Peer Referrals …. Do They Really Work?

I recently had someone ask me if I get any ROI from attending marketing events or online symposiums. The truth is ‘Yes’ – I do. While I know many people don’t think marketing events or peer referrals truly work, the bottom line is to understand that referrals aren’t a “sure” thing. You still have to work to obtain the business.

Some people say, “Sure, refer me to your source” only to be nice. This is a lead that you will pitch and pitch and will never come through.

Other people say, “Ok, make the introduction” only to see the cost of your services and run away- no matter how valued the relationship is. This lead was never secure to begin with.

Other people are thinkers. Other people are price comparers. And other people are actually interested. Like any type of business, referrals are simply enquires and you have to earn their business. Just because someone knows you and loves your services doesn’t mean the third party will buy on a handshake or virtual introduction.

So, how do you close a referral lead? Simple – just follow these 3 steps.

First, reward those who send you business. If the referring party has a financially vested interest, he or she will help to follow up and close the leads they do send over. Keep in mind, however, that only about 20% of all leads will actually close.

Second, offer a discounted or rewards program to those who have been referred to you. Even with praise and amazing ratings, an incentive-based offer to try your services for a limited time works better than sending over a large contract or long-term service obligation.

Finally, don’t be aggressive. Stop with the daily “follow up” phone calls, sales-ad emails (sent twice a week), and Facebook ‘Likes’. If a potential lead is annoyed with a pushy sales process right off of the bat, he or she will be skeptical of your services. I know it is hard- but be conservative with your follow up efforts.

Until next time,

Twyla N. Garrett

How to Keep Your Family Safe During A Terrorist Attack

I want to talk today about three easy ways to keep your family safe during a terrorist attack. During an attack, people will panic. Providing a long list of "to dos" sometimes can be counterproductive because we, naturally, panic. So, I broke down three easy-to-remember things to help keep your family safe during an attack.

1. Be aware of your emergency exists. If you start this today, it will be second nature to you. Every single time you walk into a business, amusement park, etc. with your family (and yourself), point out the emergency exits to your family members and then note the ER meeting place. It seems simple, but this is the best thing you can do to save a life during an attack.

2. Know how to handle minor and major medical issues. How? Take a CPR course and a first-aide course. Refresh the course knowledge every year. The information learned will be on automatized recall during a true emergency.

3. Find a police man or EMT and ask where you should go. Don't just head to the ER meeting spot and stay there. Once you collect your family members, ask what the plan is next. Find the closest first-responder and ask where the safest place to move to is.

I hope this information helps you make smart decisions when it comes to keeping your family safe during a terrorist attack, hopefully-however- you will not have to use it!

Twyla N. Garrett

The Biggest Tech Trends!

Are you in the tech business? Maybe looking to become more tech savvy? Well, good thing you are here today. I'm listing my biggest tech trend predictions for business during 2013. Don't see your favorite trend on this list? Share it with me! Leave a comment of find me on Twitter!

1.Online workforce. Yes, hiring an online workforce and setting up a "virtual" office saves money in many ways, but it also promotes happier employees. You can hire an entire new team of professionals, each located in their home offices across the country or globe. Or, you can take your current workforce and let them work from home. Get rid of the office overhead and internal employee fights or potential sexual harassment issues by setting up an online workforce!

2. Grow your online business. Yes, don't rely on customer-to-business traditional sales anymore. More and more people are buying online without ever speaking to a customer service rep or a sales person from a company. Make your products or services easy to navigate so the purchase power stays with the online consumer.

3. Cut back on your IT department. Yes, I said it. Even in a virtual business playing field, today's culture means more people are computer Savvy and there are more independent contractors willing to charge less to come out and fix (properly) your computer issues. So, you will not be needing that "on call" IT department any longer.

4. The cloud.... Yes, I do love the cloud. Why? Any business owner knows what a necessity it is. The cloud is powerful and comes with services and new security systems emerging to support mobile, transitory, and an flexible workforce. Maybe you are keeping the office but now there is a blizzard. Employees are forced to stay home because streets are closed. The cloud allows your workforce to adapt to working from home on the days it may be required. Cut down on loss of work or employees from calling in sick because they are "contagious." Get the most bang for your employing buck by using the cloud!

5. The end of Facebook. We all see it coming so I am calling it. Companies spent the last few years going bonkers over a tight Facebook presence. The truth is Twitter is growing and Facebook is failing. Twitter allows people to be engaged and get direct answers and concerns immediately resolved. So, focus more on Twitter this year.