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  • (upbeat music)

  • - When I'm talking to most service professionals,

  • if I were to ask you the question

  • where do most of your clients,

  • where do most of your business come from,

  • what would you say to me? Comment below.

  • Now, most people would probably say referrals,

  • word-of-mouth.

  • Now, if that's the case

  • that a majority of your business comes from word-of-mouth,

  • what are you doing to stimulate referrals?

  • I don't mean you hope that if you do a good job,

  • that your clients refer.

  • I mean, exactly, what do you say?

  • What could you do proactively to get more referrals?

  • Now, most service professionals, their strategy is this.

  • They hope.

  • The problem is, hope is not a strategy.

  • If you've followed my work for some time, you know that.

  • Hope is not a strategy.

  • Or maybe that when you ask for a referral, you ask,

  • "Hey, you know,

  • "if you can think of anyone that needs my service,

  • "like, please let me know."

  • And what does your client say?

  • They say, "Well, I can't think of anyone right now."

  • And then you're like, "Well, okay."

  • And then you wait and you wait and you wait,

  • and then what happens?

  • Well, nothing happens.

  • Today I'm gonna teach you three strategies

  • that you could use today to get more referrals.

  • Are you excited?

  • I'm excited.

  • Here we go.

  • Referral strategy number one.

  • Do you know that the word referral itself,

  • it is a weak word when it comes to getting referrals.

  • What?

  • Dan, what do you mean?

  • Yes, it is a weak word.

  • You do not want to use the word refer

  • when you're asking for referrals.

  • Duh, boom.

  • What do you mean by that, right?

  • It's very, very simple.

  • Because when you say the word refer,

  • refer is like something that might happen in the future.

  • A much better word, a much more powerful word to use is,

  • write it down, introduce.

  • Introduce, not refer.

  • When you use the word introduce,

  • see, introduce, it's now.

  • Present tense.

  • Refer is like something,

  • or maybe some distant future that might happen,

  • so don't ask your clients,

  • "Hey, you know anyone that you could refer to me?"

  • No.

  • "Do you know anyone that you could introduce to me

  • "that might need my help?"

  • You see the difference?

  • Referral strategy number two,

  • and that is ask permission before you even do business.

  • Let me give you a quick script.

  • Let's pretend I'm a real estate agent.

  • Here's something that you could say.

  • Now, you say it not at the end of the transaction,

  • but in the beginning.

  • "Hey, Mr. Client,

  • "you know my purpose is to help you

  • "to become so happy with the help that I will provide

  • "that you will gladly introduce me to at least two people

  • "that you really care about

  • "before I even sell your home

  • "or help you find a new home

  • "or find your next investment property.

  • "In fact, I want you to be so delighted

  • "with the help that I'll be providing for you

  • "that at the end of our transaction,

  • "by the time we've done business,

  • "I will ask you for at least two people

  • "that you really care about and introduce them to me.

  • "Does that seem fair enough?"

  • Now you set the tone.

  • It's almost like a criteria of doing business with you.

  • Ask for permission in the beginning, not at the end.

  • Number three, ask for advice, not just referrals.

  • Now, what do I mean by that?

  • Maybe you're dealing with a high-net-worth individual.

  • You're dealing with a highly successful person.

  • Now, sometimes, they may not be comfortable

  • putting their names on the line for you

  • to refer their inner circle, their friends to you.

  • So, you get so direct, they're like, "Hmm."

  • You can sense a little bit of the hesitation

  • from those type of clients.

  • So, what do you do?

  • Instead of asking for referrals, ask for advice.

  • This is advanced, this is cool.

  • Check this out.

  • You call them, you meet with them,

  • and first of all, you acknowledge them first.

  • You will say something like this.

  • "Hey, Mr. Client,

  • "I sincerely want to thank you for

  • "letting me to help you do A, B, C, and D,

  • "and I'm truly grateful."

  • "Imagine you were me

  • "and you run a digital marketing agency,

  • "and you want to help more people

  • "to generate more leads or generate more traffic

  • "to your website or funnel,

  • "and you only wanna work with people

  • "who are introduced to you by people that you already know.

  • "I'm curious, what would you do to encourage other people

  • "to introduce themselves to me?"

  • That's it.

  • You ask for advice, don't ask for referrals.

  • Now, as a highly successful person, guess what?

  • They'll be coming up with ideas on the spot.

  • They will say that you could do this, you could do this,

  • and this is how you can get more referrals,

  • you should have this, you have this ready,

  • you have this ready.

  • And guess what do you do, you go implement them.

  • Now, when you bring back some kind of result,

  • it's now very difficult for them

  • not to introduce someone that they know to you.

  • In fact, they may be, "You know what?

  • "I can think of someone,

  • "I can think of three people right now.

  • "I can introduce them to you.

  • "You know, I'll be seeing John next week.

  • "Maybe I'll bring it up.

  • "Maybe I should bring you along.

  • "We'll have dinner, we'll have this party."

  • On and on and on and on.

  • It is that simple.

  • So, ask for advice, don't ask for referrals.

  • By the way, those are the three strategies.

  • If you want to know more

  • when it comes to script,

  • when it comes to what to say to get more referrals,

  • tell you what, let's do a deal.

  • If this video gets over 100,000 views,

  • I'll make more videos on this particular subject.

  • How do you get more referrals?

  • How do you know what to say,

  • exactly what you need to say to get more referrals?

  • Oh, what the heck, I'll give you a bonus.

  • Strategy number four.

  • What do you do when they say no when you ask for referrals?

  • When you get a no,

  • when your clients tell you no,

  • or I can't think of anyone,

  • here's what you say.

  • "Mr. Client, I would love to be the person

  • "who you feel comfortable introducing your friends to

  • "who need digital marketing advice.

  • "Can I ask you a question?

  • "What would have to happen right now

  • "in order for us to make that a reality?"

  • And then you shut up,

  • and you take notes, and you let them talk.

  • And they will tell you,

  • "Well, you know, it's more like,"

  • maybe they'll give you some feedback.

  • "I don't like the way you do this,

  • "or maybe you should've done that,

  • "or if you do this,

  • "then I'll be more than happy

  • "to introduce my friends to you."

  • Great.

  • And then you say,

  • "Well, Mr. Client, let's pretend I do A, B, C, and D

  • "that you suggest.

  • "So, would you be more comfortable

  • "to introduce at least two of your friends to what we do?"

  • And they'll say, "Sure."

  • Boom, and that's how you get referrals.

  • You don't hope, you don't wait.

  • You proactively, you use words, you use a script.

  • There's a way to do this to actually stimulate referrals.

  • Does that make sense?

  • If you're sick and tired of losing control over the sale,

  • if you want to increase your income,

  • increase your sales, increase your closing ratio,

  • boost your self confidence.

  • - What up, HTC?

  • It's boom time for me, yeah!

  • I managed to close my first influencer,

  • and I haven't finished seizing the limit yet,

  • and boy, do I feel pumped.

  • - So, I'm in Japan,

  • and I've been cooperating with my influencer real well

  • thanks to Sifu.

  • I just did a 30 million yen deal,

  • and we closed it with a business owner in Nepal.

  • Yeah, I've been applying the technique

  • that I learned in HTC,

  • and it worked real well.

  • It worked super well.

  • I'm so grateful.

  • Yeah, thanks to HTC family and all the support,

  • and of course, Sifu himself.

  • Without him, I wouldn't be where I was today.

  • - Click the link here or click the link in the description

  • and get involved with my four-part free training series.

  • I'm gonna teach you exactly what to say,

  • but also how to say it.

  • There's absolutely nothing wrong

  • knowing how to sell your product,

  • how to sell your service,

  • even how to sell yourself.

  • It is the most important skill that you could master

  • in life or in business.

  • So, go ahead, click the link right now.

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A2 初級

依頼人は「今は誰のことも考えられない」と言い、あなたは... (Clients Say, “I Can’t Think Of Anyone Right Now” And You Say ...)

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    林宜悉 に公開 2021 年 01 月 14 日
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