Know, Like, Trust

endless referralsPeople do business with people they know, like and trust.

How do you get someone to know, like and trust you?  You ask a lot of questions.

Feel Good questions.

How did you get started in business?

What do you enjoy most about what you do?

Use the FORM method of asking questions.  Ask questions about

Family, Occupations, Recreation and Message (what’s important to them)

Then follow up with these people you’ve met.  Send them a thank you card with a little note.  “Nice to meet you at Seven Stars.”

Or send some tidbit of information that might be of value to them.  “You mentioned you liked collecting elephants.  Here’s an article I saw on elephants you might enjoy.’

Give them referrals.  ”  You might send the real estate broker you met a note that says “I heard that Joe Johns is thinking about moving into a smaller house.  His number is 123-2345, let him know I referred you.”  And be sure you’ve called Joe to let him know you’re giving the broker his number.

Develop real relationships.  Stay in touch.  Be Likeable.

Many thanks to Bob Burg for pointing out the above information.  Read his book Endless Referrals.


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