Your book Get Noticed... Get Referrals is about getting noticed, but many people are reluctant to promote themselves. How can this reluctance to self promote be overcome?
Jill Lublin: Start with what you are comfortable with then challenge that comfort zone at a rate you feel at ease with. In my book, I share many different methods of how to “get noticed”. See what resonates with you and start there.
Getting noticed means setting yourself apart from the crowd. How can this notice be achieved in a positive way?
Jill Lublin: Build on your uniqueness. Also, I find that today everyone is going so fast that they rarely give their full attention. So distinguish yourself by being completely present, especially in one-to-one situations. When you are completely present, it helps others relax because they know that you are listening to them and hearing what they say.
Every business person wants referrals, but many people are reluctant to ask for referral business, as they see it as intrusive or they are afraid of being turned down. Is there a way to ask for referrals that will get positive results?
Jill Lublin: Most people are happy to make referrals. Just clarify whether money or other compensation will be exchanged upfront. Few things can destroy a relationship faster than misunderstandings and bruised feelings relating to referral fees.
Specifically ask your referral partners if they are willing to give and expect to receive referral fees. If referral fees will be paid, clarify the amounts and how and when they will be paid. When a source and I reach agreement on referral fee terms, I send him or her a confirming email restating the terms. On every subsequent referral to or from that source, I also send an email that states the client’s name, thanks him or her for giving or taking the referral, and confirming the referral fee terms.
People want to help others, and you recommend extending help to other people. How can you help other people, and ask them to help you achieve your business goals?
Jill Lublin: One of the biggest myths is that successful people don’t ask for help. People also think that sources will not share. When people have dealt with you, trust you, like you, and believe in you, they will give you tons of information. They will trust you and share their confidences. They want you to succeed. If they are convinced that you will do a great job for their contacts, they will make your job easier because you will make them look good s well.
Business people are often very busy with day to day routines. Very often, they are working in the business rather than on it. As a result, they lose focus and passion. How can a business person maintain focus, passion, and a positive attitude?
Jill Lublin: Some will disagree with me, but I do believe passion, focus, and positivity can also be learned and increased. Here’s how:
• Surround yourself with active people. Active people tend to be curious and have a wide range of interests. They are usually open, adventurous, and eager to share. As you spend time with them, their love of involvement will rub off on you. They will introduce you to exciting new areas and encourage your quests.
• Be with interesting people. Interesting people can introduce you to stimulating new pursuits that you probably would not have discovered on your own. These new directions can energize you and expand your life. They can help you become more positive and adventurous. Interesting people will also take interest in and support your pursuits.
• Spend time with positive people. Positive people are supportive; they will encourage and help you move forward so you can achieve your objectives. When problems arise, their support will help you to move forward and keep you from becoming discouraged.
• Eliminate negative people from your life. Negative people cannot see the light so they will try to hold you back. Their doubts will get the best of them so they will not provide the encouragement and help you need to succeed. Although it’s important to examine everything with a balanced view, constant negativity is demoralizing and will eventually bring you down.
• Take chances. Nothing of value comes without risk and if you hope to succeed, sooner or later your must take chances. Otherwise, you will remain rooted in place while others pass you by. When you take chances, it can add excitement to your life and make it more fun. It can make your successes sweeter and more complete. When you begin taking risks, it can ease your fears and encourage you to take more chances. If some of the risks you take fail, identify your mistakes, learn from them, and try not to repeat them.
• Enroll in programs. Attend courses, programs, and activities that push you past your boundaries and help you get unstuck. Do something different; break the mold. I’ve taken improvisation courses that made me respond spontaneously and be completely in the moment. I tried physically challenging programs that put me in dangerous situations and forced me confront my fears. Avoid being stagnant. Take acting, singing, or dancing lessons. Learn an instrument, ceramics, or a new sport. Constantly push yourself to learn because those who constantly push lead exciting lives.
Sometimes things go wrong and mistakes are made. How can a business person become noticed as a company that takes positive action on customer concerns and complaints?
Jill Lublin: You can’t anticipate every problem; you can’t always be in control. Problems will arise that you can’t predict or prevent. When things go wrong and mistakes are made act kindly and with understanding. Your understanding could turn that person into a friend, follower, or supporter. However, if you treat mistakes harshly, they will avoid you and tell others how badly you treated them. They certainly won’t do business with you or refer others to you. In the end, business is all about people.
How can a business person become a better listener to the needs of customers, and provide even better service?
Jill Lublin: It’s a process that takes practice.
Here is what I suggest:
• Abandon your agenda and pay attention to your customers’ feedback.
• Focus on listening.
• Let others speak.
• Concentrate on what they are saying.
• Interrupt only when you don’t understand or to indicate your excitement.
• Flow with the conversation.
• Be 100% there.
These steps will make your service ratings soars!
If there were only one thing that a business person should do to become noticed, and get more referrals, what would that be?
Jill Lublin: Be yourself. Build on your assets and your uniqueness because they are really what people want. Clients and customers want you, your special viewpoint or approach; your unique insights or touch, not a weak imitation of someone else. Don’t just be a copycat; find your own voice. Get noticed in your own way; in the manner most natural and comfortable to you. Examine the approaches that others have taken and then follow what feels natural for you. Trust yourself and your instincts.
For more information about Jill Lublin (photo left) Author of Get Noticed... Get Referrals: Build Your Client Base and Your Business by Making a Name for Yourself (Touring July 7 - August 1) visit Virtual Blog Tours - Jill Lublin Author of Get Noticed… Get Referrals.
My book review of Get Noticed... Get Referrals: Build Your Client Base and Your Business by Making a Name for Yourself by Jill Lublin.
You're invited to visit various blog tour stops throughout the month to learn much more about Get Noticed... Get Referrals.
