The Selling Podcast

YOUR FAILING AT REFERRALS... DO IT BETTER! - WITH JAMES MUIR

April 14, 2021 Season 2 Episode 14
The Selling Podcast
YOUR FAILING AT REFERRALS... DO IT BETTER! - WITH JAMES MUIR
Show Notes

We all agree that referrals are the best way to find customers. Statistically, you are not getting as many referrals as you should be receiving. Why are we not getting that many referrals is we know that they are so good?

How do you get more without coming off desperate or "sales-y?" James Muir at www.puremuir.com explains all about referrals. He is the author of the #1 selling book, The Perfect Close. 

In this episode we discuss:

  • Define your target market by two categories
    • Demographics - Commonalities of size, measurable aspect, etc
    • Psychographics - Mindset of the people (are they in change mode?)
  • Problem inventory
    • What problems we solve?
    • What problems clients have?
  • Referrals through introductions
    • Find desired LinkedIn connection of client 
    • After you provide value, then ask for an introduction
    • Ensure that you are providing value then ask for the connection

In short, James states that you should not be a jerk! In his words, he says, "become a better person." Since this was going to take some extra time for Scott, we needed to break up this session into two episodes. Come back next week for the answers to the two questions, 1. How to start when you haven't done it? and 2. How to start out to create a system of referrals?

Contact us for more information or if you have any questions:
[email protected]
[email protected]