We have all met the heavy push salesman who “hits you hard” but then doesn’t call back or maybe they do, once!

People who get a majority of their business by developing relationships and not expecting the quick buck could naturally have an advantage in Sales due to their relational mindset and expectation of relationship building.

In Referral Marketing we teach clients to invest in relationships, network by helping people and not “Push” the sale at the first opportunity.

The initial reaction for a transactional person maybe  “what Rubbish”  but check out the stats below provided by Bob Urichuk one of the worlds top sales Gurus.

It basically proves that for relational people who are more likely to reconnect with clients on a regular basis may actually have the edge.

48% of sales people never follow up with their prospects

25% of sales people make a second contact with their prospect and then, stop

12% of sales people make three contacts with their prospect and then, stop

Only 10% of sales people make more than three contacts with their prospects

2% of sales are made on the first contact with a prospect

3% of sales are made on the second contact with a prospect

5% of sales are made on the third contact with a prospect

10% of sales are made on the fourth contact with a prospect

80% of sales are made between the fifth and twelfth contact with a prospect

Follow up follow up follow up- and get relational

Bob Urichuck is ranked #7 in the World’s Top Sales Gurus – Subscribe to Bob’s free weekly e-minute at www.BobU.com if you want to learn how to increase the velocity of your sales. Bob is regularly bought into Dubai by Right Selection. We will announce these events when they occur

The “cheers of approval” or “nods of agreement “as a team agrees on a decision, that will ultimately take the group to success. The members all really believe in the need for success, they know why, they buy in, they WANT IT . So why does it so often fail.

Why is this?

In 1964 a lady, Kitty Genovese was waking in a street in New York.

She was attacked 3 times in half an hour and ultimately stabbed/beaten to death. The police were not called.

The interesting and sad fact is that the mugging was witness by 38 people . Yet no one called the police.

Why?- Later studies found that they all thought someone else would call the police.

Other studies backing this up have been found:

One such study involved someone having an epileptic fit.

When only 1 person was present, in 85% of the cases they got involved to help. When there was 3 or more people only 31% of people got involved.

Another study has smoke coming under a door. When there was only one person percent 75% of people got involved and called for help. When there was a group only 38% of people got involved.

In the case of Kitty it wasn’t that no one saw her that possibly didn’t save her life it was the fact that 38 people did see her.

When we are in a team we often think that others will do the job.We are not being lazy on purpose its human nature.

Hopefully, now we realize this we can do something about it.

We all need to be the “I” in Team.

Think about your Referral Partners and your Referral Sources, your networking group, your friends your family. Be the one who takes action and sets the standard.

This was taken from “The Tipping Point “ by Malcolm Gladwell and applied to networking by Phil Bedford

helping others in and out of business can improve the quality of your life and that of others. Good luck for 2010 Ayad

Ayad Video messageClick here

1               Is that people do not like to go alone

2               Is that people are uncomfortable with approaching people to “sell” themselves

Firstly, remember that we should be looking to help other people as networkers not selling ourselves and our products/services but I will assume this is already known.

I would like to suggest an idea which is both fun and extremely efficient as a “networking tool”.

When attending a networking event, strategically select someone to attend with you.

The “power” in this form of networking is that when you start to “work the room” you are doing it on behalf of your partner. You try to find them business and not yourself. He/She in turn will be doing the same for you.

This reduces the feeling that you are selling (many people are challenged when selling themselves ). Instead you are referring, and helping two other people by putting them in touch.

I would suggest that before you enter the event that you set ground rules. For example; how many contacts you would like to meet, how long you will network and ensure that you fully understand each others target market ( ideal client )and definitely each others service/product. You do not want to waste either yours or your partners time by referring the wrong person.

Make sure that your partner is someone whose service/product and professional attributes are worthy of putting your reputation on the line or it could back fire.

Done correctly this is an incredibly effective way to network and lots of fun. Don’t forget to thank each other for what ever is brought and even reward your partner for their efforts whether individual or done as a joint reward.

I am in Dubai in the UAE it’s a Monday Morning 07.15 and I am networking at SABCO the South African Business council ( I am British ).

I bump into a British chap who I met at a recent Danish Networking event.

We start talking and using my now natural Skills of probing and asking questions about people ( in an effort to Refer or help them ).

We navigate down an interesting path of question and answer. (it is simplified below for ease of reading. The actual process took 10 minutes)

1. Yes both we both lived in Plymouth ( UK )
2. Yes had both been to Cardiff (Wales )
3. Yes we both knew the “Same” Building in Cardiff
4. His friend lived on the 9^th Floor of that building
5. I own a property on the 9^th Floor of that building
6. His friend lived in apt 02
7. I own apt 02

Needless to say, after we picked ourselves up off the floor. I also recall thinking back to a few months before when a previous tenant there had been late in payment and I was thinking how great it would be if I met someone in Dubai who knew them so I could chase them down if need be.!!!

Ok so maybe  “The Secret” has a point in the “Law of Attraction “ but you find out nothing unless you ask questions.

Phil Bedford

Listen to music?

Listen to self improvement tapes?

Listen to Audio books?

Keep our eye on the road hopefully!

But while maintaining focus on your driving ! Heres a thought, what about taking every opportunity to give someone a lift ,and share the car.

I recently shared a car with Bob Urichuk . It was following the 8th Unleash your DNA event in Dubai and Bob was staying in the hotel next door. During the trip we had the most amazing converstaion about Bobs background and thoughts on life.

A week later at the “Get out the Rat race in one year ” event I heard Bob present. Much to my suprise a large Proportion of his speach was our converstaion in the car. I got twice the value.

So next time you get the opportunity to drop someone off, pick someone  up, car share, go to an event together . Take it and get to know them you never know where it will lead and you will be helping the environment.

Phil

“ Truth or Delusion “ states that if a customer is happy they will on average tell 5 people about the experience .  If a customer is unhappy they will tell 11 people each of these 11 will then tell 5 people ( 55 + original 11  )  this becomes the 5: 66 rule.( Some people know this as the 3:33 rule depending on your source).

Following a recent experience with a BNI colleague I wonder if these figures are now drastically inaccurate.

The individual in question had a bad experience at a bank in Dubai. She decided to “Tweet” this experience to her network.

Lets assume for one minute that she has 200 followers ( some people have thousands ) if each of these followers were to re tweet to their networks. we can say (200×90.9  = 18,180pax)  ( 90.9 is the ratio of 11 to 5 )

These numbers have to be an estimate ( it could 100 times worse ) because I have no exact data to back them up as in the original studies but I want you to think ( and of course comment as it’s a blog )

As if the above wasn’t bad enough. Now add to the above the fact that the Local Newspaper happened to be reading her Tweets and published an article on the experience. The local paper has a readership in the range of 200,000 pax

Wow!!   possible new ratio 200 : 218, 240  

“Truth or Delusion”- Dr Ivan Misner, Mike Macedonio , Mike Garrison