hello and good day to you I just thought I'd take a moment or two to talk to you a little bit about one of the biggest challenges that pops up for so many people that I meet as I travel around the world speaking to people looking to build their business and everybody I meet that's looking to grow their business in some way shape or form says they're just like more new customers and when they're talking about more new customers their number one preferred acquisition method of new customers through the door is bringing in referred opportunities people that have been roduced to their business by existing happy customers so I say to rooms full of people is if you want more referrals how do you go about doing it and I get puzzled faces I ask them a simple question I say look if you don't ask then you don't get yet still rooms full of people are telling me that'd love more referrals but they're still not going out their way to ask each and every time that's capable so I figure that they're not asking maybe for just one of three reasons one of the reasons they couldn't be asking could be perhaps that they're too lazy too bone Idol can't be bothered to even you know ask that simple question at the end but I don't think that's you right now listening to this you're clearly somebody who is a positive self-starter wants to make a difference so you're definitely not lazy so it must be one of the other two reasons the two reasons are either you don't know when to ask or you don't know how and I think it's one of those two that stopping you getting the amount of referred business that you'd like through your organization right now so let's deal with the when cuz I figure if we can deal with the when and the how in this short video then chances are you're going to ask slightly more often so the when first of all people say Good Times to ask are just after the customer's made a decision maybe when something's gone wrong maybe when they've had a product for a period of time and they've now said that they're delighted with it could be any of those reasons but there's a more simple clue as to when is the right time to ask you see what we're looking to do is you ask for more when somebody is happy when they're happy with what you've done and when people are happy with what you've done they give out a set of words the set of words they say to you when they're happy are the words thank you you see when somebody says the words thank you it feels like they're grateful to you it means they feel slightly indebted to you and the Very words thank you repay that debt in the slightest possible way so listening for the word thank you is the exact right time to ask for referrals and I don't want you to wonder when the precise time is I want you to set know the little voice inside your head to listen to those words listen to the word thank you hear the word thank you think aha this is my time to ask so we know when we've just got to deal with the how and the how's pretty important really because I think those skills are one of the things that is just challenging you from getting the results that we all know you're capable of and more importantly you urgently desire those better results firstly what we've got to do is we've got to understand a little bit about how we can get somebody to agree to take an action before they even know what that action is let me repeat that I'm going to give you a set of words that you can use to get somebody to agree to take an action before they even know what the action is I'm going to lift very quickly two words from my little book bestselling book magic words and if you haven't got a copy go grab a free one from my website but magic words can be used to get people to do things instantaneous ly they talk straight to the subconscious brain and create a reflex response two magic words that can be used to get an instant agreement from somebody before they even know what the action is that you're going to ask of them is simply the request of a favor you say to somebody you couldn't do a small favor for me then the unanimous little voice inside their head bounces back at you with a yes so I want you to use this now every time you're looking to gain a referral you hear the words thank you you go ah ah this is my time to ask you say you couldn't do me a small favor could you see at that point everybody says yes you've now captured their attention gained their upfront commitment to be able to do something for them you're now going to ask a simple reasonable request of them these are the words and it's important we run with them precisely the words start with you wouldn't happen to know see why would I start with you wouldn't happen to know rather than would you know or do you know see if I start with the words you wouldn't happen to know what I do is I create challenge in the set of words itself I suggest to people that they probably don't but it'd be cool if they did that in itself motivates them to want to go searching for somebody purely with a Twist of words next part of the sentence you wouldn't happen to know just one person the reason I ask for just one person rather than anybody is that the brain's got more chance of finding just one person just one person is easy to think about it it's a more reason request I'm more likely to get it now if I ask for anybody the voice inside just said says hey I probably know somebody I'll go think for you in the future and when people think they're going to think in the future they often don't not because they don't want to or they didn't appreciate your service or the good things you did for them purely because they don't have the time they don't get round to it we're all busy people so let's ask for something more reasonable you wouldn't happen to know just one person let's apply filter make it even easier for them to find them wouldn't happen to know just one person who just like you what we've now done is turn them fishing from their memory of anybody and everybody maybe to a room full of 10 15 20 people that they are now thinking of let's make it even easier for them to isolate which of those people they're going to refer you to you wouldn't happen to know just one person who just like you would benefit from now all we're going to going to serve up to the person we're speaking to is the very thing they've just said thank you for so if they say thank you for providing me a great product great service and helping me in some way shape or form talk to them about the very thing that they said thank you for in the product if that was this is going to allow us to be able to hear our family better around the dinner table say you wouldn't happen to know just one person who just like you would benefit from being able to have more successful meal times where they can hear everybody better too if what happens is you fix a problem for somebody a challenge and what they end up doing is saying thank you for your extra level of service and care you say you wouldn't happen to know maybe just one person who just like you would benefit from somebody who could work with them for the duration for the long term then you have to adopt perhaps one of the most important qualities to succeed in professional sales what you must do is shut up stop talking say nothing leave a pause let them think of somebody at that point in time what you will see is they change in their physiology you'll see their behavior move in some way shape or form they'll lean forward in their chair sit back in their chair cross their arms uncross their arms but in some way shape or form their movement will change at that point they have possibly probably more than likely thought of somebody for you however they will be feeling a little bit uncomfortable at that point where they're feeling a little bit uncomfortable we are going to relieve that discomfort with another set of words we're simply going to say the words don't worry you'll see their physiology change again they'll sit back in their chair feel more relaxed you say the words don't worry I'm not looking for their details right now but who is it that you are thinking of you now receive the name say the name they give you is John you say great when are you going to next speak to John they give you a t a time they say perhaps I'm going to speak to him on Saturday you say great well you couldn't do me a further favor could you I mean they said yes the first time right so now at this point you've got their commitment again to take an action you know when you speak to John on Saturday you wouldn't mind maybe having a short conversation talking to him about your experience of doing business with us and see if he's openminded to taking a call from me to see if we can help him in the same way that we've helped you quite a reasonable request right more than likely going to gain a response they say yes you say what you going to speak to them on Saturday are you they say sure I say would it be okay if I maybe dropped you a call Early part next week find out how you chat with Jong goes they say sure you say early part next week maybe Monday Tuesday they say yeah Monday be great say morning or afternoon they say morning's better you say what 10:00 a. m. and they say 10 a.
m. is great too we now pick up the phone 10:00 a. m.
