As a savvy business owner, you value good referrals. You might value them so much, in fact, that you believe they occur as rare acts of nature...much like diamonds...formed by forces beyond your control and worthy of vault-like protection once unearthed.
On the contrary, If you want more referrals, leave that vault door open.
Most people who are new to referral marketing, or who have had trouble getting referrals, tend to believe that they must fight hard for a limited supply of good referrals, This mind-set is known as the 'scarcity mentality', and those who have it often appear desperate to obtain business -- which is not a good way to present yourself when you’re trying to sell your products or services. Desperation is not referable.
The antidote to desperation: Nurture an abundance mentality, rather than a scarcity mentality, there’s plenty of business out there for you. Make a list of the people that are best placed to help you reach your networking goals, even if they don’t belong to your network. The next step would be to reach those people via your network or your network’s network. The programs that the Referral Institute teaches allows you to find out what systems the most successful networkers use and allow you to get the same results that they do.
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