This insight comes from Emile Paradis. Known as the Colonel, Emile is an Asentiv franchise owner in Atlanta. He helps business owners and sales professionals focus on new business development through strategic relationships that start with clearly identifying a market and creating connections.
There are three attitudes that are critical for referral success. These attitudes affect how others perceive you, how they relate to you, and if they will refer business to you.
Critical Attitude #1
Build relationships with the attitude of giving to the other person in ways that are meaningful to them. If you are always listening for ways to contribute to the other person you will build great relationships and a great reputation. Do you actively listen for ways to help others when you are networking?
Critical Attitude #2
The Platinum Rule – treat others the way they want to be treated.
Dr. Tony Alessandra, top expert in the field of Behavioral Styles, popularized the term and the idea that we have better relationships if we treat others the way they want to be treated vs. the Golden Rule concept of treating others the way we want to be treated. Understanding behavioral styles is essential to truly adopt this attitude.
However, just tuning into the other person and matching their style will make them more comfortable with you. For example, at the simplest level, if someone is high energy and very enthusiastic, match them with enthusiastic responses and a fast paced conversation. For a more reserved, quiet person, tone it down and take your time. Do you put other people at ease when you interact with them?
Critical Attitude #3
It’s all my fault – successful people take full responsibility for the life they create.
Since referrals come from other people, it is easy to blame others for bad referrals, not giving referrals back when you refer them, or not treating the referral the way you would want. If you adopt the “It’s all my Fault” attitude, you will be more proactive in training others to bring you good referrals, make sure they are motivated and know how to give referrals back to you, and coach them on how to handle a referral to protect the relationship and turn the referral into closed business.
So check your attitude and let me know what you think about the above.