A Referral State of Mind
By Scott Gillespie
Many things we do in life come down to our state of mind. Many of the challenges we face and obstacles we overcome are done because we operate in a frame of mind that allows us to break through, overcome and succeed.
Generating referrals is very much the same.
Before digging into that, let me share a story with you that happened this past week that will illustrate developing a state of mind in order to make a change.
A few weeks ago I went in for an annual physical. The doc ordered a blood lab to be done and the results came back very good, except for one area - high cholesterol. It isn’t terribly high as I’ve heard of others that are almost twice what mine is, but nonetheless he wants to see it come down to an acceptable level in three months. And I think he means a level that is acceptable to him!
When I asked what we (and when I say we I mean “I”) have to do to get there, he said, “No red meat.” GULP! No steaks during the prime grilling season!? And then he said, “No more cheese.” DOUBLE GULP! That’s two out of my three food groups right there! We then talked about the types of foods to eat that will not only lower the cholesterol, but will provide other health benefits as well. With my jaw still on the ground, he did say if I stick to it throughout the week, that a day on the weekend to indulge in a steak and some otherwise prohibited foods would be alright. Phew!
Leaving his office with my recommended foods list in hand, I began to make my mental shift and adopt the state of mind I’ll need to be successful with this new eating plan. I started focusing on the added benefits of eating better other than just lowering my cholesterol. I’ll be able to drop five or twenty pounds. And combining it with more exercise, I’ll feel better mentally and physically.
I’m not totally there yet, but my mindset is definitely over the hump. Even though I still have a steak dancing on my right shoulder and a block of cheese on my left, I’m finally settling into my new mindset and actually looking forward to the change and the benefits that will follow. My focus is no longer what I can’t have, but rather what I will have as a result of this change. The bottom line is none of these benefits, let alone the instruction provided by the doctor, would mean a thing without having the right mindset to go about it.
Now, back to the referrals. As your referral doctor, I can arm you with various ways to network with other people to build relationships. I can give you the top 10 reasons to build your business through referral generation. And I can teach you how to build referral generation activities into your daily routine and life. But without the right state of mind, none of these things will even matter.
In order to truly be a referral generator, you must first develop a referral mindset and be committed to continually nurturing that mindset. For some, this may be a simple task; for others it may be a total paradigm shift.
Now, when I say be committed to a referral generating mindset, I don’t mean to shed yourself of all other forms of generating business. If various forms of advertising are working for you right now and bringing in quality leads, definitely stick with it. What I am recommending is that you complement your mainstream methods with referrals.
Rather than give you the reasons today to develop your commitment to a referral mindset, I will challenge you with a homework assignment for this week. Give this some very introspective thought and write down five reasons why YOU would like to increase the number of referrals you’d like to generate on a consistent basis.
Forget about generic reasons why anyone would want to work with referrals. In order for you to personally develop a committed mindset to working with referrals, these reasons have to be very specific, personal and intimate to you. They need to light a fire inside that will blaze a trail full of hot referrals.
Check back next week and I will list 20 reasons why I like having a referral mindset and why working with referrals is so important to me.
Now Go Get ‘Em!!
By Scott Gillespie
Many things we do in life come down to our state of mind. Many of the challenges we face and obstacles we overcome are done because we operate in a frame of mind that allows us to break through, overcome and succeed.
Generating referrals is very much the same.
Before digging into that, let me share a story with you that happened this past week that will illustrate developing a state of mind in order to make a change.
A few weeks ago I went in for an annual physical. The doc ordered a blood lab to be done and the results came back very good, except for one area - high cholesterol. It isn’t terribly high as I’ve heard of others that are almost twice what mine is, but nonetheless he wants to see it come down to an acceptable level in three months. And I think he means a level that is acceptable to him!
When I asked what we (and when I say we I mean “I”) have to do to get there, he said, “No red meat.” GULP! No steaks during the prime grilling season!? And then he said, “No more cheese.” DOUBLE GULP! That’s two out of my three food groups right there! We then talked about the types of foods to eat that will not only lower the cholesterol, but will provide other health benefits as well. With my jaw still on the ground, he did say if I stick to it throughout the week, that a day on the weekend to indulge in a steak and some otherwise prohibited foods would be alright. Phew!
Leaving his office with my recommended foods list in hand, I began to make my mental shift and adopt the state of mind I’ll need to be successful with this new eating plan. I started focusing on the added benefits of eating better other than just lowering my cholesterol. I’ll be able to drop five or twenty pounds. And combining it with more exercise, I’ll feel better mentally and physically.
I’m not totally there yet, but my mindset is definitely over the hump. Even though I still have a steak dancing on my right shoulder and a block of cheese on my left, I’m finally settling into my new mindset and actually looking forward to the change and the benefits that will follow. My focus is no longer what I can’t have, but rather what I will have as a result of this change. The bottom line is none of these benefits, let alone the instruction provided by the doctor, would mean a thing without having the right mindset to go about it.
Now, back to the referrals. As your referral doctor, I can arm you with various ways to network with other people to build relationships. I can give you the top 10 reasons to build your business through referral generation. And I can teach you how to build referral generation activities into your daily routine and life. But without the right state of mind, none of these things will even matter.
In order to truly be a referral generator, you must first develop a referral mindset and be committed to continually nurturing that mindset. For some, this may be a simple task; for others it may be a total paradigm shift.
Now, when I say be committed to a referral generating mindset, I don’t mean to shed yourself of all other forms of generating business. If various forms of advertising are working for you right now and bringing in quality leads, definitely stick with it. What I am recommending is that you complement your mainstream methods with referrals.
Rather than give you the reasons today to develop your commitment to a referral mindset, I will challenge you with a homework assignment for this week. Give this some very introspective thought and write down five reasons why YOU would like to increase the number of referrals you’d like to generate on a consistent basis.
Forget about generic reasons why anyone would want to work with referrals. In order for you to personally develop a committed mindset to working with referrals, these reasons have to be very specific, personal and intimate to you. They need to light a fire inside that will blaze a trail full of hot referrals.
Check back next week and I will list 20 reasons why I like having a referral mindset and why working with referrals is so important to me.
Now Go Get ‘Em!!
Websites ~Training ~ Branding ~ Referrals
Because you can't sell anything...
...until you sell you!
...until you sell you!
989.546.7355
If you do not have Adobe Reader, click the button to the right to download the free software needed to read the Printer Friendly articles
Selling U on Facebook
Selling U | 9825 E. Broomfield Rd. | Mount Pleasant, MI 48858 | Call us at 989.546.7355
helpingusellu.com © Copyright 2010 - Selling U -- All Rights Reserved
helpingusellu.com © Copyright 2010 - Selling U -- All Rights Reserved
A weekly shot of sales, networking, marketing or positive attitude delivered to your e-mail inbox.
[Home] [About Selling U] [About Scott] [Website Design] [Sales Training] [Newsletters] [Blog] [Contact Us]
FREE Weekly
e-Newsletter
e-Newsletter
 |
 |
 |
Design Services
Training Topics
 |
Issue #63 ~ June 22, 2010 Printer friendly PDF file
