Who’s at Fault?

“I’m not getting any referrals.”

I hear this comment sometimes. When I hear it, I start to analyze why this particular person may not be reaching their expectations.

There can be many components (separate or in combination) that go into why someone isn’t getting the referrals they expect. Aside from the obvious one – they don’t put any effort into it – there is one basic reason for not getting those referrals.

People don’t do a very good job of constructing their elevator speech. This is where it starts. A well-constructed elevator speech should result in someone wanting to set-up that second meeting with you for the purpose of finding out who and what you’re really about. A well-constructed elevator speech can be adapted to fit any situation.

Construct the elevator speech with one thing in mind – it’s about THEM and not you.

The well-constructed elevator speech is just your foot in the door. Once in, your ultimate goal with good referral partners is one thing: YOU WANT TO TRAIN THEM TO RECOGNIZE GOOD OPPORTUNITIES TO INTRODUCE YOU INTO A POTENTIAL REVENUE SITUATION.

TEACH THEM. It is your responsibility to make sure that your referral partners know who you are, what your business is and how to recognize the opportunity for a good introduction.

This is NOT done through your elevator speech. You will accomplish this in the second, third and fourth meetings.

Your elevator speech is the opportunity to say something that will trigger a response for the two of you to set-up the next meeting where you can begin the “training session.”

If you haven’t adequately trained people on what you do and how to recognize the opportunity to introduce you, whose fault is it when people don’t make those introductions?

Thank you for visiting our new Southeast Business Forums blog site. I hope that you will come back and visit again. I’m confident that the quality of blogs by our members will be outstanding.

Good luck and good networking.

STEW

2 Responses to “ Who’s at Fault? ”

  1. March 20, 2013

    Stew,

    When , I think of good elevator speech – Terry Humphrey – I Help People Clean out Head Trash. I have found in meetings that the person that gives a one or two MAIN and consistent points (each meeting) is very helpful but when a person tries to cover ALL things, it is difficult for me to follow and/or remember. Over time, I feel more comfotable referring to the person who has a short message because I feel confident that I can tell my client what they do.

  2. March 21, 2013

    Yes Ivie. Terry’s line that you stated is one of the best ones I’ve heard. It is what Dan Aronoff calls “The Defining Statement.” It is one line that others will remember you by. Thanks for the comment.

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