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Do You Have A Networking Group

[Question} Do you have a networking group, a client workshop, a small group mastermind or something where you are bringing people together?

Here is a thought…

Make sure you subscribe to get great small business marketing tips, video’s and how to’s on referral marketing, using your business networks better and creating partnerships to fill your sales funnels. Great for any coach, consultant or professional service business.

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Remember to grab your copy of the Referral Game Plan at www.referralmarketingguru.com.au/gameplan

Who is Michael Griffiths? Michael is the founder of Referral Marketing Guru & the #1 authority on referral marketing training around the globe. He speaks some 60+ times just on referral marketing and partnerships and runs the leading referral marketing training program to help you build your own Million Dollar Referral System. He encourages active networking in BNI, Chamber Of Commerce and Referral Groups to build your own referral teams.

Do You Know Your Strengths? Does Your Network?

Do you know what your strengths are when it comes to your business and life? Does your network see and share these strengths with others? The Reflected Best Self™ exercise is a simple, structured process that helps you identify, and make the most of your strengths.

Step 1: Survey Others About Your Strengths

Identify around 10 people who are in a position to give you accurate feedback about your strengths. Include current colleagues, but also, ideally, former colleagues, friends and family members.Then, ask them to think about what your strengths are, and to give an example to back up every strength they identify.

Step 2: Identify Themes

Once you have all of the responses in from your survey group, start to group the responses together into themes. Some of the themes may reflect strengths you were aware of, but they may also identify things that you hadn’t realized were strengths because they come so naturally to you. Don’t focus soley on work – find the overall themes first – then , they will undoubtedly come full circle because how you show up in Life is how you show up at work.

Step 3: Write Your Strengths Profile

Next, draw together the key strengths that have emerged from your analysis, and tie them together in a few paragraphs that summarize what you’re really good at. Then, take a look at how these overlap and appy to your business. You’ll be able to use this in endless ways, to guide future actions and choices, to shore up your confidence, and while building your network.

Step 4: Identify How You Can Play to Your Strengths

With a clear idea of your strengths, take a long, hard look at how they interact within your business. In what ways are you playing to your strengths? If you’re not, can you adapt the focus and nature of your work to make more of your strengths?

** This “Reflected Best Self” Exercise is a copyrighted instrument of the Regents of the University of Michigan, USA.

Simple Ways To Convert More Sales

In this ‘Get More Referrals Today’ Podcast Episode we talk to the sales master Steve Jensen.

Getting referrals, leads and opportunities is a must for any business, but being able to convert them is just as important.

Most people don’t like to sell, they hate being pushy, but what if there is a way to sell and convert more by simply having a better process.

This episode will give you some real insights into selling without selling

Remember to grab our ‘Building Your Million Dollar Referral System’ Guide here – www.michaelgriffiths.com.au/guide

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It Is Time To Work On Your Business and Not Just In It

In this ‘Get More Referrals Today’ podcast we go off on a little side track and look at the importance of working on the business and not just in the business. Quite often we are being run by the business and not steering the direction of the business because of this one factor. Quite often we make this mistake and don’t give ourselves time during the week to ensure we are improving our marketing, improving our sales and improving IP and delivery.

In this episode we take stock of what you should be doing to ensure you stay cutting edge, that you stay the thought leader and that you create the business that you want.

Remember to grab our ‘Building Your Million Dollar Referral System’ Guide here – www.michaelgriffiths.com.au/guide

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Most People Don’t Know How to Properly Use Networking Events – Learn How to Get the Most Out of Your Next Event

Networking events can be an invaluable resource for your business, but nowadays, too many people don’t know how to maximise the networking event, and they just rely on the event to do the work.

The most important place to start is what YOU have to do at networking events, rather than relying on the event itself.

The problem starts when people simply don’t know how to get referrals and create opportunities with other people. The whole reason networking works is because when done right, you’re forming mutually beneficial relationships. Just consider what would happen if you would bring a small group of people together and connect all their opportunities. It would open a world of business for all of them!

The Basics:

Focus #1:  First and foremost, you need to have the right mindset and be willing to help others. You’re not there to just take for yourself. So be honest with yourself – can you walk into a networking event with a genuine desire and interest in helping other people?

So the first think to think of at the event is “How can I help others in the room?” Next, how do I create opportunities and get into networks with other people in the room. Just consider and do the maths: talking to one person, might bring one sale; however, those who understand referral marketing know that if I open the doors to your network, I could get hundreds of sales over the next months and much longer after. In every conversation you have, see if you can connect them to someone in your network so they gain access to your network and you open the doors to their networks.

Finally, after the event, the key here is follow up and follow through. Sometimes people will find someone who’s willing to help, and then they don’t follow up!! Don’t miss out on such an opportunity!

As I wrap up, because these simple mindset strategies are not built into most networking events, most people aren’t doing this. Most people are just thinking of the sales they want to make at the event, but the real value lies in the networks and opportunity the people you meet will bring.

So now that you’ve educated yourself on how to be a good networker, for your next event, remember these Key Strategies. Practice the right referral mindset and you will quickly dominate the room at events and walk out having gained the most from them.

Let’s Talk – Rapport is Critical not just in Business but in Life

The dictionary defines rapport as “relation characterised by harmony, conformity, accord, or affinity.”

When you have rapport with someone, it’s that feeling of flow, ease and comfort in a conversation when there is mutual liking and trust. You will recognise a lack of rapport when you encounter those conversations that feel forced, uncomfortable and rigid. Once you’ve established rapport with a person, he or she is much more likely to be open with you and share information, buy your product, recommend you to others, or support your ideas. Consider rapport as the foundation to and referral partnership.

So while building rapport is intuitive and natural to some people, it is an important skill that anyone can learn.

Here are some tips for building rapport.

 Be Real. Fist and foremost, be genuine. If you’re not, the person will know. So be sincere in what you say; don’t make up an interest in something just to create rapport.

Establish artificial time constraints. Nobody wants to feel trapped in an awkward conversation with a stranger, so try beginning the conversation with something along the lines of “I’m on my way out but before I left I wanted to ask you…” When the other person knows that there is an end in sight that is close, and you’re not the person talking to them the rest of the event/flight/afternoon, then they can relax and engage with you more comfortably.

Ask good, open-ended questions. Open-ended questions are ones that don’t require a simple yes or no answer. People love to talk about themselves. Asking open-ended questions and paying attention to the answers helps you learn more about the other person and shows that you have a genuine interest in them. The key is in your follow-up. LISTEN and respond according to what they said. This is how they’ll know you are truly catching their details.

Find Common Ground. When you meet someone new, do your best to find something you have in common. Use open-ended questions to discover some personal information about the person: perhaps you attended the same school or university, have the same favourite vacation spot, grew up in the same city, know the same people, or root for the same sports team.

Be Empathic. Empathy is about understanding other people by seeing things from their perspective, and recognising their emotions. Once you achieve this, it’s easier to get “on their level.”

Ask For Help. When a request is small (this is key), we naturally feel a connection to those who ask us for help. Think for a moment about the times in your life when you have either sought assistance or been asked to provide it. When the request is simple, of limited duration, and non-threatening, we are more inclined to accommodate the request. As human beings, we are biologically conditioned to accommodate requests for assistance.

Smile. Smiling is the most powerful nonverbal technique to let someone know you are non-threatening, friendly and trustworthy. Smiling makes you approachable.

What To Do At Speaking Events and Podcast Interviews To Build Your Audience

In this ‘Get More Referrals Today’ podcast we look at what you should be doing with your Live & Leverage channel to ensure you are building your audience and filling your sales funnel. Being able to speak at events or be on someone else’s podcast is fantastic and certainly gives you some good exposure.

However there is a simple mistake that most people make that ensures they don’t get the amount of traction or business that they should from doing such an activity.

In this episode we go through what you need to be doing and how to get maximum benefit from using your live and leverage channel.

Remember to subscribe to our podcast on Podbean, I-Tunes or Spotify by searching for ‘Referral Marketing Guru’

Do You Know Your Ideal Customer?

One of the biggest barriers to receiving heaps of referrals is an unclear ideal client profile. If your referral partners, clients, and customers don’t know who is a perfect fit for your products, programs, and services, it will be difficult for them to identify their own friends, family peers, and contacts who would greatly benefit from hiring you, buying from your company, or learning from you — and in turn difficult for them to refer people to you. 

What do the top 10-20% of your clients have in common? Here are some tips to help you find your business’s ideal customers:

Define your product or service from the customer’s point of view. What does your product do for your ideal customer? What problems does your product solve for your customer? What needs of your customer does your product satisfy? How does your product improve your customer’s life or work?

Demographics: Define the ideal customer. What is his or her age, education, occupation or business? What is his or her income or financial situation? What is his or her situation today in life or work?

What problem do you solve for your ideal customer? Determine the specific benefits your customer is seeking when they are buying your product. Of all the benefits you offer, which are the most important to your ideal customer? What are the most pressing needs that your product or service satisfies? Why should your customer buy from you rather than from someone else?

Where are they? Determine the location of your exact customer. Where is your customer located geographically? Where does your customer live or work? Where is your customer when he or she buys your product or service? Where do they spend their time online?

When are they your customer? Determine exactly when your ideal customer buys your product or service. What has to happen in the life or work of your customer for him to buy your product? What time of year, season, month or week does your customer buy?

Determine your customer’s buying strategy. How does your customer buy your product or service? How has your customer bought similar products or services in the past? What is your customer’s buying strategy? How does your customer go about making a buying decision for your product?

Your ability to clearly define and determine the very best customer for your product or service will determine your success in business.