What to SAY So Centers of Influence Refer You.

Not sure what to say to get the results you want? Follow these steps for developing mutually beneficial relationships with other centers of influence (COIs) who know the people who make good prospects for you.

(NOTE: This is not necessarily going to happen all in one meeting and will vary based on how strong the relationship is, your credibility, and how much you know, like and trust each other.)

1. What to say to set up the meeting:
YOU ASK:  “I’d like to get together for a coffee (lunch/beer) some time. Some of my clients have a need for your services so I’d like to learn more about your business and see if there might be a good fit.
Plus I’m hoping there might be some ways we might be able to help each other out in our businesses. Would you be up for that some time before the end of the month? What works well for you?”

2. What to say and do to start the first meeting on the right foot:

a) Add value right away:
YOU SAY: “Before I forget, I did bring along a couple of things I thought you might find helpful. I came across this article with some great sales ideas (something related to their business/professional life) that I know have really helped me and also I went to this excellent seminar a few weeks ago and here’s a handout from that with some top notch time management tips.”

b) Find some common ground to connect on.
YOU ASK: about person’s hometown, time lived here, family, hobbies

3. TAKE CHARGE! FOCUS ON THEIR NEEDS FIRST!

a) Transition to a business conversation – great COIs are busy for a good reason and do not have time for much chit chat. Use Bob Burg’s ten networking questions (reply to this email for a copy or buy his book Endless Referrals). Here are two examples:

YOU ASK: “How did you get your start in the widget business?
What do you enjoy most about your profession?”

b) Find out: Do they know many people?

PICK ONE:
YOU ASK: “Where do you get most of your business?
What other organizations are you involved in?”

c) Find out: Are they truly as motivated as you?

PICK ONE:
YOU ASK: “What does success look like for you in your business/line of work?
Where do you hope to be professionally three years from now?”

d) Find out what their ‘belief’ is about referring business to others.

YOU ASK:  “Who do you typically refer business to?
Who do you like to refer business to?
Do you have other (insert your profession) that you’re currently referring business to? How is that going?”

e) State your expectations

YOU SAY: “I’m looking for a resource in your industry to recommend to my professional contacts and friends and also, ideally, looking for someone who is open to recommending me to the people they know.”

f) Look for ways to ADD VALUE to THEM

YOU ASK: “What can I do for you? How can I help you?

(Other questions you’ll want to use and model:)

1. “What do you want to accomplish over the next 12 months?
2. What kind of business are you looking for? Who’s your ideal client?
3. How do I transition a conversation from what I do to recommending you?” Or “How do I start a conversation about what you do so that I can open the door from my contacts to a possible referral?
4. What do I say to get permission for you to call?”

g) Five tips if this COI is in your target market so you can add more value:

1. “Are there any projects that I can volunteer for?
2. Are there any workshops or seminars I can put on? Any opportunities to write for your publication/newsletter?
3. Are there any boards I can serve on?
4. Are there any events I could sponsor?
5. Are there any causes that the members consider to be important that I can donate money to?”

4. COACH THEM HOW THEY CAN HELP YOU:

a) YOU ASK: “Can I suggest a couple of the easiest things to say to your clients about me?”

b) YOU COACH:

You Describe:
1. Your ideal client (this needs to be focused enough so the COI actually can think of specific people)

“The people I can help the most are” or “My company specializes in helping:”

Ex. “Bank CEOs, business owners in the entertainment industry with between 20-100 employees, women in transition, people retiring from the car industry.”

2. What to say to transition a conversation from what the COI does to recommending you:

YOU SAY: “There are two or three things to ask that you can easily bring up in a conversation as you wrap up a meeting. (PICK ONE)

a) When was the last time you had a complete (ex.) insurance and financial review? How did that go?”

b) Who do you consult with for (ex.) insurance and financial advice? How’s that going? How happy are you with their work?

c) “We’ve talked a lot about the legal pieces of your estate plan, but you are going to want to take care of all the financial aspects too. Would you consider a second opinion?

Which of these would you be most comfortable saying?”

3. How they get permission for you to call

(PICK ONE)
YOU SAY:
a) “The best person I know to talk to about any questions/needs you might have in that area is Wayne. Would you like me to have him get in touch in the near future?

b) The best resource I know of is Michelle Wang over at California Asset Management. She does a fantastic job. Would you be open to a brief dialogue with her at some point? I can have her drop you a line.

c) You might want to talk to a good friend of mine who could really help with something like that. His name’s David James. If it’s okay with you, I’ll have him give you a call.

d) You should talk to Leah Evans. She is the best person I know in that field. Do you have any objection to her giving you a call?”

Are there COIs of yours who would appreciate reading this? Please share the wealth and forward it on!