Dave the Nutrition Guy is talking to Ima Newmom, a young woman in her early 20’s. Ima is expecting her second baby in less than two years and was referred to Dave by her Mom, the Realtor in Dave’s Networking Group. The topic is Ima’s lack of energy and finding the right pre-natal vitamins.
A top notch networker, Dave’s referral radar is on alert. Why? He recognizes the “New Baby” Key Situation as a one of the biggest Power Team Targets he’s been trained to look for.
After answering all of Ima’s questions, making product recommendations, and placing the order, Dave puts away his product information and price sheets. He pauses for a brief moment, then looks deep into Ima’s tired but cheerful eyes. With a simultanious tilt of the head and slight squint of the eyes, subtly signaling sincerity, he asks, “So, how is everything else going with getting ready for the new baby? Are you changing things around at the house, and doing all the planning stuff like writing your Will and getting Life Insurance to protect the baby?”
Suddenly Ima is a little less cheerful and a little more weary. The look in her eyes acknowledge that Dave hit a nerve. Dave smiles. For starters, he is going to help Ima in more ways than just Nutrition. And to do that, he is about to create a few money making referrals for his Power Team!
Networking Sharpshooter
For those of you taking notes, Dave has not only identified the Target (New Baby Key Situation), he just pulled the Trigger, with a couple of carefully crafted questions to expose a need he can convert into a referral for someone on his Power Team.
Guess what? It worked! Ima and her husband want to convert a covered patio off their master bedroom
into a sitting room to use as a nursery for the new baby. Bingo – referral for the General Contractor!
And yes, they’ve thought about a Will and know they need Life Insurance, but the young couple have been too busy with everything else to make those arrangements. No worries. Dave’s people will make the process easy!
In fact, Dave gave such compelling recommendations, not only about the products and services, but how much he likes and trusts the people, Ima agreed it was time to get the growing family’s affairs in order and meet with Dave’s Power Team partners. Ima was so eager to get started, she gave Dave her number and asked that his Power Team partners call her right away!
Lucky Guess?
Why didn’t Ima’s mom see the connections between her daughter’s needs and the prodcuts and services of her Power Team? Because she is more of an “Order Taker” than a referral “Creator” and overlooked the opportunity. She never asked and Ima hadn’t mentioned that among everything else going on in their busy life, she and her husband were thinking about a room addition, not to mention a writing a Will and taking out Life Insurance.
Does that make Dave the Nutrition Guy lucky? Absolutely not. Dave knows that along with his Nutrition Business, which is in the Health and Wellness Contact Sphere, businesses in the Home Improvement and Finance Contact Spheres also share the New Baby Key Situation as a gold mine of referral opportnities. By asking a couple of Trigger questions to expose a need pertaining to the products and services of his Power Team partners, Dave has demonstrated masterful use of his networking Ammo belt:
Find Target: New Baby Key Situation
Pull Trigger: Asked two questions to expose a need
Fire Bullets: Gave compelling recommendations that resulted in money making referrals.
Wouldn’t you like to have Dave the Nutrition Guy on YOUR Power Team? Better yet, wouldn’t you like to have a Power Team full of networking sharpshooters just like Dave, regardless of what business they are in? Hang on amigo, because that’s where we are going next time, when our adventure in networking continues… Follow Me on Twitter!
Posted by Lee Abraham
Power Team networkers know that building a business with word-of-mouth referrals is more about “farming” than “hunting.” More about nurturing relationships and cultivating credibility over time than the one-and-done, churn-and-burn cycle of today’s hype driven mass marketing.
continue to overlook, starts by setting your networking radar to alert you when you come across, or hear about, anyone in the Six Key Situations:
that consistently turns into business for your Power Team depends on how well you know your Power Team and how strongly you believe their business gives value to the prospect in the any of the Six Key Situations.
In fact, they are so simple, and so powerful, I need to let the smoke clear so we can ask questions first and shoot bullets later, next time, when our adventure in networking continues…
Posted by Lee Abraham 
Unfortunately, most people consistently miss referral opportunities on a daily basis. Yes, they are trying to network, attending mixers and talking to people, but nothing ever seems to happen when it comes to creating business. Even in structured networking groups designed to build each other’s business, lots of folks fall short of the mark.
best person the Prospect could call for help with that particular need.
Whew… that’s a lot of questions! No worries: n
Posted by Lee Abraham
Last time out we left you wondering: “How do I make money when one of my Power Team partners talks to another person and the conversation turns to someone who is getting married?”
But is the motivation there? Do other people care enough about your business to keep your interests top of mind?
OK, fine. We all agree: motivating other people to help build your business ultimately boils down to money. But where’s all this money going to come from? Relax, I’m not going to ask you for the money… let’s use other peoples’ money to compensate your sales force!
OK, I hear you. You ARE giving referrals. Got it. I am going to show you how to give a lot more referrals, and not only more, but better, higher quality money making referrals!
Make the same sort of connections for all Six Key Situations and your referral productivity will skyrocket!
Imagine yourself sitting at a desk. You are looking at a computer screen flashing short videos of two people talking. Although one person changes each time, the other person is always dressed in a Superman suit, complete with bright blue tights and a flowing red cape. Notice however that instead of a big “S” on his chest, there is a big “PT.”
Now look at the computer keyboard. Across the top are six new keys you have never seen before! The first is dark green like the color of money and the size of a Silver Dollar. It is labeled “Getting Married.” Each of the other five keys are the same size but different colors.
Situations, you hit the correct key and once again CaChing – you get paid!
Confused on how you are going to get paid from your Power Team talking to people about weddings, houses and the other Key Situations which may or may not have anything to do (or so it appears at the moment…) with your current business? Stick with me – we’ll get there. Soon. Very soon. In fact, I’ll get started right now on Part 2 and will post it next time, when our adventure in networking continues… 