“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?
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Good luck and good networking.