Generating Referrals Without Even Asking With Stacey Brown Randall

MLM 218 | Generating Business Referrals

 

Generating business referrals is important in any business to promote its products and services, but how do we get referrals effectively? In this episode, host Jen Du Plessis interviews entrepreneur and award-winning author Stacey Brown Randall about referral marketing. Stacey’s programs help small business owners and solopreneurs take control of their referrals, their client experience, and their business. Today, she tackles the different types of referrals and shares some tips on how we could connect to business prospects better.

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Generating Referrals Without Even Asking With Stacey Brown Randall

I have a special guest with me because it’s not very often that I bring back a guest twice on the show. In fact, this might be the third time that I’ve done that. Stacey Brown Randall has so much great content to provide to all of us as entrepreneurs and salespeople. This would be a great time to bring her back in. Welcome, Stacey. I’m glad to have you again.

I’m honored to be back. Thank you very much.

I like this in particular. I may want to bring more people back in the future because it continues to develop our relationship. We were talking about things that we can do to help each other’s businesses grow. It is all about referrals. That’s what we are going to spend our time talking about. Please read the first episode that we had with her. It was back in February of 2017 and it’s been years since we’ve talked. Her life has changed. Her business has changed. Mine has changed and my business has changed. I’m retired from a 35-year career in lending. I’m a full-time speaker, coach and a podcaster. There are lots of things changing.

Stacey Brown Randall is a member of the business failure club, a contrarian on how to generate referrals and a supporter of the entrepreneurial dream. She is a three-time entrepreneur, award-winning author of Generating Business Referrals Without Asking. I know that when you read that title, all of you are saying, “How do we do this?” She’s also the host of Roadmap to Grow Your Business Podcast and national speaker. Her program helps small business owners, entrepreneurs and salespeople take control of their referrals, their client experiences, and their business. I absolutely love that, Stacey, because one of the key things for my coaching program is the client experience, how we communicate with our clients. It’s no longer customer service. It’s how they feel about having worked with you. Let’s talk about your definition of referrals. What is truly a referral?

That’s a good place to start because people take different terms and they use them interchangeably when they’re talking about different types of prospects that maybe they have come into their business. I have someone talking to me and they were like, “I got a referral.” They’ll tell me what happened. I was like, “That was an excellent introduction, but it wasn’t a referral.” They were like, “Is there a difference? I was like, “There’s very much a difference.” It’s great for us to level set in terms of like, “This is what a referral is. This is what we need to know and how it’s different from a warm lead, an introduction or word of mouth buzz because those are four different types of prospects for different levels.”

Talk about the first one.

Referrals have two things that the other sales terms don’t have. They have none or only one of these two. A referral has that. A word of mouth buzz, introduction or warm lead is going to miss or may not have a personal connection. There is always somebody willing to put their reputation on the line and recommend you to someone that they know that has a problem. They want to help them solve their problems or overcome their issues. There’s always that personal connection. You’re always going to be connected with them. A lot of times, people will say to me, “I got a referral recently.” I’d be like, “Tell me about it.” They’ll be like, “I had a client that told me they were talking about me to somebody else who needs to hire me. They’re going to have them follow up.” I was like, “That’s close to a referral,” but there was no personal connection.

MLM 218 | Generating Business Referrals
Generating Business Referrals: People take different terms to what is a referral. They use them interchangeably when they’re talking about different types of prospects that have come into their business.

 

You’re not in the driver’s seat to be able to do any follow-up. We don’t know who the person is. We’re out there and someone thinks well of us, but everyone is busy. They’re probably going to forget to get back to you. It’s close, but yet it’s not because it’s lacking a personal connection. Typically, personal connection is going to happen over email. It can certainly happen over a text thread when you’re all joined together on a text. It can happen live when you’re at the same networking event or the same charity dinner. Nine times out of ten, it’s going to come over email where the referral source is going to send an email to the prospect, copy you on it, and make that connection between the two of you. That’s the personal connection piece.

It can also happen over instant messaging. I got a referral from someone. It becomes two people in an instant message. It says, “I want you to meet Jen. Jen, I want you to meet David. David is great. Jen is great. Good luck to you two.”

If that were the language that came through and that’s an introduction language like, “You guys should meet.”

It was more than that.

I should add that to my list of things that I talk about. It can definitely happen in an instant message. It has happened to me over Facebook messenger before. Usually, it’s going to happen more likely through email, but not always. The second thing a referral will always have and it’s always going to have is a need to identify. When we’re in that word of mouth buzz situation, you have a client who’s talking about you to somebody else who needs you. There’s a need identified, but there’s no connection for you to get to that prospect because you hadn’t personally connected. Looking from that perspective of an introduction. A lot of people were like, “I got this great referral.” I was like, “It’s an introduction.” It was exactly what you said. It was like, “Jen, you should know Sam and Sam, you should know Jen. You guys are great people who should know each other.” You’ve been connected but why?

You stand there and you’re like, “I don’t understand.” That happened to me before, not as a receiver, but I’ve watched it. There was a person in my BNI group several years ago that was a great connector. That’s what they did, connections. At a networking event, they would walk the two of them and go, “Jen, I want you to meet him.” It was her style. I saw people who are not good at networking and connecting the dots. They’re standing there going, “What do you do?” Whereas going through that and saying, “I wanted to connect the two of you. Here’s why I want to connect you. She was mentioning that she is looking for people who like underwater basket weaving with puppy dogs. I know that you know people who love underwater basket weaving with puppy dogs. This is a good connection for the two of you to move forward.”

There’s always that, why. Why we’re being connected is being addressed. A lot of times, people will think it’s a referral when it’s truly an introduction. The reason why people were like, “Personal connection need is being identified. That’s the definition of a referral. Why do I need to know how it was different from an introduction, word of mouth buzz or warm lead?” I always say, “I need you to know how to respond.” Nine times out of ten, the way you respond to an introduction should be different than how you respond to an actual referral, which is also different than how you respond to word mouth buzz, which is different than how you respond to a warm lead. Your reaction and the conversation you’re going to have and how you’re going to respond is entirely different. Most people don’t pay attention to that. That’s why I want you to know that when you have a referral, you have to have two things, personal connection and a need identified. When you have an introduction, you’ve been connected, but there’s been no need identified. When I say you need to identify, the buyer knows they have a problem and they are in buying mode. They realize that in the situation, they’re the prospect. They’re not looking to sell anything. They’re looking like, “I’ve got this problem. I need Jen to help me solve it. Stacey is going to connect us.”

There is always somebody willing to put their reputation on the line and recommend you to someone that they know that has a problem. Click To Tweet

When they’re in the buyer’s mode, that’s what makes a referral quicker to close, easier to close, less price-sensitive. All those things that we look for in a referral. That is why we want referrals. It’s got to be a referral to have those amazing qualities of being easier, quicker, faster to close. You’ve got to have those things. When you get an introduction, you know it’s an introduction because you’ve been connected, but you don’t know why. In that situation, you don’t know who the prospect is, “Are they trying to sell to me? Am I trying to sell it to them?” Are we truly being connected because we need to grow our network and have one more person that we know? That’s okay but we need to know that because that’s how we respond. When you get word of mouth buzz, that wasn’t a referral because you weren’t connected. I do know there’s somebody out there that needs me.

When you get a warm lead, that’s typically somebody saying, “I know this company needs you, Jen. You should definitely call them. Here’s the contact name and number. You should call them.” That’s awesome, but we don’t know if they know that they have a problem. We have no idea if they want to hear from us. Since you’re not willing to connect us over email, that trust you have in me to solve their problem isn’t transferred to them. They don’t know that. Its warm lead lacks personal connection and a need identified personal connection and the introduction lacks the need. None of those have both pieces. Only a referral has both pieces. The only sales term I’m leaving out in this situation is cold lead. Most of us know what a cold lead is. They wouldn’t have anything that a referral or any of the other ones have. People are confusing introductions, word of mouth buzz, and warm leads with referrals. There are four distinctly different types of prospects.

I’m making sure that I understand that one is lacking personal connection, one is lacking need, one is lacking both, and one is giving both. That’s bringing that full circle. Let’s focus on the referral itself. What is the best reaction or engagement you feel would be good for a referral to have the highest conversion ratio?

That’s a good question to ask in terms of, “What do we do when we’ve been receiving that referred prospect?” We have to recognize that the referred prospect shows up in a way that no other prospect ever will, not the prospect you met at a networking event, not the prospect who happened to answer your cold call, not the prospect who happened to answer your direct mail piece. They’re showing up and they already have trust in you. You need to leave your dog and pony sales pitch behind. They don’t need that. That’s not what they’re interested in. You don’t need to sell.

You do need to make sure that when you’re having that conversation, you understand what their issues, what their pain points are, and how you can help them solve them. Remember that they trust you and they can’t quite put their finger on why. They’re not going to say, “I trust you because Jen referred me to you and Jen trusts you.” That’s what’s happening. It’s important to recognize that a referred prospect shows up entirely different. There’s an entirely different script that you should use when you’re talking to a referred prospect. You should not go into the sales mentality.

You should go more into the curiosity mentality of like, “I understand why we are here. Can I help you? Maybe I can’t and I need to be able to direct you on.” I think you should treat all your prospects awesome, but a referred prospect, there are ramifications on how you treat this prospect based on what gets back to the referral source if it does. It’s important that you have the right mentality and then the right conversation structured in place. It doesn’t include, “Let me pitch you and show you the 32 features and everything we’ve got. Here are all the benefits.” You don’t need that.

I have a question around this because one of the strategies that I’ve always used in this referral aspect is the first thing that I do in my process is I contact my referral source. A lot of people, the first thing they do when they get a referral is, they contact the referred person. I’m sure there’s a refer-E and a refer-or. They contact the refer-or and say, “I was told to give you a call.” We get into the curiosity part of it. I contact my referral source and say, “I want to say thank you so much for referring this person, but before I call them, is there anything I need to do to help you in the relationship that you have with this person?”

MLM 218 | Generating Business Referrals
Generating Business Referrals: A referral is different from a warm lead, an introduction, or word of mouth buzz because those are actually different types of prospects for different levels.

 

One of the things that we failed to do, I can speak from the lending perspective of this, when a lender gets a referral from a real estate agent, there’s a variety of these. There’s the word of mouth, “I was talking to a client and they’re probably going to call you.” All the way up to referral, a trusted handoff. I always call because we assume that they have this client in the bag and that may not always be the case. I say, “Tell me about the clients before I make the phone calls so that I can be a little more prepared.” Do you need any help? Do I need to talk about you a little more? Is there something I need to know about? Is she the decision-maker? Is she’s a linear thinker? Is he a rocking chair thinker? What are some things that I could use to help me in communication with them? What are your thoughts there?

It’s important to understand how your referrals show up. A lot of people are going to receive, “I’m referring you to my neighbor, to my friend, to a colleague, to a peer, or maybe to a client of mine.” Depending on the type of referrals that you typically receive and who your referral sources are, you may not need to do that. In your case, though, you know your industry with the mortgage world, you know that perfectly well. That is a perfect thing to follow up with. In some cases, I’ve been referred to someone and I was like, “Is this a referral? I’m not quite sure.” I will sometimes follow up and be like, “What am I missing? What do I need to know here?” If you know your industry when a realtor is referring someone to you that they may not be 100% their client, that is a brilliant strategy. Everyone should adopt it immediately. A lot of times, when I’m dealing with other people who are going through my Growth by Referrals Program and they’re receiving referrals, it’s typically a friend, a neighbor, a peer, a colleague, or a client that they’re referring.

It isn’t quite that client relationship that you have to worry about, but the immediacy thing that I always tell people to do when you receive that email, most people follow up with the prospect right away and the person who’s been referred to you. I always say hit reply all on the email. At that moment, what you want to do is thank the referral source for referring you and connecting you to the prospect and address the prospect and saying, “I’m glad that we were connected.” You continue in however you handle setting up your first call, first meeting or whatever your processes and then you put in that language. That’s for the immediacy factor. It’s to keep the thread going. When the prospect responds back, they remember, “I was connected to Jen because of Stacey.”

They were all still in that email thread. I want you to take a minute and 55 seconds and pull out a thank you card. Write a handwritten thank you card to the referral source for sending you that referral and naming that referred prospect in that card. That’s super important. A lot of people don’t do that. That’s going to have a greater long-term impact on the memory in one way of what your referral source remembers about you and how they feel about you. That one small act can impact what they think and feel about you. They’re not even quite sure why, but if they were to trace it back to that moment where you impacted how they felt about you. There are definitely some follow-up procedures I always teach people to follow, but that handwritten thank you note is one that cannot be overlooked and the email response back isn’t going to solve it.

I have a thank-you note from someone that I had a conversation with. I said, “Thank you for taking the time. I’m putting together a new coaching program and I’m doing some research. I need some help with research.” This simply says, “Thank you so much for taking the time for helping with the research. I’m grateful.” I’ve been a note writer all my life. My mother was a note writer and she taught me. I learned from her. I write many times, as many as 50 notes a week. We’re in a crazy world that the minute an email goes off, you’re like, “That’s done, next.” I want to have those brain cells be stolen and taken. Two days later, they’re going to get a note and it’s going to make them smile. I want them to associate happiness with me. That’s what it is. That’s going to make them smile. They are going to think about me again and the reticular activator goes off and another connection refrain is coming my way.

I always tell people when we’re thinking about generating referrals, it’s important that you do what your mama taught. You write with handwritten thank-you notes because we were on some level taught by somebody. Maybe not first boss, but somebody taught us that we should be sending handwritten thank-you notes because that’s the impact. I always ask people, “Why would you expect more referrals from someone when you can’t take a minute or two to truly thank them in a polite and proper way for the referral they sent you?”

I’ve heard lots of people say, “I stopped giving them referrals because I never heard back from them, not even a reply email like thanks for the referral, not a note saying, ‘I wanted to let you know I called them and I talked to them and we’re moving forward. Thank you again.’” Keep them apprised of what’s happening in the process. What questions should we be asking our referral partners when we receive any one of the four categories, a word of mouth buzz, introduction, warm lead, or referral if we’re not clear about it? It might be that they just typed the email and didn’t put the need in.

When you have a referral, you have to have two things - personal connection and a need identified. Click To Tweet

When you get an email where the need hasn’t been identified, it’s easy to go back and be like, “I want to make sure that I’m clear here, were you connecting us because you had a conversation with them and they need what I do and they need me? Were you connecting us because you think that we should know each other?” Whatever questions you need to ask, it’s for the clarification you’re ultimately looking for that you may need. That’s an important part of it. I always tell people, most of the time, when I’m working with someone, it isn’t their opportunity to go analysis paralysis. They overthink their reaction and what they should say back to them. You don’t need to be that worried so much about it. If you are unclear, this is an introduction. I think that a referral and you want clarification, ask for it, like, “I want to ask you offline before I respond back, were you connecting us because they needed to work with me?”

One of my favorites says, “I’ve got a referral.” It wasn’t a referral when it came over from a client. He was referring somebody else to me. The email was very nonchalant, like, “You guys should know each other.” It was a classic introduction. “Stacey, I’ve mentioned you and I’ve mentioned him to you.” There’s nothing there. I reached out to the client and I said, “I’m trying to get the backstory here. Why were you connecting us? Is it because you want us to go or network? Does he need to grow his network? Should he hire me?” He goes, “He should totally hire you. He’s not 100% ready to have someone tell him that.” Right there, I know exactly how to craft my response by asking. He didn’t say, “You should be hiring.” The perfect referral for me is, “Jen, meet Stacey. She’s awesome at telling you how to get referrals and teaching you how to get referrals without asking. You should talk to her about working with her.” That’s the perfect referral for me, but when they come in and they’re more cryptic, you’re like, “I’m not quite sure what this is.” I asked for the information, “What am I missing?” It is the same thing that you asked.

I wasn’t doing it for clarification of referral connection. I was doing it for clarification in my ability to convert. Unbeknownst to me, I was doing that. Let me ask you, in that particular situation, did you ask that person who did the referring to amplify their response and say, “One additional thing I wanted to add here quick was this?” Did you ask them to do that or did you take it on as a professional level and say, “I know how to handle it from here. I’m just curious about that.” Maybe people feel that they need to have. If that truly is a referral, then I need to have this person share the fact that they trust me a little more because maybe my skillset isn’t so good at sales.

It depends on where you are in the situation that you’re in from that perspective. You could do either. In that situation, I didn’t. When my client had told me the conversation that he had with the prospect and why he connected us. From that perspective, I knew exactly how I wanted to address the prospect to get them on a phone call, to even see this is indeed the potential of going anywhere. I was prepared for it and not that I was prepared for it too. If you need your referral source to make that connection as they need to hire you, then yes, you can ask your referral source to send a follow-up email. If you feel like your relationship is strong enough with a referral source to do that and they’re in the habit of referring you. If it’s the very first referral they’ve ever sent to you, I don’t tell people to tell the referrals who are to change how they’re doing things because we haven’t yet built a habit in them and I’m pleased that they’re close to sending a referral.

We don’t want to make it difficult.

If I know what my conversation is at that point following up, then I know exactly how to spend this or swings it or modify my language so that I am putting myself in the driver’s seat. I actually got one where a financial advisor referred me to a business coach. I’ve lots of different types of people go through my Growth by Referrals Program, business coaches, consultants are one subset of them. He referred me, but he said nothing about my program. He said nothing about anything other than, “She started her practice. We were talking and your name came up. She’s awesome and you should get to know her.” I was like, “What am I going to do with this?”

Because of where I am and, in many years, I’m into this, I know how I get these referrals from this one particular financial advisor, I had a different response than I would necessarily teach other people to have. My response was blow by the horns and be like, “I’m glad that X financial advisor connected us and had talked about me. I don’t know what you’ve learned about how I work with people. I don’t know where you are in your journey, but I’m glad we were connected and that you’re interested in learning more about working with me.” In case if she hadn’t had been, that’s okay. I’m at a stage in my business where it’s okay for me to lose out on that. I’m going to start the chase. If she wasn’t truly someone who was referred to me and she was referred to me for someone to go have coffee with, I don’t do that much anymore. I don’t do it as often as I used to. That would have been harder, for me anyway.

MLM 218 | Generating Business Referrals
Generating Business Referrals: The most important thing to recognize when you’ve been referred someone is that they’re showing up different than any other type of prospect that you’re going to have.

 

I went right into, “I’m glad that we were connected and that you had a conversation and my name came up. I would love to hop on a call and have a conversation with you about how I work with people and how I help people get referrals without asking. My program looks like this.” I went straightforward. It turns out I was right. Usually, my gut is right because I’ve been doing this long enough. I’ve got this right. She was like, “I’ve ordered your book. I’ve taken your Referral Ninja Quiz. It was random that you also came up in a conversation with this other person that I know.” We’re getting on a call. It’s your ability to navigate and to use your best judgment in those situations. If you need more backstory, ask for it, but don’t ask your referral source necessary to do an extra step for you unless you trust them and asking them won’t be off-putting to them.

We don’t want to make it complicated because otherwise, it’s like, “Every time I send a referral, I’ve got to do more homework.” We definitely don’t want that. Let’s switch gears and talk about the five steps to generating referrals without asking. Can you share with us what those five steps might be?

I’m going to give you that high-level overview. There are additional resources where you can go find out this information. Each of these five steps acts as its own chapter in my book Generating Business Referrals Without Asking. You can grab the book. There are also resources on podcast episodes I’ve done on it and articles that I’ve written are on my website. If someone feels like when I do my high level, you’re like, “You left me hanging,” there are places you can get it. Most of them are free. The book is only $17 or $16.95. Nothing is going to cost you that much to get what you’re missing.

The high-level explanation of the five steps and I’m making this assumption and that is you already do great work. You have a sticky client experience, your processes and procedures are in place, and you’ve probably received some referrals in the past. Maybe it was one or two years, but you’ve been referred before. If you don’t have a sticky client experience or you’ve never received a referral in the past, I have other parts I would tell you to start. We’re not going to start with step one, we’re going to start somewhere else. There are other resources I would direct you to. With these five steps, I’m making the assumption you do great work, you’ve got a great client experience and you’ve received referrals in the past, which tells me you are referable.

Step number one is to identify who referred you in the past. It’s identifying our referral sources. The easiest way to do that is to pull out a list of your clients and figure out how they came to know you. Maybe you have this in a database like CRM or Client Relationship Management tool. If not, maybe reconstruct the data, but it’s all of your clients where they come from. “This came from a podcast. This one came through when I spoke on stage. This one came through a Google ad. This one came through a referral.” You look at where they came from and you’re paying attention to the clients who were referred to you along with the names of those referral sources. Referral sources are always a first and last name unless Madonna is referring to you. I was getting people like, “It’s this person.” They have a half name. I was like, “In five months, you’ll know who that person is.”

I don’t know who they are. You have to identify your list of goals. You’ve got your referral sources. Step two, people say, “It feels out of place.” It’s not. It is your ability to write a handwritten thank-you note when you receive a referral only because I need you to be able to set the gratitude and thankfulness in place. Step two is important. Step two is that handwritten thank-you note. You’ve identified your referral sources and you are committed to every time you receive a referral, you will send a handwritten thank-you note. Step three is, what are you going to do in between receiving those thank-you notes? We’re sending thank-you notes for referrals received because we are earning that right to have more referrals sent to us.

If you're going to go into entrepreneurship into places where you're going to need referrals, you're going to be a salesperson. Click To Tweet

I always tell people, “You deserve referrals. You just not owe them. You have to be willing to do some work.” You’re going to write a handwritten thank-you note, but what do we do to maintain, cultivate, deepen, strengthen that relationship with our referral source in between writing handwritten thank-you notes? You may only get one referral a year. Step three is we build this plan. It’s our outreach to our referral sources. Our plan is keeping us top of mind and being memorable and meaningful, which is not your newsletter. It’s not you send them a text message because some auto respondent reminded you every 45 days to send a text message, “How are you?” We are doing things that are memorable and meaningful that is going to grab their attention. That is going to continue for you to pour into them as you’re thankful. You’re grateful for the fact that they support your business and sends you referrals.

I want to inject that this is the nurturing versus neglecting that I talk about all the time. Are you nurturing or neglecting your database and sending a thank-you note and letting it dangle out there? It’s there and they have to decipher what your expectations are as a result of that. You got the note, that’s great, but now what?

I always tell people, the reason why I write the thank-you note is because I want my referral source to know that I’m worthy of the next one. I am not saying that in my note, but I’m building. We have this plan of how we’re going to continue to maintain that top of mind, memorable and meaningful connection with our referral sources. We do it in some very specific, unique ways. I always tell people, “There are many things you can do. I don’t need you to do with many things. I need you to do with a few of the right things, what you want to do throughout a year, but this plan you build is going to wash, rinse and repeat.” I have people who’ve been in my program for years, exceeding their referral goals that they want to receive every year because they do the work and they follow the plan. What makes step three so great is combining it with step four.

Step four is the language that we use. Specifically planting referral seeds that impact, that plan, those outbreaks, those touchpoints that we’re doing with our referral sources. We’re not doing them for the sake of doing them. We’re going to use some language that’s going to allow us to plant referral seeds, but we’re never asking and we’re never being promotional or gimmicky. It is allowing them to think about us on a different level in a subconscious way about referrals without us saying, “I want you to dream about me and referrals.” We’re not saying that to anybody, but subconsciously, when people take care of us, we look for ways to take care of them. We’re going to be planting some seeds so they know what would be awesome without telling and without asking them.

Step five is what wraps it all up for that perfect Tiffany Blue Box with a nice little bow on top. That’s the idea of we know who our referral sources are. We are grown-up and we can send a thank-you note when we receive a referral. We’re worthy of more. We have a plan to nurture those relationships and we have the right language to use while we’re nurturing those relationships with our outreach. Step five is like, “You’re busy like me, so we need to make this a process. This is a plan. This is something that we’d systematized in our business so that it happens.” If you don’t follow the plan, the way we built it, then you go exactly what you said. You go right into neglect mode and all of a sudden, you haven’t talked to that referral source in nine months. That is not going to generate you more referrals if you’re not taking care of them. It’s the idea of us building this process and system I was looking to help make it happen. When I talk about people, they’re in my program for 3 to 5 years, they’re hitting their goals. They’re exceeding them. An attorney was bringing in 1 to 3 referrals a year. She started on the program, then she got to twenty and then the second year, she got to 40 referrals in a year. That’s more work than she can manage. It is different for every industry. It’s because a year or two, she was still following the plan. That is the point because we make it into a process and it’s this one.

MLM 218 | Generating Business Referrals
Generating Business Referrals Without Asking: A Simple Five Step Plan to a Referral Explosion

You can’t scale your business unless it is a process. You can’t have one person have one experience and another person not have one, especially in referrals. If someone had a great experience and feels wonderful about you when they think about you, they smile and they say, “You have to talk to Stacey and you have to work with her because you mentioned that you need help in this area.” It’s a true referral. They go to Stacey and they don’t get the same experience. It was like, “I know you were referred to me, but you told me all these wonderful things that she did and I didn’t see any of that.” It’s the consistency, but it’s also the discipline of doing it. You’re right, we’re adults. I was saying something to someone like, “Stop dreaming and keep your day job. If you’re going to go into entrepreneurship into places where you’re going to need referrals, you’re going to be a salesperson. You might as well keep your day job because if you dream about being successful and you’re not willing to put the work into it, it won’t happen at all.”

I don’t know if this is exactly what you meant by what you said, but I always want to clarify this. A lot of people think when someone’s referred to me, I have to do the exact same referral process to them that I did for my referral source. I always say we are extremely clear in everything we do as to why we’re doing it is because they refer you. It’s not because they’re a client that you can have clients who refer you. They get a client experience and they get a layered referral experience on top of it. You could have clients that were referred to you but have never referred you. They still get that same awesome client experience. They are not getting layered on referral experience because they’re not referring you. We’re very clear that this is happening because you’re taking care of my business in referring.

What I was talking about on the day job is if you’re not willing to do the work as an entrepreneur, you might as well keep your day job because you’re going to struggle. This is about the discipline of putting multiple systems together, not just this one or two but several together. As we finish up, I know that you have a Facebook group that anyone could join, it’s called Referrals Without Asking. You can get on there and start getting your questions answered. I believe that you have a seven-day challenge as well. Tell us about that.

It is a 7-Day Referrals Growth Challenge. It’s a video out that drops into your inbox every day for seven days from once you sign up. That helps you start setting a foundation of what it looks like to be able to start generating referrals. Part of that challenge, you can take it separately, but also part of that challenge is a Referral Ninja Quiz. It is a great opportunity for you to figure out where you stand in your ability, your skills to generate referrals without asking for them. It’s a nine-question quiz that you can take that quiz. It’s part of the day one challenge or you can take it separately if you don’t want to do a challenge. It goes through and it asks you specific questions that help you understand where you are in your stage of being able to generate referrals.

You’re going to land with one different type of Referral Ninja level. I always tell people that the top level is the master level. You want to be a Referral Ninja master. You want your red belt. Out of the thousands of people that took the quiz, only 2% typically land master level. Over 80% land at the beginner level and then the rest land in the middle. When you take the quiz and you have to figure out what Referral Ninja level you are. There are lots of free resources that’ll come behind to help move you towards that master level in your journey. It serves to be when you take that nine-question quiz.

It’s all about action. Let’s start to write a thank-you note when you get a referral. Also, as an assessment of the last referrals that you had in the last month or so, going back into that, everybody that you’ve been connected with and reassessing and saying, “Was that a referral or connection? Maybe that’s why it didn’t convert is because I didn’t have clarity of what type it was.” It’s always good to go back and analyze where things were so that you have more clarity moving forward in all the referrals. Hopefully, your reticular activator will assess that and recognize and change the way that you’re doing things.

Consider taking the seven-day challenge and take the Ninja test. That’s probably the most important thing is, you may think you’re good with referrals, but maybe not. I must throw something else too. If you belong to an organization, you belong to a BNI or to a Chamber, what a great activity for your group to be able to do. If they’re not getting the results that they want, it’s a great way for everyone to see where everyone’s category is in there. It’s a fun game, gamification of referrals in the educational moment that you have in each one of those. I’m going to encourage you to do that with your groups as well. It’s a great way to do it in your offices, to your sales staff, or your team and find out where everybody stands with that. Stacey, if someone wants to reach out to you directly, what is the best way for them to reach out with you? They might want more information than going to the resources you have available online.

If you go to StaceyBrownRandall.com, that’s my home base. Down at the bottom, you can find my email address. You can certainly send me an email. If you’re on Facebook, Instagram, Twitter or LinkedIn, you can connect with me, look for Stacey Brown Randall and send me a private message, a LinkedIn message or direct message. That’s another way to reach me as well if you’re well versed in social media. If you feel like the good old-fashioned email like I do, you can find that on my website.

Thank you so much for gracing us with your presence again. This is good to know, particularly when we’re doing this as we get towards the end of 2019. Obviously, this is something that we want to know all the time. In thinking about the new year, restrategizing, putting your business plan, and your marketing plan together, this is the time to start making those little tweaks to get the results that you want. Don’t talk about doing this. Let’s put this into play. Let’s implement this. Take the action so you can get the results and amplify your business. Stacey, thank you again for joining us. It was great talking to you and I look forward to us continuing to grow our relationship as well.

It’s the same here. Thank you so much.

I’ll talk to you soon.

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About Stacey Brown Randall

MLM 218 | Generating Business ReferralsStacey Brown Randall is a member of the business failure club, a contrarian on how to generate referrals and a supporter of the entrepreneurial dream.

She is a three-time entrepreneur, award-winning author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast and national speaker.

Stacey’s programs help small business owners and solopreneurs take control of their referrals, their client experience and their business.

She has had the privilege of helping well-known corporations and franchises such as Bank of America, Mass Mutual, International Minute Press, and Re/Max but her focus is on small business owners and solopreneurs from companies including HM Properties, Financial Symmetry, O’Connor Insurance Associates, Tyra Law Firm, Farris Cooke CPA, Slater Interiors, Rae Images, CAJA Bookkeeping, and hundreds more.

One Reply to “Generating Referrals Without Even Asking With Stacey Brown Randall”

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