a case of Givers Give… Again!

Segment 1 – Research
Check out LinkedIn and others who know them

• Do they or have they volunteered?
• Support a charity?
• Are they members of a team?
  • Professional
  • Sporting
• Are they in a position to help you?
  • Or are you happy to help this person when there is little or no possibility of them returning the favour?

Segment 2 – Habits of the Helpful
Helpful people

• Make introductions

• Pass referrals
• Offer assistance
• Care about others
• Plays well with others

Segment 3 – The Conversation
People give away a lot about themselves in normal conversations.

When trying to assess if someone is a giver, look for 

• A Caring Tone
• Active Listening Skills
• Eye Contact
• Positivity
• Note Taking
• Insightful Questions
• Give them a little free knowledge. Does any come back when the opportunity arises?
• But Out!!

Positive signs of these indicate you’re talking to someone who cares.
Segment 4 – The Tests that Cost You Nothing

• Send them a helpful article/link. Does anything come back?
• Seek a little knowledge you know they have.
• Ask them for some feedback about your website, marketing material, other. Do they do this simple request?
• Express interest in being introduced to a colleague you know they have.

What You Need to Do
Have confidence in yourself and your offer. You got this!
Referrals flow when you’re dealing with givers.
Keep in mind, there is a place for helping without an expectation of anything coming back. In fact, this is a wonderful thing. Balance this with your need to make a living because there is only so much giving you can do.

Contact me at info@referralacademy.com.au for further information or to discuss becoming a guest on my show.

Previous Show
Season 5 Show 10 – Present Like a Leader Online
The online world is here to stay. Even after covid is a memory, meetings and presentations will still be happening in the virtual world and leaders need to adapt to this environment.

This show scratched the surface of the techniques that are available to ensure your next online presentation leaves you looking like a business leader. Why is this important?

Leaders have followers. Bosses have employees.

The difference is remarkable.

Next Show
Season 5 Show 12 – End of Season Wrap
Yep, I know… it’s a week early!

That’s because the following week I’ve got a special treat for you. Next week I’m interviewing Laura Vanaga of Oratore.

Laura is an accomplished Presenter Trainer and will add great value to listeners. From Slovenia, she has clients around the globe and works diligently with them to transform their presentations from wherever they are to exciting and engaging.

So next week’s show is the end of season wrap and will contain the greatest hit of this season.

Tune in and learn!

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

Being a Specialist Referral Marketing Trainer provides me with wonderful opportunities to help business owners attract more business by referral. This is one of the most cost-effective methods of marketing as it relies 100% on the quality of relationships you have with people in your network. Once trained, your skills last a lifetime and continue to pay dividends.

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

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