As a speaker, I’ve done some
crazy things to make sure people get the point. www.NetworkingNinja.com)

Early on, I started a speech
by coming on stage, climbing to the top of a step ladder, taking a seat and
beginning with these words:

“Every
entrepreneur has a dream. Something you strive for. The place you want to get
to.

For
some of us it’s no more than a schematic imagined in a catnap. But for most
it’s a full color castle way up there in the air.

How
are you going to get there?

How
can you get to your castle in the air?

You
have to find the ladder.”

Today, more than ever you
need to find that ladder.

 You find it by understanding
how to generate referrals from people that can help you… step by step…climb the
ramparts to your castle in the air.

 There is a hierarchy to
referrals. Each step up is slightly more complex.

Each gets you closer to your
goal. Each reduces the amount you have to sell.

 Most times people are
looking for multiple resources to evaluate. How you are referred to them makes
all the difference.

 Here, in ascending order are
the steps up the ladder:

            Fifth Step:                                                      Endorsement

Fourth
Step:                                      Testimonial

Third
Step:                            Recommendation

Second
Step:            Introduction

First
Step:      Pointer

To get the full article and learn
how to move up the ladder go to http://www.jerryfletcher.com/Resources.html

Here’s how to identify each
step:

The Pointer—merely
suggests other people you might talk to. This referral literally points to
others and takes no proactive action to help you.

The Impersonal Introduction—leads to you making a telephone call or otherwise contacting
someone and saying, “Referral’s name said I should call you…”

The Personal Recommendation—is the first time that your referrer is actively
assisting you. A note or a letter that accompanies a copy of your materials
that simply says, “Person’s Name, take a look at this.” That is sufficient to
get you reviewed in some cases.

The Telephone Testimonial—occurs when the person you’re talking to picks up
the phone and provides a testimonial for you as you listen.

There is only one step
better than that. :

The Personal Endorsement— occurs when the referrer agrees to personally
endorse you in an introductory meeting with the prospect. The referrer sets up
the meeting, convinces the prospect to attend and relies on their friendship,mutual respect and trust to assure attendance.

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 Marketing is Jerry’s area of
expertise. Learn more at www.JerryFletcher.com

Jerry speaks professionally
as the NetworkingNinja

Pass this blog along to friends and acquaintances
that need to be referred to build a business, a career or a live of joy.