Let’s Give Them Something to Talk About

Ever have someone talk behind your back?

We all have!

Hopefully it was the “good” talk and not the “bad” talk!  😊

In my business I strive to give people something to talk about…of course, something positive is the goal. Think about it, if no one is talking about you then no one is talking about the problems you solve, how great you are, how much value you bring to the table…nothing, nada!

Referrals come from people talking behind your back – when you are not around…if they are not talking, they are not referring!

Testimonials come from people having something to say about you…if they are silent, they are not endorsing or edifying you!

SO…….

(cue music) “Let’s give them something to talk about!”

How do you do that?

Easy – consistently deliver memorable service before, during and after the sale and be ‘the one’ people are confident in and are willing to refer to.

Sounds easy enough. This consists of several factors including being nice, respectful, appreciative, a source of information, honest, accessible, reliable, and relatable. All those characteristics you admire in others that you need to cultivate in yourself.

Plus – you have to have a solid customer experience defined, a fool-proof way to nurture relationships with people in your circle of influence/network, a way to deliver quick-wins and value in a heartbeat, and a follow-up plan that doesn’t allow anyone to slip through the cracks.

Not sounding so easy anymore – right?!?

Here is the kicker – if you take the time to set your business up with these key principles in mind, and you conduct yourself with integrity and a mind of abundance then you are what we call a ‘good-risk’ business and you WILL be talked about, referred, and positively reviewed.

People take a risk in hiring you, they take a risk in referring you or endorsing you. If they put their faith in you – that is a big responsibility for you to live up to – Be Worth the Risk!

Being a ‘good-risk’ will do several things: (1) it will bring you more referrals, (2) you will create advocates, (3) you will close sales with less effort, and (4) you will have a fan base that edifies you by talking behind your back.

First let’s do a quick assessment to see if you are considered a ‘good-risk’ by your clients, prospects, and circle of influence/network now.  Ask yourself these questions:

1. When you talk to potential clients (or even current clients), referral partners, and others in your circle, is it all business or do you take the time to just chat?
2. Do people call/text you back immediately or at least on the same day?
3. Is at least 25% of your business repeat business (upsell, cross sell, etc.)
4. Do people accept your invitations to lunch, coffee, events, social functions, etc.? (and do others ask you to join them?)
5. Do you give referrals frequently and are they quality connections that you get thanks for?
6. Do you have people talking behind your back in a positive way?

Those key questions should give you an idea of your risk-factor in the eyes of your network and your potential clients.

ANSWER KEY:

1. If all you ever talk about is business, then they never get to know you and you never get to know them. We do ‘strictly business’ with the cashier at a store…doesn’t mean we refer them.
2. If people don’t respond to you immediately then there is a lack of respect in play. You need to be accessible, be providing useful information, and respect their time (so make sure you respond same day) and they will respect yours.
3. If you are not experiencing repeat business – fix it.  We all know that repeat business is WAY easier to close then acquiring new customers. You might need to create new products or services that allow you to upsell, cross sell and have repeat business. Or you might need to improve your client experience. Either way – fix it.
4. If people don’t accept your invitations, or delay to accept till the 9^th hour, or you never receive invitations, there is something missing. Could it be that you are no fun to be around because you ask for a referrals, or all you talk about is business? Could it be that they feel ‘sold to’ when around you? Is there just not a basic understanding of anything the two of you could have in common, or connect with?
5. Are you ‘that guy’ that gives empty referrals just to say that you are a connector? Don’t be. Or are you ‘that girl’ that sends over a name and contact information to someone but doesn’t provide a warm introduction or why you are connecting them? Don’t be. There is an art and a science behind giving good referrals. We did a video on that – here it is:  10X Your Referrals
6. Do you have people calling you out of the blue saying that so-and-so told me about you, or “I have heard so much about you from several people”, or something like that?  Hopefully!

So how do you become a ‘good-risk’?

Be a person of your word – if you say you will do something, do it. If you say you will be somewhere, be there. If you say you can fix something, fix it.

In everything you do – give it your all. Be remarkable and memorable. It isn’t enough to just go the extra mile anymore. You need to go beyond that AND do it with appreciation, integrity, and an attitude of abundance. You have to give more than what was expected.

Provide the value that gives them the confidence that you are an expert. Show them your thought leadership in your industry by providing the answers and solutions they need, or the information they want to know. You can do this in-person, through speaking, through articles, through social media posts, downloadables, lead magnets, etc.

Bottom line: ask yourself “Why would they talk about me? What have I done to deserve it?”

If the answer is nothing, or not enough, then you have got some work to do!