The simple secret to be seen as being smarter

"Asking for advice makes you look more competent and not less"

Asking for advice is an admission that you don't know the answer.   Most people are reluctant to admit that they don't know something because they believe that they will appear as incompetent.      The good news is, that is not how others will perceive you.   By admitting you don't have an answer and asking for advice you come off seeming to be more intelligent according to a recent Harvard Business School study by Allison Wood.

Why does asking for advice have a positive effect on your reputation?

1.  Asking for advice is a highly efficient way to gain knowledge.   Your adviser may recognize this and believe you to be more intelligent for doing so.  

2.  Asking for advice can be interpreted as you having confidence. Your willingness to demonstrate vulnerability signals a confidence to take a risk.   

3.  Asking for advice is similar to a sincere compliment.   Asking for advice strokes your adviser's ego. After all you must be pretty smart to be asking them for advice. 

Bonus....by asking for advice people will often tell you how to make the sale.      A young lady who took my Power Persuasion Course asked her client for some advice to make her presentation better?  The client was more than happy to give her some advice.   She expressed her great gratitude for his advice and made his recommended changes.    She proudly took back her presentation with the changes to show him.   The client was pleased and proud and gave her some business....beautiful!

When shouldn't I ask for advice?

When the answers are ridiculously obvious!  Then you will just come off as seeming to be incompetent. 

  

It's easy to get referrals if you know how?

"The easiest sale is when a potential customer is referred to you from an existing customer"

How many referrals have you gotten this year?   The reason most people don't get business referrals is they either don't ask for them or they are doing it wrong.   Here is a typical scenerio....

You.......say Mark by chance do you know anyone who could benefit from my services?

Client......Not off the top of my head but let me think about it and I'll let you know.

Net result.....Zero referrals, you get discouraged and don't bother asking for referrals anymore.  Does this sound familiar?

Good News....by using the proper persuasion techniques you can make it rain referrals on you!  Here are the persuasion techniques used in my system....

1.  Ask for a favor (Also known as the Ben Franklin Effect)   Ben found out that by asking for a small favor from an opponent, that person would feel more friendly towards him after granting his favor)   Strange as it seems, when someone does a favor for us they start liking us more.  It also empowers people to be asked for a favor or advice.    After all if they are in a position to grant favors or give advice they must have some power and influence.  

2.  Reciprocity.   When you give a person something (a gift or favor) most people feel the need to reciprocate by doing something in return and often something much bigger than what you gave them. 

3.  Because.   After making a request follow it up with a because_______________.   Almost any reason will increase your chances of it being granted.   Of course a good logical reason further ups your chances of it being granted.

4.  Foot in the door.   FITD is when you get someone to do or by something small, it greatly increases your odds of getting a bigger sale or favor.

When is the best time to ask for a referral?

1.  When you and your client both know you did a good job.

2.  When your client has thanked you.

3.  When your client re-orders or re-news your services
4.  When they are happy and upbeat
5.  When you have solved one of their problems.
6.  When you sign up a new client.   They will be happy to give you a referral because it helps them justify their wise decision to use your services.

Here is my tested and proven way to get referrals....

First give them a small gift.    This could be anything from a pen with their name on it, to a gift certificate at the local coffee shop.    Just remember that if you want them to reciprocate don't give them anything with your company name on it  (that just be viewed as advertising).

Second, ask for a favor.    "Peter can I ask you for a small favor"

Third, ask for a recommendation or testimonial letter.   This is an important step to be taken before you ask for a referral.   If they say yes, congratulations!

Fourth,  add because to your request.   "Peter can I ask you for a small favor?   Would you be willing to give me a recommendation letter for the services I provided you because a testimonial from someone like you would be a real boost to my career?"  (your because doesn't have to be same as mine its just an example)

Why are testimonial letters so valuable?

Even if you don't eventually get a referral you have a most valuable piece of paper (testimonial) that will make getting future business easier.  The more testimonials you have the more social proof you will have of your competency.

Testimonial letters allow you to let someone else do the bragging for you, so you don't have to.  It also causes the writer to like you more.   After all, you are recognizing them for their status and power by asking for their recommendation.  This greatly strengthens your business and personal relationship making them more loyal to you.

Testimonial letters are  the FITD (small favor that can lead to a bigger favor....a referral)

Fourth, show sincere gratitude.   Tell your client why the testimonial means so much to you and your future business.

Fifth, now that you have the testimonial letter its ok ask for a referral.    Your client has already endorsed your competency and ability so its only natural that he would be willing to give you a referral, right?

Finally.......ask for a referral.   "Peter can I ask you for a favor?   Do you know anyone who would profit  from my services because your recommendation would carry a lot of weight?

Remember this.....When you ask for a testimonial you validate that persons knowledge and status.   You make them feel good about themselves so they feel good about you.   Asking for a testimonial is a compliment.

7 fun easy ways to make...A Killer First Impression

"You only get one chance to make a killer first impression"

Science tells us that first impressions...

* are made within seconds (or even less)

* are very hard to change

* can be changed with the right techniques and time

Good News.....science can also teach us how make a 'killer first impression'

We are programmed to judge a book by its cover. Think back to the cave man times.   If you saw someone approaching, you had to make a split second decision; friend or foe?   If you saw the high grass moving you had to decide is it the wind or some animal that wants to make me it's next appetizer?  We evolved to make quick decisions because out life depended on it.

Think back to the first time you met the people in your life.    What was your first impression of them?   Were your impressions accurate?  You, me and everyone else place an astounding amount of value on first impressions.   Unless you like doing things the hard and difficult way, it just makes sense to put some time and effort into making a 'killer first impression'.

Making a strong first impression is easy if you follow these tested and proven suggestions...

1.  Appearance

Whether we like it or not, looks matter a lot.   We see someone enter a room and we immediately judge; status, wealth, health, intelligence and whether we think that person might be a friend or foe.  We've said yes or no to ourselves mentally before that person even says a word. 

I can't give specific recommendations as to how you should dress other than this.....

* dress to the image you want to project.    If want to be perceived as a financial adviser, dress that way.  If you want to be perceived as  bad ass biker guy, load up on the tattoo's, chains and leathers.   

* your appearance includes your vehicle, your office, your briefcase and even your accessories.

* your body language also projects an image.   Do you walk tall and proud like someone of great importance, aggressively like a WWF wrestler or  do you look at your feet and avoid eye contact like someone without confidence.   You are projecting an image!

2. Encourage them to talk

The best way to do that is to let them talk twice as much as you.   Encourage them to open up with good open ended questions.   The best 2 words to get someone talking is.....'tell me'.   Tell me why you use that product.   Tell why you've had good success with  ______?    Tell me how you got into this business?  Tell me what you like to do for fun?

People like to talk about 2 things; themselves and the things they like and never ever interrupt them!

3.  Eye contact

Try to maintain eye contact about 80% of the time when they are talking and 60% of the time when you are talking.   Here is why....

*You appear more confident and trustworthy

*You appear more personable and intelligent

* You appear more engaged with them

* It makes the conversation seem more intimate 

Pssst......just don't carried away with too much eye contact or you will appear to be a psycho!

4.  Introduce yourself like James Bond (sort of)

Can you remember how he introduced himself?    He would confidently be the first to extend a hand, look them square in the eye and say.....Bond, James Bond.   

I would like you to do something similar only start with the first name as in......James, James Bond.   The reason for this is that you say your first name two times.   This greatly increase the chances that someone will remember it.   Plus, the quicker you get to using each others first names the quicker you will lower resistance and get them comfortable with you. 

5.  Remember their names

I will be the first to admit that I'm not that great at remembering names.   However, I am getting better because I keep working on it.  Here are some tips..

* repeat back their name as soon as they tell you it.   As in..It's a pleasure meeting you John.   

* use it again as soon as practical to cement it in

* ask for business cards

* associate their name with something silly.   If John was tall and black hair, I would think 'Long John Black Hair'   

6.  It pays to be passionate

Passionate people grab our attention and engage us.   We love to hear from people who are passionate about life or whatever they are talking about.   So go ahead and get excited because that excitement tends to knock our socks off and makes a killer first impression.

Be expressive.   Those who gesture and modulate their voice tone and volume are deemed to be more intelligent and believable.   Being expressive is how we convey passion.  

Remember this....people may be interested in what you do however if you are passionate about why you do it, that is what motivates them to want what you want. 

7.  Sell in the sunshine

What is the point in trying to make a big impression when you or your client are having a bad day.  Too much negative energy to accomplish anything.  However, I am at my best when something good has already happened.   And when your client has had some good news, they are more likely to be open to your killer first impression.

Also, I beautiful sunny day is the perfect day to make a connection or make a  pitch.   So....sell in the sunshine.