Michael’s biggest deal using referrals happens to be when he took his business from serving two clients to 4,500 clients, practically overnight, building a global agency.Michael shares the sequence of a successful referral in 4 steps:
“The sequence works with firstly, curiosity. You’ve got to get on their radar. They’ve got to be firstly curious about what did she do.
Then, the second part is around the environment. So for us it’s about showing it’s a fun environment to be around us. So they’ve got to enjoy the environment.
The third part is trust. You must create a level of trust because, people only buy from people that they know, like, and trust.
Fourthly, desire; we’ve got to create the desire for them to actually need what it is that you have…”
Listen to podcast episode 26 for the complete program.
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