Personal Relationships and Referrals

Matt Ward, The Breakthrough Champion, focuses on building stronger relationships, and how we can use them to connect with others. 

I was honored to be one of Matt's first podcast guests on the Mass Business Connections Podcast.

Here's a Partial Transcript of our conversation.

On setting up systems and sales conversations:

First of all, setting up processes has helped immensely - just having the scheduling calendar so that you’re not going back and forth and losing emails, having a system where when somebody schedules a discovery call. Because for me, as for most of the people that I work with, our goal is to get somebody on a call. Rarely do people just click a button and purchase. They need to know who they’re working with.

So again, it’s all about personal relationships and referrals.
Many times they’re referred to me by somebody else. So it's helpful to have a process where they get on, they schedule the discovery call. What happens next? Well then, you welcome them. "Hey, looking forward to speaking with you. Here are some more questions for you to answer so I can get to know you better". So, now, I asked them some probing questions to get them future thinking about their business. I also send them an "Interview with Susan" document so they can learn more about what it's like to work with me.  It's basically a Frequently Asked Questions page. Then, I send them to my testimonials my case studies my success stories.

Now what happens is when I get on that call with them, they know everything they need to know about me, so I get to fully focus on them.

So, next, I get to just focus on truly listening. I make my discovery calls on the phone so that I can close my eyes and not be distracted. And really listen. And I think if you listen, and you’re like, what is the problem this person is having? 

The biggest 'objection' I usually hear ( probably 80% of the time) is that they don’t want to appear "selly". They have a little bit of a hesitancy putting themselves out there.

On determining the best way to work with a new dream client. 

As a small business owner, you’re the face of your business. And you have to know and be firmly planted in your why, in your mission. What’s the change? I should have it tattooed on my forehead problem, solution, result. What’s the change that you can honestly and truly bring to somebody?

So at that point, when I’m on a call with somebody, or I’m talking to people, I never feel selly, I feel like I’m working really hard to understand what is their problem?
Do I have a solution for it?
If not, do I know somebody who does?
And what are the results that we’re going to work towards?

And so I really rarely think of it as sales. I also have found that it’s been helpful to clarify my offerings so that when I’m on a call with somebody, I can put them into one of the solutions. Is it a 90-minute? Is it a three-hour? Is that a three-month solution to get them where they want to be? What will serve them best? (Depending on where they’re at)

You can grab the full transcript here. 

So, how about it?

Schedule your free call with me to take a look at your digital marketing and systems that will help you grow your business with ease and flow.