By Gina Trimarco, Chief Results Officer
At every Carolina Improv comedy show, we ask the audience for a review on Google or TripAdvisor. Every single show. And because of that we have rank #1 on TripAdvisor for NightLife Attractions since 2011. The irony to this is that we are a very small fish in the entertainment pond of Myrtle Beach, yet we sit at #1 year after year.
At Pivot10 Results, most of our business results from referrals and recommendations as well. Businesses hear about us from other businesses and they become warm leads. Nothing against cold calling, as my good buddies (and sales gurus) Anthony Iannarino and Jeb Blount will tell you are necessary.
Check out our Women Your Mother Warned You About podcast for interviews with
Anthony Iannarino & Jeb Blount (posting on August 1, 2019).
Relationships are king (or queen), based on trust. You can buy instant trust when clients recommend you. But if you wait around for referrals and recommendations to monetize instead of taking action, you could starve to death. If you absolutely hate cold calling, try the warm calling approach. Call current clients and ask for referrals. The reality is that people can’t always think of who to refer to you. Do the leg work for them and ask for specific contacts.
The best referral for me is an existing client. Often times, the first service they retain with P10 is a “starter” service – something that gives them an opportunity to experience results from us. Then we work our butts off to deliver. This quickly puts us in a trusted advisor position, which leads to other projects. Some of those projects aren’t even what we usually offer, but the client has now come to rely on us and will hire us instead someone new, even if another company has more experience.
Want someone to write a recommendation for you? Again, people often don’t know what to write. More like, they don’t have time to put it into words. Try asking them how they or their company benefited from working with you. Then ask them if it’s okay if you write something up for them as a review or recommendation and then get their approval for what you write and share.
Don’t forget … be a friend, make a friend.
Need to overcome your “stage fright” when asking for referrals?
We can help you with that. Check out our Spontaneous Selling 1.0 video series below.
- The Pivotal Leader Podcast – featuring interviews with thought leaders and CEOs
- Women Your Mother Warned You About Podcast – featuring topics for women in sales and business
- Spontaneous Selling 1.0
ABOUT THE POST AUTHOR
Gina Trimarco, CEO/Founder of Pivot10 Results and Carolina Improv Company, is a serial entrepreneur with 25 years of experience in marketing, sales, operations and people training. A Chicago native, she was recruited to Myrtle Beach South Carolina in 2007 to take over an IMAX theater after successfully turning around the one at Navy Pier. When the economy crashed in 2008 she opted to do something seemingly impossible to many by starting an unproven concept business instead of finding a new job. That business, Carolina Improv Company (CIC), has been #1 on TripAdvisor for Nightlife Attractions in Myrtle Beach, SC since 2010. Soon after that, she founded Pivot10 Results, a training and strategy company that helps businesses and executives shift from people problems to performance results. through soft skills training and coaching. She graduated from DePaul University and studied at Second City while pursuing her degree in Communications. Trimarco produces and hosts two podcasts: The Pivotal Leader is and Women Your Mother Warned You About. She also is a member of the Forbes Coaches Council, a contributor to Forbes.com and TrainingMagazine.com, as well as a Vistage Worldwide member and official Vistage Worldwide speaker.