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.
That being said, here are three words of war that typically strike fear into the heart of a dove (and boil bloodlust in the belly of the hawk) which we are going to give a FAST180 and redirect into the peace and love, good karma, Givers Gain® philosophy we hold so dear. Ready? Aim…
Target: As in Target Market: Who do you want your Power Team to find for you?
Triggers: – Questions your Power Team ask the Target to uncover a need leading to a money making referral.
Bullets: Key “Bullet” points your Power Team shares with a Target in an enthusiastic and compelling recommendation explaining what makes you special, and why the prospect will benefit from working with you.
OK fine, we’ve got some fun terms to play with. Now let’s put the concepts into perspective.
Targets = Six Key Situations
Your ability to recognize Targets that stare you in the face every day, yet 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:
Having a Baby
Building a Business
Building/Buying a House
New In Town
Triggers = Questions
Terrific! Now you know what to look and listen for. What next? Pull the Trigger! Ask a Trigger question that will uncover a need and create a money making referral for someone on your Power Team.
Last time out we looked at 20 Questions which are specific Trigger questions to ask someone in the Getting Married Key Situation. Guess what? We’ve got 20 Questions for each of the Six Key Situations! That’s 120 money making referral opportunities you are probably missing on a regular basis.
Bullets = Value
And finally, once a need is uncovered, your ability to hit the bulls eye with a powerful recommendation 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.
Find Target, Pull Trigger
As we said, the search for money making referrals begins by setting your networking radar on alert for the Six Key Situations. That’s your first task. But waiting around for someone to mention that they, or someone they know is getting married (or going through any one of the Six Key Situations) and then pulling a Trigger question is a slow draw. Too slow. Yes, you will occaissionally give some good referrals, but the idea is to give a lot of great referrals on an ongoing basis.
Listen up: recognizing a referral opportunity is not about luck. It’s a skill. And it requires focus. As well as intention. Are you motivated to create high volume, high quality referrals for your Power Team? Yes? Here’s a secret: Opportunity is around the corner waiting to meet you!
Two Big Triggers
So rather than sitting back, waiting for the Six Key Situations to cross your desk, be proactive and start searching. How? Talk to people and get in the habit of asking the following two “Big” Trigger questions in every conversation:
“What is your biggest challenge at the moment?”
“What is the next big event coming up for you?”
Whatever the other person says in reply will lead you to a referral opportunity. How well you play the role of Bragging Buddy for your Power Team will dictate the number and quality of money making referrals you generate. More on that some other time.
Right now I simply want you to commit the “Biggest Challenge” and “Next Big Event” Trigger questions to memory. Trust me: the two Big Triggers will transform your life as a Power Team networker!
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… Follow Me on Twitter!