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    REFERRAL – Unknown

    April 22nd, 2011

    The definition of “referral” will surprise you, and at the same time make you understand why you don’t get as many as you expect or ask for.

    The definition of “referral” is: Risk.

    Do you ask for referrals?

    Do you get as many as you think you should?

    Why do people hesitate when you ask?

    Why do people not give them to you, or put you off?

    Why do YOU hesitate to ask?

     Maybe you feel awkward asking because you really don’t feel that you’ve earned the referral yet.

     Here are a few questions to ponder if you didn’t get what you asked for:

    Did they like you enough?

    Did they trust you enough?

    What did you do to deserve it?

    Did you deliver more than promised?

    Did you serve them at the highest level possible?

    What did you do that was memorable?

    What did they risk by giving a referral to you?

     Giving a referral is a risk. Is your customer willing to take that risk by referring you? Are they willing to risk a friendship or relationship they have by referring someone to you?

     Or more powerfully stated, WHEN are they willing – at what point in your relationship with them would they be willing to risk a friendship or relationship they have with someone else, by referring them to you?

     Here are a few deeper questions to ponder if you didn’t get what you asked for:

    What have you done to both earn the trust of AND reduce the risk of your customer? If “not enough” is the answer – then it’s probably the amount of referrals you get.

     REALITY: You are NOT going to get great (real) referrals without a high level of comfort, a history of performance, and deep level of trust.

     Referrals are the highest percentage sales call in the universe. Would you rather have 100 cold call leads or one referral? Just checking.

     Referrals are not magic, but they sure make selling seem like it – you make more sales when you have more referrals.

     Everyone wants referrals, BUT few are willing to do more than ask to get them – and some salespeople don’t even do that. There’s a way to get more referrals than you thought possible – but there are some hitches, one of which is hard work on your part.

     What’s the best way to get a referral?

    Don’t ask for them; earn them!

     PICTURE THIS: You walk into your best friend’s house and say, “Mary could you do me a favor? I’m looking for some new friends and I was wondering if you knew anybody like yourself that you could refer me to, and oh by the way I’m going to be selling them something. And if you wouldn’t mind doing an introduction for me, I’d really be a happy about that. And oh by the way, thanks.”

     Doesn’t that sound ludicrous? Doesn’t it seem imposing? Doesn’t it even border on rude? And your friend may even agree to do this for you, but in the end when it comes time to put up or shut-up, their list will be very short. Maybe even empty. Yeah, yeah that’s it. Empty.

     And you can be an even bigger jerk by calling them up pretending to like them, by saying “And speaking of referrals, how about those friends I asked you about the other day?”

     What I have just described for you is what 99.9% of all salespeople do when they ask for a referral. And it is obvious from the above example that they are 100% wrong!

     Anyone who asks for a referral doesn’t get it. A referral isn’t something that you ask for. A referral is something that you earn. Oh sure you can ask for them, but it makes everyone feel awkward and will oftentimes destroy a budding relationship.

     Which brings me to my point.

     When is the best time to ASK for a referral?

    After the risk has been eliminated.

    Sales managers tell salespeople to ask for referrals as soon as you make a sale. And sales managers are wrong. Real wrong.

     After the sale has just been completed is the WORST time to get a referral. You haven’t delivered. There’s no relationship yet. There’s no proof of service yet. And trust is tentative.

     Start them thinking by asking, “Mr. Jones, if we deliver and exceed your expectations, who else would you insist get this?” Let him answer. Then ask, “If we are phenomenal, would you be willing to call a few associates and set up a three-way lunch?”

     Now the referral outcome is in your court. All you have to do is perform the way you promised. All you have to do is deliver.

     Asking for the referral too early is playing the “greed’ card.

    Asking when you have eliminated risk and built trust is the “money” card.

     My measure of success as a salesperson has always been by the number of unsolicited referrals I get. That’s the report card of selling. People referring you behind your back. People referring you without asking. People calling you and wanting to buy.

    How many unsolicited referrals do you get?

    Hispanic Donors – C. Tetley

    June 17th, 2009

    Attracting the biggest cultural group of donors in the U.S. requires an understanding of their family and community values. Family roots are deep and people rely more on their emotions, intuition and family when making decisions. Discussion are often at the family dinner table or discussed on weekly phone calls with family members.

    Creating a branding and marketing campaign with Spanish influences from many Latin cultures will be more attractive than just having bi-lingual front line staff member working in your office. They want to fully understand the purpose of your request and feel completely confident in your organization’s intentions. Images coupled with heart warming stories will create more interest than facts and figures. They want to see and feel the full impact of your organization’s work.

    Recently, it was reported that it seemed that Hispanics preferred human to human contact on the telephone and at donor drives when making donations. Websites with an ability to immediately connect to a call center may be more successful than one without an ability to speak with someone. 

    Organizations are using point rewards and other create ways to increase donations.  Hispanic terminology and familiar cultural touches that are peppered throughout your branding campaign must be sincere or they will viewed as campaigns driven mostly toward the Hispanic financial buying power.

    Hispanic blood donors give mostly to those in need in their own immediate families. It is not because they only focus on their own families but because it is not generally something that has been widely experienced before. To increase Type O donations, an organization might consider marketing to the family’s interests with giveaways that the entire family can enjoy for their donation. Incentives such as travel, restaurant or movie incentives is a good way to not only increase donations but it will recruit other family members to give so they too can invite others to join in. 

    If you are looking for a retention program, work with an incentives broker that will help you determine the right type of incentive for your donors. Brokers have experience working with many charitable and non-charitable organizations and know what works during a challenging economy.  They are expert advisers keeping on top of industry trends, can assist you with obtaining deep merchandise discounts, sport and entertainment tickets because of their industry relationships.

    Financial: Three Retirement Tips for Late Starters – By Dave Ramsey

    May 21st, 2009

    Now is the time to get moving!  Are you one of the millions of people who realized you started saving for retirement about 20 years too late?  If so, don’t lose your head and start freaking out. Here are three tips to help you.

    1. Downsize your lifestyle.
    It’s a safe bet that you’ll need about 85% of what you earned before retirement after you leave your job. If you buy that $5 latte every morning or always wear the expensive, name-brand clothing, I’m talking to you. It’s time to get “gazelle intense” about paying off all your debts and living on less than you make.
     
    2. Put off retirement for two more years.
    The more you work, the more you save. According to the Center for Retirement Research at Boston College, most people that work just two more years past retirement age can lower the amount of savings needed by about 25%. Plus, the extra income won’t hurt anything!

    3. Start investing in mutual funds.
    If you’re 40 and have zero dollars in your retirement account, don’t give up yet! By saving just $2,000 a year in a mutual fund earning 12%, you will have $333,866 by age 65—or $428,714 if you wait till age 67! While you won’t have the most luxurious retirement, you can draw a decent yearly income from the interest by leaving that money alone.

    You Deserve to Be Happy – Brian Tracy

    May 6th, 2009

    Achieving your own happiness is the best measure of how well you are living your life and enjoying your relationships. You can learn how to be happier and more fulfilled in everything you do.

    Everyone is Different
    Happiness in life is like a smorgasbord. If 100 people went to a smorgasbord and each put food on their plate in the quantity and mix that each felt would be most pleasing to him, every plate would be different. Even a husband and wife would go up to the smorgasbord and come back with plates that looked completely different. Happiness is the same way. Each person requires a particular combination of those ingredients to feel the very best about himself or herself.

    Listen to Your Heart
    And your mix is changing continually. If you went to the same smorgasbord every day for a year, you probably would come back with a different plateful of food each time. Each day-sometimes each hour-only you can tell what it takes to make you happy. Therefore, the only way to judge whether a job, a relationship, an investment, or any decision, is right for you is to get in touch with your feelings and listen to your heart.


    Be True to Yourself
    You’re true to yourself only when you follow your inner light, when you listen to what Ralph Waldo Emerson called the “still, small voice within.” You’re being the very best person you can be only when you have the courage and the fortitude to allow your definition of happiness, whatever it may be, to be the guiding light of every part of your life.

    There Are No Limits
    A very important point on the subject of happiness is whether or not you feel that you “deserve” to be happy.

    Accept the notion that you deserve all the happiness you can honestly attain through the application of your talents and abilities. The more you like and respect yourself, the more deserving you will feel of the good things in life. And the more deserving you feel, the more likely you will attain and hold on to the happiness you are working toward.

    Make Happiness Your Key Measure
    You should make happiness the organizing principle of your life. Compare every possible action and decision you make against your standard of happiness to see whether that action would make you happier or unhappier. Soon, you will discover that almost all of the problems in your life come from choices that you have made – or are currently making – that do not contribute to your happiness.

    Pay the Price
    Of course, there are countless times when you will have to do little things that don’t make you happy along the way toward those larger things that make you very happy indeed. We call this paying the price of success in advance. You must pay your dues. Sometimes these interim steps don’t make you happy directly, but the happiness you achieve from attaining your goal will be so great that it totally overwhelms the temporary inconveniences and dissatisfactions you have to endure in order to get there.

    Action Exercises
    Here are three steps you can take immediately to put these ideas into action.

    First, accept that you deserve all the joy and happiness you can possibly achieve through your own efforts.

    Second, make your own happiness the chief organizing principle of your life and judge everything against that standard.

    Third, be willing to work hard and pay the price for the satisfaction and rewards you desire. Always go the extra mile and your success will be assured.

    Loss of Motivation – John Wesley

    October 24th, 2008

    How many times have you started a new activity (such as a personal project or exercise routine) with a burst of enthusiasm, only to see that initial momentum evaporate? This often leads to depression and causes us to give up prematurely. I’ve experienced this letdown dozens of times myself. But fortunately, with a bit of thought and reflection you can turn this negative emotion around.

    The key to harnessing your emotions is understanding them. The natural pattern of human emotion is peaks and valleys. When we start a new project we’re filled with tremendous optimism. All we can think about is the expected benefits, and since we haven’t started yet, we aren’t aware of the difficulties involved. This natural high causes a surge of mental and physical activity. The peak is a great thing because the energy boost gets projects off the ground. If you’re a creative type like me, you know that this period is euphoric. You feel like nothing can stop you.

    The downside of this surge of energy is that it inevitably ends. Exerting large amounts of energy wears you down, and after the initial optimism wears off we feel extremely tired. However high you started off, you fall down just as low. This causes a loss of confidence. The combination of fatigue, scant results, and an awareness of impending adversity makes us want to give up. From personal experience I’ve learned a few ways to hold strong against negativity.

    Be Prepared for a Letdown

    Emotions, by nature, lose their power when we understand them. Prove this to yourself. Next time you get angry, take a moment to reflect on the reason behind the emotion. When I step back and reflect, it’s easy to see that my anger is caused by insecurity/selfishness/jealousy etc. After I understand the cause my anger fades away.

    The same technique applies to a loss of motivation. Instead of giving into negativity, step back and analyze. Look at the causes. Are you tired, burned out, disappointed by the results? Are these feelings justified, or are they a by product of a low point in the emotional spectrum?

    To illustrate these ideas, I’ll use my most recent project as an example, the creation of this site. When I launched Pick the Brain it took an enormous amount of effort. I was completely new to blogging, web design, and traffic building so there was a steep learning curve. Writing new posts, setting up the site, and trying to build traffic took up nearly all my free time. After about three weeks I was completely burned out. I got depressed and started to question if the site was worth the effort. I wasn’t seeing any returns and I started to find enormous faults in my writing and the purpose of the site. There were moments when I was resigned to failure.

    One reason I was able to overcome this loss of motivation is that I prepared myself for a letdown. Beforehand, I researched blogging and learned that it generally takes 9-12 months before a site begins to see significant traffic. Knowing that my lack of success was perfectly normal helped me get over it. The same is true for other endeavors. If you know losing 20 pounds in a month is unrealistic, you’ll be able to accept losing only 5 more easily.

    I also knew my own emotions and was prepared for the initial emotional peak to pass. When I was first inspired to launch a website, my expectations were through the roof. Dreams of AdSense revenue danced in my head and I pictured throngs of loyal readers as if they already existed. But because I understand my emotional pattern, I realized this optimism would give way to depression. In the back of my mind, I foresaw the impending motivational battle, and when it came I was ready.

    Reevaluate Your Strategy and Motivation

    The passing of the emotional peak is a blessing in disguise because it allows us to reevaluate our plans from a fresh perspective. At first we are blinded by our own optimism. When we lose our motivation we can see gaping holes our in plan. We can either get down on ourselves and give up, or we can use this negative emotion to discover our faults and correct them. After I pulled myself out of the motivational cellar, I went back to all the negatives thoughts I’d had and applied them to improving the site. Having a pessimistic attitude opened my eyes. It made me realistic about my abilities and expectations. Emotional valleys bring us back to reality. Without them we’d be raving lunatics with unlimited self-confidence.

    Use a loss of motivation as an opportunity to reconsider what your motivation really is. One reason I lost motivation is that I became too concerned with the financial aspect of blogging and lost sight of the real reason I started: sharing my passion for self improvement and the pursuit of happiness. When I realigned my motivation with my passion, the lack of results didn’t matter. My motivation returned because I realized connecting with people through my writing is an end in itself. Even if this site never makes I dime, sharing my ideas and experiences to help other people is worth the effort.

    In truth, sometimes giving up is the right decision. If you started doing something for the wrong reasons you’ll likely lose your motivation. This is a good thing. It allows us to see what really motivates us. In these cases, the best choice is to move on to a new endeavor. Don’t fight self doubt, use it for your benefit.

    Conclusion

    Dealing with emotional highs and lows is an experience common to all people. We generally accept our emotions as beyond our control. They are powerful and mysterious and appear quite irrational. But if we contemplate our emotions, if we explore the inner workings of our minds, we find that like all things, emotions obey the law of cause and effect. Armed with this knowledge, we can continue to allow our emotions to dominate our lives, or we can use them to our benefit.

    Don’t be surprised by a loss of motivation and don’t be disappointed by it. Understand it as natural effect of the human mind, and utilize this knowledge of self to make your emotions work for you.

    Increase Motivation – John Wesley

    October 24th, 2008

    If you want to make things happen the ability to motivate yourself and others is a crucial skill. At work, home, and everywhere in between, people use motivation to get results. Motivation requires a delicate balance of communication, structure, and incentives. These 21 tactics will help you maximize motivation in yourself and others.

    Motivation

    1. Consequences – Never use threats. They’ll turn people against you. But making people aware of the negative consequences of not getting results (for everyone involved) can have a big impact. This one is also big for self motivation. If you don’t get your act together, will you ever get what you want?

    2. Pleasure – This is the old carrot on a stick technique. Providing pleasurable rewards creates eager and productive people.

    3. Performance incentives – Appeal to people’s selfish nature. Give them the opportunity to earn more for themselves by earning more for you.

    4. Detailed instructions – If you want a specific result, give specific instructions. People work better when they know exactly what’s expected.

    5. Short and long term goals – Use both short and long term goals to guide the action process and create an overall philosophy.

    6. Kindness – Get people on your side and they’ll want to help you. Piss them off and they’ll do everything they can to screw you over.

    7. Deadlines – Many people are most productive right before a big deadline. They also have a hard time focusing until that deadline is looming overhead. Use this to your advantage by setting up a series of mini-deadlines building up to an end result.

    8. Team Spirit
    – Create an environment of camaraderie. People work more effectively when they feel like part of team — they don’t want to let others down.

    10. Recognize achievement – Make a point to recognize achievements one-on-one and also in group settings. People like to see that their work isn’t being ignored.

    11. Personal stake – Think about the personal stake of others. What do they need? By understanding this you’ll be able to keep people happy and productive.

    12. Concentrate on outcomes – No one likes to work with someone standing over their shoulder. Focus on outcomes — make it clear what you want and cut people loose to get it done on their own.

    13. Trust and Respect – Give people the trust and respect they deserve and they’ll respond to requests much more favorably.

    14. Create challenges – People are happy when they’re progressing towards a goal. Give them the opportunity to face new and difficult problems and they’ll be more enthusiastic.

    15. Let people be creative – Don’t expect everyone to do things your way. Allowing people to be creative creates a more optimistic environment and can lead to awesome new ideas.

    16. Constructive criticism
    – Often people don’t realize what they’re doing wrong. Let them know. Most people want to improve and will make an effort once they know how to do it.

    17. Demand improvement – Don’t let people stagnate. Each time someone advances raise the bar a little higher (especially for yourself).

    18. Make it fun – Work is most enjoyable when it doesn’t feel like work at all. Let people have fun and the positive environment will lead to better results.

    19. Create opportunities – Give people the opportunity to advance. Let them know that hard work will pay off.

    20. Communication
    – Keep the communication channels open. By being aware of potential problems you can fix them before a serious dispute arises.

    21. Make it stimulating – Mix it up. Don’t ask people to do the same boring tasks all the time. A stimulating environment creates enthusiasm and the opportunity for “big picture” thinking.

    Master these key points and you’ll increase motivation with a bit of hard work.

    All Life Wishes to Reward Its Benefactors by Jim Rohn

    April 9th, 2008

    Parents, leaders, employers, teachers and volunteers have you discovered one of the great positive mysteries of life? Here it is – All life seems to wish to reward its benefactor.

    If you become the benefactor, you will receive these incredible rewards. If you are the benefactor to the garden, the flowers seem to bloom and say, “Look at me. Look how bright and beautiful I am because you took care of me. I wish to reward you by being beautiful, lovely, spectacular.”

    Your own children, if you become their benefactor, they want to reward you with their progress. I taught my daughters how to swim. And my daughters would say, as they were about to dive, “Daddy, daddy watch, watch, look, look, watch” as if to say; ‘look what you have created here, you’ve spent the time with me and now look at me. This is the payoff. ‘ Watch me dive.” I was their benefactor.

    I have found that all life wishes to respond to the benefactor. The ones who give their time, give their effort, give their patience, give their ideas, the benefit of their experience. Whatever has benefited from that, wishes to respond. The crop wishes to grow. The child wishes to show you how much progress they’ve made.

    And remember that whatever you move towards tends to move towards you. Just as when you move toward education, and education starts to seek you out. Or when you move toward progress and progress seems to want to now embrace you. You will find that, just as predictably, as you move towards helping those in your care they will wish to repay you with their own success and accomplishments.

    Vitamins for the Mind – LIFESTYLE

    Let others lead small lives, but not you. Let others argue over small things, but not you. Let others cry over small hurts, but not you. Let others leave their future in someone else’s hands, but not you.

    Lifestyle is the art of discovering ways to live uniquely.

    Some people have learned to earn well, but they haven’t learned to live well.

    Earn as much money as you possibly can and as quickly as you can. The sooner you get money out of the way, the sooner you will be able to get to the rest of your problems in style.

     
         
     

     
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