Posted by JuJuan Buford @JSBUFORD
What follows is an uncut, unfettered, non grammatical, politically incorrect splicing of my thoughts immediately following the How to Grow from 0 Prospects to Over 3000 Referrals in 3 Months Next Opportunity Social workshop.
A couple of quick takeaways that were shared with me from workshop attendees, November 19, 2019, along with some insights combed from my mind while facilitating the workshop. Did you know for every thought that is articulated, many public speakers have a 1000 thoughts go their minds?
SPEAK WITH, NOT AT YOUR AUDIENCE
How many talks have you attended whereas the speaker began outlining their resume of achievements, and within the first 5 - 10 minutes people are in their cell phones, filing out to head to the bathroom (waste another 10 minutes on their cell phones in the hall)? And then began to dictate to their audience how they should behave if they want the same results.
Make yourself human. Be Nicole the waiter. John the carpenter. Erica the retail store salesperson. Aaron the car washer. Or Jamie the bank teller. Find common ground right from the beginning. Be someone that the audience can identify with. Be thankful for their time. And then launch into how the information and insights changed your life, and came to save the day. How it can change theirs. Take them on a journey.
LIFE IS 90% ATTITUDE. OK, WHAT DOES THAT MEAN?
We have all these axioms that get thrown around. Life lesson quips. And we pretend to know what they mean. It allows us to feel part of the culture, environment, blend in. So people can be comfortable around us. I digress. But not really.
The life is 90% attitude axiom should be amended to, life is 90% positive expectation. People can hear your positive expectation in your voice, and the words you choose, for example. Aren't these two sentences basically saying the same thing.
Can I send you some information to look at if you have time, and follow up when you have a moment for me?
If I were to forward some information to you, when do you believe you'll get around to viewing or listening to it? Great, so if I follow up with you on that day, you will have viewed it by then. Thank you so much for your time, I look forward to your feedback on that day or time, and being of service to you.
Two people of equal skills, talents, educational training, and know how, attire, well kept appearances, walk out the door in the morning. Or let's be honest. Within the first 30 minutes of their waking and moving thoughts. One believes the day is going to be incredible, they know gravity is real, so everything good that happens is a blessing. Every positive moment is a success stories. And they're about to collect a lot of success stories today. The other believes the day is going to be ok. They brace themselves for the bs.com that awaits them. Another day, another dollar. Let's go to work.
They're both going to find what they're looking for. Because your attitude (the inside) does determine your outlook. What you find, gravitate to, pull to you, and entertain all day long. Both people are right.
In other words scripts are important. Prepared elevator pitches are important. Sales pitches are important. Telephone scripts are important. Don't be lazy in language. Words do have power. However, know that people are paying closer attention to the energy and positivity of what articulating more than anything else. People live hellish lives. They're dumped on at work. They're endure terrible customer service experiences all day. Rude phone calls. Bill collectors. They come home, and their spouses are giving them the business. Their children give them the business. Their supervisor or the owner, text messages them or sends a nasty email, then they watch constantly negative news before they go to sleep.
Be a walking, talking, moving emotional and psychological defibrillator. People need to literally be charged with positivity and enthusiasm, in order to wake them out of their funks. When they pick up the phone, they are often times on auto-pilot, falling into daily rehearsed, habitual responses, and reactions. The way you cut through the malaise, is for them to hear and feel your smile and positive expectation over the phone.
GOOD FORM IS IMPORTANT
FORM = Family. Occupation. Recreation. Motivation.
Don't make the mistake most people make when meeting someone for the first time (or anytime for that matter), at networking events, or sitting across the table and starting up random banter.
Especially, when meeting someone for the first time, make every attempt to FORM them before you begin ticking off all the reasons why you and your stuff are so interesting. If you are able to start a conversation and the business owner or entrepreneurs shares two of the four topics, they are going to like you. If you're able to collect four of the four topics, they're going to do business with you, sooner or later. They're going to remember your next call. Accept your next lunch appointment, or respond favorably to the next invitation.
Business owners and entrepreneurs are bombarded with sales pitches, the latest greatest business idea, and a million other "buying opportunities" all day, everyday. It's very rare that someone genuinely takes an interest in them, the person, and takes the time to understand why they're in business, what they want their business to provide for them and their families, and what they desire to happen 5 to 10 years from now.
If you FORM a person, they will have divulged almost all the things that of greatest importance. And if you can help the achieve or reach the things that are of greatest import. Now you have a client and a brand ambassador for life. Assuming you don't make a bonehead decision later to mess it up.
As an aside, one you reach 50 prospects, you're going to need to invest in a CRM. You can't afford a CRM you say. You can't afford not to invest in a good customer relationship manager.
THE FORTUNE IS IN THE FOLLOW UP
As a general rule, you should ask for the sale or attempt to make contact 7 times. After the first attempt to reach them verbally, I may call back the following day. Then I may follow up via voicemail or text 2 business days later; then 3 business days later with an email, then weekly for a couple weeks with a combination thereof; then monthly for a quarter; then the prospect ends up in some type of automated funnel whereas they begin to receive related content.
To this day, the majority of my clients have come from the 6th or 7th attempt to contact them. The challenge is most people stop attempting to reach someone on the 3rd or 4th attempt. That's like asking turning over 47 cards of a deck, giving up, leaving the opportunity open for someone else to follow you, turn over a couple more cards, and claim the 4 aces you've been digging for.
First rule of business: do no harm.
Second rule. Your customers are your bosses.
When you gain the customer, your just at the beginning. If you want them to convert to a client - someone who repeatedly patronizes you, and becomes a brand ambassador - you must follow through and create and confirm a success story. Confirm the delivery of your services/products. Confirm the receipt of said services. Confirm the use of it, and a happy outcome.
Here's the reality, this is not excellent client services. It's just kinda ok. Be kinda ok, or better and the super-majority of people will gladly refer to you. This is a key recipe for endless referrals.
Also, be clear about who your target market is. Know how to classify your prospects. Trust, 90% of business owners have no idea who their target market is. Be a laser, rather than a light bulb. Know the buyer persona better than you know the back of your hand.
HOW TO WIN ON LINKEDIN
Im not a social media guru. I don't have a 1000 likes per day. I have a good audience of 20k on Linkedin. I'm not Mr. popularity. But i do average approximately 5 appointments (opportunities under favorable conditions to present my value proposition) per week, on a slow week. And I don't live on social media. I'm an entrepreneur. Meaning I learn stuff. I build stuff. I evaluate and review my results. And I share stuff. Eat the fruit and spit out the seed.
How did I build this following? I've bought 100% into a philosophy Tim Ferriss espouses in Tools of Titans, regarding building an audience of 3000 fans. And the philosophy outlined by Gary Vaynerchuk in Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World.
Now, for one of the two key ingredients to the secret sauce required to go from 0 prospects to 3000 referrals in less than 3 months.
Admittedly, I floundered on social media for quite some time until I began to ask the following questions and an initial statement I share with every single person I meet on Linkedin. It hurts my heart to give this way, OMG! it's been so potent for me.
Hello Ms. Halle Berry. I use LinkedIn to network with professionals and entrepreneurs who are pursuing time freedom, financial independence, and desire to make a difference. I look forward to learning about what is most important to you professionally.
I transition into a very, very brief statement further clarifying how I serve people. Then, I follow up with:
Ms. Kerry Washington, if you don't mind me inquiring....
- What is most important to you professionally? What are you taking aim at, at this stage of your business?
- What is a challenge I may be able to help you overcome? How may I be of service to you?
- Who can I introduce you to?
Before, I spill what I do specifically. How much my stuff costs. Why I'm better than the competition. Etc., etc., etc., I'm unrelenting and polite about asking, what is it that you need to level up in your endeavors. I'm transparent. More interested in their goals, then selling them something.
There is another component to this. (You didn't attend, so you'll have to wait until elaborate upon this in a separate post).
Here is an overarching philosophy I share frequently as well to help new start ups in particular.
THE NUMBER ONE STRATEGY THAT I EMPLOYED TO GROW FROM 0 PROSPECTS TO 3000 REFERRALS
This is the bonus track. That I will be attaching to this post within the next 48 hours. I considered typing it out, but this post was supposed to be a small plate recap. It's about to turn into a dissertation. And after a multitude of requests, I'm going to provide the audio instead. Here's a clue, I call this strategy the Columbo approach. Come back in 48 hours........
You mad. Come to the next event.
HERE IS THE BONUS: Audio Prospecting Training > CATCHJSBUFORD - Episode 52
In an effort to curate and deliver events and initiatives that are salient, important, useful, and serve your interests, needs, expectations, WE NEED YOUR HELP!! This is your opportunity to TELL US what topics and content are of most import to YOU. That's right, YOU are being invited to be a fellow curator of the NEXT OPPORTUNITY SOCIAL experience.
Please fill this quick survey and let us know your thoughts (your answers will be anonymous, unless you desire otherwise)
START BY CLICKING THIS LINK - SURVEY
JuJuan Buford is a Detroit native, entrepreneur, Founder & CEO of JSB Business Solutions Group, business development professional, and writer dedicated to helping families, entrepreneurs, and business owners establish thriving enterprises, achieve financial independence, and build lives of satisfaction.
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