The 7 Return of Kindness (ROK) Pathways
It was go time! I was invited to speak at a conference on an island near Vancouver, British Columbia. I emerged from the ferry and greeted my driver. As I moved towards the car, my feet flew out from under me and everything went black. I woke up in a hospital the next day. My brain was foggy, while bolts of pain radiated from fracturing both ankles. Bedridden, and immobilized, my carefully laid-out plans collapsed and my income gone.
Profit of Kindness
What is The Profit of Kindness™ and Why Is It Important?
The Profit of Kindness™ is the art of building trusting, long-lasting relationships through open, non-adversarial interchanges that result in mutually beneficial outcomes. The Profit of Kindness™ is a heart-based approach taps into your emotions, our natural instincts, and deeply ingrained feelings. It increases your chances for success because you will be doing what you value and usually do well. Your focus will be more on giving and working with others more than simply winning.
Have Your Referral Sources Pre-Market You
When your referral sources recommend you, they should sell you to potential clients and make them eager to work with you. Then, when potential clients contact you, all you have to do is close the deal — if you want to work with them.
Most referral sources will pre-market you if they know you produce outstanding results. Most sources only want to recommend the best because it makes them look good and they prefer to associate with the best.
The Power Referral Program
Branding expert Dick Bruso has developed the Power Referral Program®. His system is premised on the belief that people do business with you for four reasons. Because:
They trust you.
They like you.
You are competent in your area of expertise.
You have integrity.
Here’s how Bruso’s Power Referral Program® works:
Create a list of ten people you love and who love you regardless of whether they are in the business you are trying to reach.
Attitude
Adjust your attitude. Assume the role of the person that you want to be; a person who has already achieved success.
“Always self-promote’ 24/7 and be very intentional.” Tommy Newberry the author of The 4:8 Principle (Tyndale House Publishers, 2007) states. “First, know what your end game is, where you want to be, how you want to be perceived, at least 10 years down the road if not 20 or 30. The clearer you know at the outset what you want your life and career to be,
Remaining Fresh
Networks are constantly in flux — people come, go, and move in different directions. They get tired, bored, burned out. Changes in their lives may prevent them from helping you. Your relationship with them may be wonderful for a while and then become less productive or peter out. Circumstances change; solutions that always hit the mark may no longer work.
At times, you have to make changes; some of your network partners may not be performing well or may be holding you back.
YOU CAN’T DO IT ALONE
When I first started my business, I felt that I should be able to run every aspect of it myself. After all, I reasoned, it was my business and I should handle whatever was involved. Soon, I found that although I had skills, I also had holes; big, gaping holes where I was deficient. I knew publicity and I had a talent for connecting people, but I didn’t understand what a P & L was and why I needed it.
Make sure your message is clear and focused
Language can be unclear so define all key terms to make sure that everyone is speaking the same language. For example, I tell people that I am going to help them create a message that the media will say yes to. Many people may not understand what I mean by the word “message,” so I define it for them. Their message is a one or two sentence introduction that explains the benefits they will provide.
Confirming Agreements
As soon as possible, confirm all verbal agreements. Take the initiative and contact the other party while the terms are still fresh in your minds. Confirm your agreement even if you plan to execute a formal contract so that no questions exist on the basic deal.
In early June, Stan, a motion producer, called me. He said that he was interested in working with me on a project that would not start until the fall. However,
3 Steps to Forming Networks That Consistently Send You Referrals
We all have networks. They consist of everyone we know: our friends, family, and business associates. Our doctors, dentists, dry cleaners, mechanics, and CPAs are also members of our networks.
Why Build Your Network?
Networks are an invaluable source of referrals. Referral expert Joanne Black, the author of No More Cold Calling (Business Plus, 2007) notes that when you get clients or customers through referrals:
You are pre-sold. They have heard about and want to work with you.