Today I want to talk to you about referrals. If you’re in business or you’re in sales in any way, shape, or form, you know how much referrals matter. One of the questions that I get asked all the time is, “Mike, how do I get more or better referrals?” I want to walk you through a couple things we’ve found useful. One of the things that most people struggle with when it comes to referrals is they don’t think about what happens in the subconscious mind of others. And we often sound like this: “If you ever run into anybody that ever needs anything that we might ever possibly be able to do, would you send them my way?” And the challenge with that is the referral neurons inside your brain (yes, those are things that exist) can’t activate when I hear generic things like anybody or anything. But when I ask for specific things, the referral neurons inside my brain allow me to focus very fast. Let me give you an example. If I were to ask you, “Do you happen to know Bob Jones, CEO of ABC Company down the road?” that fast you can say yes or no. Because your mind can focus on it. But if I ask you to think about keeping your mind open for anybody that might ever need anything we do, your mind cannot focus on it. So what I challenge you to do is, if you really want to get better at getting referrals for your business, or for your sales cycles, be specific. The more specific, the better. Once again, I’m Mike Crandall. If you’d like to know more about how we help people in firms like yours, all of our contact info is on the screen below.