Aren't Referrals Like Diamonds -- Scarce and Worth Fighting For? |
|
By: James Dyson Posted: 2006-10-30 21:14:15 |
|
As a savvy business owner, you value good referrals. You might value them so much, in fact, that you believe they occur as rare acts of nature...much like diamonds...formed by forces beyond your control and worthy of vault-like protection once unearthed.
This mind-set is known as the 'scarcity mentality', and those who have it often appear desperate to obtain business -- which is not a good way to present yourself when you’re trying to sell your products or services. Desperation is not referable. On the contrary, say the authors of a new book called, "Truth or Delusion: Busting Networking's Biggest Myths" (Nelson Business, ISBN 0785223207). If you want more referrals, leave that vault door open. "Most people who are new to referral marketing, or who have had trouble getting referrals, tend to believe that they must fight hard for a limited supply of good referrals," explains New York Times best-selling author Dr. Ivan Misner. "This mind-set is known as the 'scarcity mentality', and those who have it often appear desperate to obtain business -- which is not a good way to present yourself when you’re trying to sell your products or services. Desperation is not referable." The antidote to desperation: "Nurture an abundance mentality, rather than a scarcity mentality," says Misner. "There’s plenty of business out there for you. There is also a way that you can compete and, at the same time, collaborate with 'competitors'." Misner and his "Truth or Delusion" co-authors show you how to keep that vault door open so you can cultivate abundance. |
| Trackback url: https://press.abc-directory.com/press/581 |