Tag Archives: referral

Referrals are your best and least expensive marketing

Referrals are always your best and least expensive marketing resource…that’s assuming that they are qualified referrals. Unqualified referrals are no better than a cold call.

How do you get better qualified referrals?

While I could write a lengthy dissertation on the process of developing a team of business associates who know, like, and trust you enough to refer business to you on a regular basis…it would be far easier just to invite you to see how it’s done.

BNIVisitorDay

 

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The 411 on 1-1’s-part two

The 411 on 1-1’s – meeting #5

In the previous post about 1-1 meetings (review here) we discussed how the first 4 meetings with a networking partner should be handled. Now, let’s make a few assumptions.

  • 121Assuming that you have established KLT (Know/Like/Trust) with your referral partner
  • And, you understand their business well
  • And, you have been able to find a few referrals for them (hopefully they have for you as well)

…what more would you have to discuss?

Well…plenty. Using the CANEI principle (Constant And Never-Ending Improvement) you need to assess whether the referrals you are passing are actually resulting in closed business.

Meeting #5 is a quality control check up.

In this meeting, you review the referrals that have been passed and ask some very important questions. Assuming that you track your referrals, you present your list and check off each in this fashion:

  • I sent you a referral to Jennifer.
  • Did you contact her?
  • Did she make an appointment with you?
  • Did that turn into a sale for you?
  • Was she a good referral for you?
  • Do you want more referrals like this one?
  • Is there anything I could do to find better referrals for you?
  • Who do you want to meet next?

From this quality control check up you can make changes and improvements. Without it, you may be sending leads, not qualified referrals (the subject of another post), or it’s possible that you are sending the wrong type of referrals.

I recommend doing regular QC check ups as often as you can.

If you found value in this post, please share.

If you would like more information about networking more effectively, contact me.

The 411 on 1-1’s

The 411 on 1-1’s – The first 4 meetings

For those small business leaders who are members of networking groups, you will understand the title. For those who aren’t yet, I encourage you to find a networking group as they can be a very good source of referrals and connections.

1to1What is a 1-1? In networking terms, this is a chance to sit down with a fellow networker to learn more about them and their business so that you can refer business to each other. It is not, I repeat NOT, a sales presentation.

Some networking organizations, like BNI, have outlines you can follow for conducting a proper one-to-one meeting. These usually include structure for learning about a person’s goals, accomplishments, interests, networks, and skills. You can find plenty of information about this on the internet.

BUT…there is a big difference between official doctrine and reality. The idea of a structured first 1-1 meeting is nice, but seldom happens. The reason is that people naturally want to work with someone they know, like, and trust (KLT). Without the proper amount of KLT in the business relationship, referrals will be hard to come by. So, experience has shown that the first 1-1 is usually more of a personal ‘get to know you’ session, and that’s fine.

Then how should the process work in reality?

Here is my suggestion for the first four 1-1 meetings:

  1. KLT – Take time to get to know each other and develop a basic level of trust. It’s hard to refer to people you don’t know, like, and trust, no matter how good they are at their job.
  2. In the second meeting schedule 45-60 minutes to cover the business topics for just one person. Skills, talents, interests, experience, prior jobs, etc. Then cover the really important questions; Who is a good referral for you? Who is your target market? Who is a bad referral for you? Who was your last customer and why did they buy from you? Treat this like a job interview. Again, on the internet there are plenty of great ideas for which questions to ask.
  3. In the third meeting change roles and grill the other person until you have a fine understanding of what they do and who they want to clients.
  4. In the fourth meeting it’s time to pull out the contact list and simply ask “Who do you want me to connect you with?” If they are looking for someone in a particular vertical market such as contractors, healthcare, legal, etc. then see who you know in those markets. Maybe they want certain departments such as marketing, human resources, or finance. Write them down. Call, email, or text the contact and ask if you can make an introduction. Get serious at this point and make some solid qualified referrals.

I take networking very seriously and work hard to find referrals every week for my ‘team’. Treat your networking group like your marketing team, give to them, and they will return the gift. Being part of a networking group is an investment in time and sometimes money. Work that investment. Treat it like any other piece of your total marketing plan. I highly recommend the book, ‘Givers Gain’ by Ivan Misener.

In the next article, I’ll cover what to do in the 5th meeting.

If you found value in this post, please share.

If you want to know more about how to network more effectively, contact me.

10 Reasons

Dear Friends,

I belong to the Oceanside Chapter of BNI that meets every Thursday morning from 7:30am-9:00am at the Portsmouth Country Club in Greenland, NH.

Normally, a visitor must have an invitation from a current member to attend the meetings, but…this Thursday, March 3rd is a rare Open Visitor’s Day.

I can think of 10 good reasons you would want to join us this Thursday at 7:30am.

  1. You are curious about BNI and want to learn more. 
  2. You want to get noticed by a new group of potential clients. Our chapter consists of approximately 40 members.
  3. You want to expand your market into a new area.
  4. Last year our Oceanside BNI chapter passed over $2,000,000 (yes, 2 million) worth of business and you want a piece of that action. We are at the top of the list for referral dollars in the entire state.
  5. Your current networking has gotten stale. It’s time to move on and up to something bigger.
  6. You are ready to step up your networking to the World’s Largest and Most Successful Referral Organization. Last year alone BNI generated 6.6 million referrals resulting in $8.6 billion dollars’ worth of business for its members.
  7. Your business is new and needs to generate new clients quickly.
  8. You are re-branding yourself and need to meet new referral partners.
  9. You want the ability to connect with other BNI chapters and their members. There are over 30 chapters in NH and over 900 members.
  10. You’ve been talking about it forever and it’s just plain time to make the leap. Plus it’s a free opportunity to meet new friends and make connections.

3 Steps to Making It Happen…

  1. Check out the Oceanside BNI Chapter.
  2. Look at the membership list and make sure that your business/industry doesn’t conflict with a current member. The group is exclusive to one business from each profession.
  3. Show up Thursday, March 3rd at 730am, on time, with business cards, and ready to do some serious networking. Life belongs to those who show up and participate. This is not a spectator sport. Of course it’s even better if you pre-register as a visitor.

FAQ’s

  1. What if my business/industry conflicts with a current member?
    1. Call me. There may accommodations that can be made.
  2. What if I cannot attend this Thursday?
    1. Call me. I may be able to invite you at another time, but this Thursday is special for visitors and you really should move any other appointments to be there.
  3. I don’t know what to expect or what to say.
    1. Stop worrying about it and just show up. This meeting will walk you through the process very carefully. There is nothing to be afraid of. The group is extremely supportive and welcoming.

BNIContacts2

Seacret’s Acne Regimen Demystified

Since publishing my post on Seacret v Proactiv+ I have had so many people ask me questions about how to use the Seacret Acne Regimen that I designed a flyer to help explain it.  My feeling is that Seacret thought it was so easy and obvious that HQ didn’t feel it needed to be explained.

ACNE_319x94I’ll post my full explanation here, but really its as easy as washing your face every day with Seacret Active Clear and Mud Soap,  followed by moisturizing with Seacret Essential Moisturizing Face Cream. Why other companies make it seem so complicated is really about marketing.  They think that if they have a complicated process and all sorts of hard-to-pronounce ingredients, people will feel their products have more scientific value and research behind them.

Unfortunately, since the 1950’s, people have been raised to believe that there is ‘better living through chemistry’ and that more science is always the answer.  We are just now beginning to realize the health mistakes we made in the past 50+ years by moving away from nature.

The real secret to Seacret’s Acne Regimen is that it is more natural and has a few thousand years of study behind it.  The salt and minerals from the Dead Sea have been proven to clear up skin naturally. To have clear and healthy skin, it’s really not necessary to add harsh chemicals such as Benzoyl Peroxide.

SEACRET Acne Regimen

For the full explanation of how to use Seacret’s Acne Regimen, download the flyer above.

Questions?

Call anytime – Matt Randall – Seacret Agent – 603-767-6500

Seacret v Proactiv+

I am often asked how Seacret’s Acne Regimen compares with Proactiv+.

Below are the ingredients for you to compare. I will withhold comment or judgement.

Facts:

  • Seacret’s Acne Regimen is $79.97 for a supply that should last several months.
  • Proactiv+ is $29.95 for a 30 day supply.
  • Seacret’s Acne Regimen shows noticeable results in 1-2 weeks.
  • Proactiv+ comments on the web community blogs show an average of 1-2 months for results.
  • Seacret’s Acne Regimen active ingredient is salicylic acid at 2%.  Seacret does not use benzoyl peroxide.
  • Proactiv+ active ingredients are benzoyl peroxide 2.5% and salicylic acid at .5%.

See for yourself and judge which acne regimen would be better for you.

Check out my website for more information about Seacret Products – https://www.seacretdirect.com/mattrandall

Call me when you are ready for clearer and healthier skin.

Matt Randall – Seacret Agent 603-767-6500

acne bundle

facial wash

Active ingrediencts:

Salicylic Acid 2.0%

Inactive ingredients

water/aqua, sodium cocoyl isethionate, cetearyl alcohol, stearic acid, glycerin, laureth-3, phenoxyethanol, ethylhexylglycerin, sodium hydroxide, fragrance/parfum, disodium EDTA, maris sal (dead sea mineral water), caramel, butylphenyl methylpropional, hexyl cinnamal, linalool.

 mud soap

essential moisture

Proactiv

What are the ingredients in the Proactiv+ 3-Step System?

Below is a list of ingredients in each of the three steps.

Step One: Skin Smoothing Exfoliator
Active Ingredient(s): benzoyl peroxide 2.5%
Inactive Ingredients: water, sodium cocoyl isethionate, glycerin, polyethylene, lauryl/myristyl benzoate, linoleic acid, linolenic acid, butylene glycol, dimethicone, ethylhexylglycerin, acrylates/C10-30 alkyl acrylate crosspolymer, glycolic acid, sodium hydroxide, phenoxyethanol, fragrance.

Step Two: Pore Targeting Treatment
Active Ingredient(s): benzoyl peroxide 2.5%
Inactive Ingredients: water, ethoxydiglycol, glycerin, prunus amygdalus dulcis (sweet almond) oil, polysorbate 80, polysorbate 60, sorbitan stearate, carbomer, potassium hydroxide, disodium EDTA, fragrance.

Step Three: Complexion Perfecting Hydrator
Active Ingredient(s): salicylic acid 0.5%
Inactive Ingredients: water, butylene glycol, cetearyl alcohol, dimethicone, sodium polyacrylate, scutellaria baicalensis root extract, sophora angustifolia root extract, morus alba root extract, glycyrrhiza glabra (licorice) root extract, arctostaphylos uva ursi leaf extract, kojic acid, zinc gluconate, alpha-glucan oligosaccharide, sodium hyaluronate, bisabolol, allantoin, squalane, safflower oil/palm oil aminopropanediol esters, C12-15 alkyl lactate, caprylic/capric triglyceride, caprylyl glycol, ethylhexylglycerin, glycerin, ethylhexyl palmitate, hydrogenated polydecene, hydroxypropyl cyclodextrin, PPG-5-laureth-5, polyquaternium-11, ceteareth-20, aluminum starch octenylsuccinate, polysorbate 60, hexylene glycol, PPG-2 myristyl ether propionate, sodium hydroxide, disodium EDTA, phenoxyethanol, fragrance.

Does Proactiv+ have any side effects?

Side effects are usually mild and may include drying and irritation in some users. A small group of people may be hypersensitive or allergic to ingredients such as benzoyl peroxide and salicylic acid, which are in some of the Proactiv® branded products. If you are one of those people, you should not use a product that contains benzoyl peroxide or salicylic acid without first discussing that use with your healthcare provider.


The Dangers of Benzoyl Peroxide

http://www.naturaveda.com/pages/the-dangers-of-benzoyl-peroxide

It’s sad but true.  Manufacturers often look for the quickest solution to meet the immediate needs of consumers and help their own bottom line.  Case in point, benzoyl peroxide.  Benzoyl peroxide used in acne-treatment medications has proven to be a cancer-causing agent and is tarnished with FDA warnings about potential harsh and life-threatening side-effects.  Moreover, benzoyl peroxide takes a vicious approach of attacking skin to reduce problem areas rather than nourishing it with nutrients, hydration and all-natural ingredients.

What is Benzoyl Peroxide?

Benzoyl peroxide is an antibacterial used in topical medications designed to treat acne, rosacea and other skin conditions.  It works to reduce the bacterial source of these problems by causing skin to become dry and peel.  It is sold under many prescription and non-prescription brand names and is often one of many ingredients in over-the-counter products that treat light to mild acne.

Why is Benzoyl Peroxide Dangerous?

In recent years the FDA issued a warning for benzoyl peroxide and related acne-treatment ingredients.  Some people experience extreme and life-threatening hypersensitivity to products containing benzoyl peroxide.  Symptoms include severe allergic reactions, skin irritation, facial swelling, difficulty breathing and lightheadedness.  It can also cause adverse interactions when taken with medications or other acne-reducing products.

Beyond the latest FDA warning, benzoyl peroxide products include their own warnings regarding potential symptoms such as redness, dryness, light swelling, peeling and a burning sensation on the skin.

Benzoyl peroxide takes a harsh approach to treating skin problems.  By drying skin and causing it to peel, the epidermis is forced to regenerate new skin cells faster.  The hope is that new cells will be healthier and free of the bacteria causing the original condition.  However, by over-drying skin and eliminating natural oils, skin cannot replenish itself in a healthy manner.  Some amount of oil on the skin is normal and is itself a protecting agent against further bacterial damage.

Perhaps most startling is the long-term deleterious effects of benzoyl peroxide on the body.  Studies have shown that benzoyl peroxide generates free radicals in skin. Free radicals cause oxidative stress on cells and damage DNA, both of which may result in cancer.  Because of this genetic code degradation, benzoyl peroxide has been linked to cancer, especially skin cancer, and has been deemed a “tumor promoter.”

Moreover, even when benzoyl peroxide may succeed in reducing acne or other skin conditions, it may impede overall skincare goals.  Oxidative stress on cells damages them and slows the healing process.  It can result in a lengthier recovery from acne than other skincare methods.  But worst of all it can produce premature signs of aging.  The more benzoyl peroxide that is used, the more damage it can do to skin on a long term basis.

Seacret v Arbonne

A good friend asked me this morning how Seacret products compare with Arbonne.  I don’t know a whole lot about Arbonne, but I can do web research fairly well.  I was able to find 2 products that are for the exact same purpose for a side-by-side comparison, apples-to-apples.  I’ll post the clips here for you to review and I won’t add any commentary or judgement so you can make your own conclusion.

Some Facts:

  • Both of these products are for facial cleansing and removing make-up.
  • For almost the same price, the Arbonne bottle is 3 ounces while the Seacret bottle is 7.1 ounces.

If you want more information, please contact me at 603-767-6500.

Arbonne SEACRET_-_Facial_Cleansing_Milk