We have talked about consistency a number of times over the past few years. We have talked about how it is extremely important to success.
In fact, if you watch my number one video at the link below you will join thousands of others who believe that consistency is really that important.
You will see why so many people believe it and use it in order to create success.
Today, I want to add one thing to consistency, which will make it even more powerful. That secret ingredient is stretch.
If you are consistent and you stretch – you will be amazed by the results. You will be amazed at how you take that goal and exceed it by miles.
Stretch is the magic ingredient that will make consistency explode with tangible results.
Let me share a couple of examples with you about consistency and stretch working together.
1/ Walking
I had a goal to walk 2 miles a day and thus 60-62 miles a month depending on the month.
Consistency of walking everyday would make this happen and achievable; however, the question is always, “what happens if you miss a day?”
So I added stretch, I walked 3 miles on the days I could, meaning that I stretched out my goal.
Now, when I missed a day, if I had two stretch days, I made it up and was immediately back on goal.
My results told the story. I had a tough month and actually missed 7 walking days – my consistency was a bit off. However, because I added stretch to it and walk 3 miles enough days, I actually ended the month at 67 miles, which meant I was five over target.
2/ Sales.
I need to meet face to face with 20 people a month to close the amount of business that my goal is set to. If I have a target of meeting with a person every day, for an average of 20 work days a month, I will make my goal.
But again, we know life happens and so there will be days because of whatever reason, I do not do a one on one.
Yet, if I stretch some days and do 2 or even 3 on a day, I will match my goal, or I could even exceed my goal and reach a stretch goal of 25.
I implemented this and here is what happened. I missed a few days, yet I got 26 one on one’s done, which is 6 over goal. In total, this is 1 over my stretch goal.
Think about how you could apply this to the things you do in your life and business.
Debt payoff – consistency of paying $1,000 a month, to a stretch of $1,500.
Cold Calls – consistency of doing 50 calls a day, to a stretch of 75-100.
Define the consistency you need to accomplish.
Define the stretch you can do.
Then execute – you will be amazed.
Do you already have one in place in your business?
Referrals – are leads given to you by others such as the people you know and/or people you are doing business with.
Want to watch The Coach discuss this in even more detail live?
We all know what they are.
We all know why they are important.
We all want them.
Yet, how often do we ask for them?
Do we have a formal process to make sure it happens in our business?
Most people never ask.
I am not sure why.
You have a good relationship.
If they are a customer, you have done a great job.
So, why would you hesitate in asking?
The best way to make this happen in your business is to put together a formal process defining how you ask for referrals. Even if you are a one-person business. Define the process and then execute it.
So today I want to help you get started by helping you to make this happen in your business.
Here are three tips you can use to build an effective strategy.
1/ Start by defining when you are going to ask for a referral
Teach this to yourself and your team.
Define, “this is when you need to ask for a referral.”
You don’t have to do all of these, but if you did one, it would make a difference.
It would result in you gaining more business.
A/ When you close the deal.
The customer is so excited about buying, so let them spread the news.
B/ When you call back after delivery.
They have just received your product or service, they are a hot lead.
C/ When they say no.
Your product or service might not be right for them, but.
Do not fear, they will likely give you a lead, if you ask.
D/ During the selling process.
Part of your process should be asking at certain stages.
E/ After a certain period of time.
They should now be very happy with you, and your product/service should be working for them.
F/ When you stop by.
Ask for a referral in part of the conversation.
G/ When you are celebrating a sale.
You are all excited, So while you are confident, ask the question.
H/ When the team is around
Others might pitch in and give you names.
2/ Define how you will ask for referrals to make it easy.
These are just a sample, remember there are many ways to do it, but doing it is most important.
Wait while they are filling in the data. “No problem I can wait.” “I prefer to wait.” “I know you are a busy person and might never get around to doing it.”
You fill it out for them, add the data you already know, then ask them to complete the rest.
Don’t leave it with them, fill it out now.
Ask them to call and introduce you, in the cell phone world of today, would you mind just calling them right now and telling them I will try to connect. They might even want to talk with you right now.
Always go for 3.
A/ Give them a sheet of paper.
Referrals from Joe Smith.
Name Phone Email Company
1/
2/
3/
Thank you.
You can even fill in some of the data for them ahead of time.
B/ Give them a link which they can click on, and it asks them
For 3 referrals.
Name
Phone
Company
C/ Get your notebook or tablet out.
Ok, Jane, can you give me the name of 3 referrals that might be able to use
3/ Define why you have to ask for referrals. This is what can make it really work.
This is the most crucial piece.
Why are you doing this?
Because it is clearly the easiest way to get more sales.
It changes a cold lead into a very warm lead.
It takes almost no time to do.
It works, it gets your more business, now.
If you don’t ask, someone else, like your competitor might.
If you don’t, you are leaving so much business on the table.
Because you want to grow your top line, and this is the fastest way to do it.
"Could you introduce me to someone who just like you HAS THIS CRUCIAL NEED?
Ask them.
Humble yourself, it is OK.
Ask.
"I need some additional business to build my company, is there anyone you know who could benefit from the same things you have benefitted from?"
And stop worrying about offending people. If I do great work for you and/or you are a good friend, are you going to get mad if I ask you for a referral? Of course not.
Here is a great quote from the Bible:
“Ask, and it shall be given you;
seek, and ye shall find;
knock, and it shall be opened unto you.”
Matthew 7:7
But there is a second part to that passage I want you to remember:
“For every one that asketh receiveth;
and he that seeketh findeth;
and to him that knocketh it shall be opened.”
Matthew 7:8
So please start asking and watch what happens to that top line of yours.
When you try and get more done, manage your time and become more productive, it does come down to priorities.
All of us have way too much to do.
None of us can do it call.
Yet, most of us want to.
How do we make it happen?
Jump ahead and learn even more by watching this on video.
The Coach gives you so much more detail:
90 Days to Your Success helps you to put a form on it.
Yet it still requires you to make many tough decisions.
This is why most time management systems don’t work.
Because they overwhelm you with details.
They require you to become a detailed person and many of us are not.
Today I want to share with you 3 keys that will give you more time and help to make time work for you.
I have been here before, I failed, I learned, and I tried again.
I’m still not sure I’ve got it all, but I, just like you, keep on rolling.
1/ Automation
Automate everything that can be automated.
If a system can do it, then let the system do it.
From simple reminders to the follow-up sequences of emails.
If a system can do it, then so be it.
If you are not sure, then do some research.
I hear this story all the time from salespeople: “The new CRM system is the biggest pain I have ever had. I spend 2 hours a night catching up. And the sad part is that after 6 months of doing it like they said – there’s no new sales.”
Don’t automate just to automate. Automate because it allows you time to do other stuff so you can increase your output.
2/ Delegate
I heard a great piece of advice the other day on building a business.
The question was, “who is the first person you need to hire in a business?”
The answer was very simple: either a VA (virtual assistant) or a live assistant.
One or the other.
So many times we as business owners don’t see the need until it is so late that we are under the pile of junk with no way out.
And even then, many still don’t see it.
Get an assistant who can help you.
Stop doing $15 an hour work.
Start today and make this happen in your business.
First, make a list of everything you do as you do it over the next two weeks.
Then go through the list and for each item ask, can it be done by someone else?
If it can, then give it away to someone else.
Stop saying you cannot afford it - find a way to afford it. You can hire a VA for an hour a week. Yes, as little as 1 hour a week can make a significant difference
Stop making excuses, you will be amazed when you start doing the things you should be doing and someone else does everything else. Your productivity goes sky high!
3/ Dump
This is the easiest, yet it really is the hardest.
Dump everything that doesn’t need to be done.
You might come back later, but for now, dump it.
As I write this article to you, I have to take this advice myself.
Automate it, delegate it, or dump it.
What is left is the stuff you really should be doing.
What you will find, what is left, is the stuff you excel at.
90 Days to Your Success gives you the framework to start seeing much of this.
To learn more, connect up with me for a 15-minute call at the best time for you.
Alternatively, learn more about the process here: