Let's Talk Referrals!

Hey everyone, my name is Steve Black, Executive Director for BNI West & South-Central Texas and founder of Referality.

My job is to network with other people. Meet new people. Engage in conversation. Prior to the pandemic, that is what I did every single week. The last 18 months, not so much.

They say networking is a contact sport. You need to be there. With the changes in the world and with technology I don’t think that it is as necessary as it used to be, but old habits die hard and the majority ofpeople feel that in-person contact is the only way to do it, or maybe just the best way. I’m not going to argue.

This presentation is about Imposter Syndrome. No, this is not about deliberately pretending to be someone else, though it is very closely related and the reason I wanted to share this with you is because I do and have suffered from Imposter Syndrome to varying degrees throughout my life and I know I’m not the only one.

This past 18 months have given me lots of extra time to work and learn. I wanted to learn more about myself. Not just business, or how to do something. I needed to understand me so I can identify my strengths and weaknesses and develop a plan to either improve my weaknesses or pay someone to do the things I’m not good at.

However, what I did learn is that I really do get in my own way. A lot.

I have a lot of time to do what I need and want to do. Yet I sometimes wait for the last minute to do them. I change my mind on what my plans are because I’m not sure how they’ll be received by others. I second guess myself constantly and writing emails and copy, developing presentations like this can take me hours and days, because I re-read again and again to make sure the words are perfect.

Today, I wanted to talk about Overcoming Imposter Syndrome. And maybe, by sharing this with you, it will help me as well.

Let’s get started.

Accountability essentially means 'being held responsible for the things you do'. It's essentially a form of responsibility that means 'the buck stops with you' and it's actually incredibly important. Here I’m going to talk about what accountability really means in terms of psychology and at why it's so important.

Most businesspeople are at their best in face-to-face meetings with prospects, when they've got notes and sales materials with them and are prepared for the meeting.

But, what about when you don't know who you'll be meeting a the next networking event?

Being knowledgeable about your profession is just one of the keys to creating influence that lasts.

Is there someone in your profession or industry, and in your local community, that people automatically think of when when talking about what you do or what your job is? They're well known at the local chamber of commerce, or everyone seems to know who they are when you attend networking or social events.

Could you name that person?

Do you want to be that person?

On this podcast I'm going to be talking about becoming the known authority and expert in your industry and in your local community.

Today, I’m going to be talking about listening. To be more accurate, I’m going to be talking about actively listening versus just hearing.

It’s easy to confuse listening with hearing, but understanding the differences will help you communicate better. Whether you’re interested in improving personal or professional relationships, active listening is essential.

Can you hear me? Are you listening?

Your ideal customer is also your ideal referral. Do you know how to describe them to your referral sources or BNI Members in your chapter?

At the end you'll get the opportunity to register for my free Masterclass Training, Get the Right Referrals Every Time. You can also register here and not have to listen to the podcast: https://www.referality.com/ideal-referral. I'll be sad you missed the podcast of course.

What is influence and why does it matter?

Each of us belongs to many different societies both online and in the real world and our social and technological changes in recent years have made these skills an absolute necessity, especially in business.

Therefore, brushing up on our social skills is vital to our business success.

This week, I’m going to talk about 9 different ways you can develop social skills to help you be more successful.

Think about all the emails and sales pages you’ve seen just in this last week, touting a new class, product, or service. Very often businesses will highlight the features and benefits of their latest creation but then fall short because they didn’t include a story.

The art of storytelling in business can be crucial to your success. It can mean the difference between having a sales funnel full of referrals or barely getting a client because you’re connecting with the wrong people. People will spend their money with you only when they know, like, and trust you. What better way to build that relationship than with your storytelling skills.

Of course, your storytelling skills are wasted unless you identify your ideal clients and where to find them. Think too broadly and you’ll attract freebie seekers or others who will request a price reduction. Or you’ll find those who can afford your price point but who don’t want to do the work. Or worse yet, every referral you get you can’t help. Narrow your sights on your ideal client and create a storyboard with their demographics. Where do they live? Are they married? Do they have a family? How old are they? What are their pain points? How can you help them?

By stating these specifics, you will paint a clear picture of who you want to help, who you want to attract into your referral or sales funnels, and where you can find them to start interacting. Focus on building relationships instead of selling products...

Everyone needs a tribe of raving fans, right?

The more digital we become, the more customers expect to have even more interaction with the businesses they love. Think about your two-way communication as an opportunity to expand by understanding what your customers want and what you have that helps them. This communication builds lasting relationships and a loyal customer base. People need to feel that they are an active part of the companies they follow.

You have great products. You provide great customer service. So, how do you turn your audience into a vibrant, engaged community that talks about you with everyone they know.