EP 627: Beyond Desperate Sales Tactics

The purpose of this show the purpose of this show is to guide you to realign with habits that get you to live the life you've always dreamed of. This, this is the habit based lifestyle podcast with Jesse Jewel. This is the habit based lifestyle where you can access your full potential right now. Finally break free from destructive habits that dream life. If you want it, you can Heaven. This is where you transform your health, mind, business and relationships or do nothing and keep your life the way it is. But if you're ready for change, you're in the right place. This is where you're going to learn how to live a habit based lifestyle. You are tuning in to the habit based lifestyle podcast with your host Jesse. You. This is the habit based lifestyle. Let's go.

Welcome back to the Habit Based Lifestyle Podcast. I'm your host, Jesse Yule. Today we're going to be talking about a little bit different subject. So you know, me and my wife were on vacation and my family in Cabo and I really want to talk about the right way to ask for referrals without sending desperate. Now the context of this is going to be a little bit about a story and then that story is going to go into, you know, how to actually ask for referrals the right way. And you know, this was based off an experience that we had going on a timeshare presentation. And you know, if you've ever been on one of those, you guys, you know, kind of all know what that's about. So you know, I'm not going to, I'm not going to, you know, bore you with that. But you know, as we were on vacation, you know, and mind you, we already have, you know, two timeshares so we don't necessarily need another one. But we, you know, my kids wanted to do some activities and it just kind of happened. I don't even know why we did it, to be honest with you, other than we just did it. So obviously you know, we got invited to the presentation. You know, you get free breakfast, you know, and it's basically they're like, hey, it's 75 minutes. But anyways, as we, you know, kind of went on this presentation, you know, we get obviously the sales guy and you know, right away as we sat down, they're like, you know, hey, how much time you got at this point? It's like 7:40. And they're like, do you have anything coming up? And I'm like, yeah, I got a call coaching call at 10. And you know, it's two and a half hours. Almost. So they're like, well, you know, do you have to be on. And I said, yes, I have to be on it. And then they came back and said, well, you know, what time is your call from? And I said, my calls at 10, like I told you, after 9 and before 11. And you know, do you understand that what 10 o' clock is? And as we did this, you know, we, we eventually got our guy know. He kind of gave us the whole pitch at breakfast. We're like, look, you know, just let us know, like, whatever this is that you want to present us, like, cool, pitch it to us. He kind of like pitches it to us, but he keeps kind of like, he keeps almost like if you think about like closing, right, he keeps kind of assuming the close and saying little key things like, oh, so you know, if you were to go on vacation, here's what you do. And I'm like, no, that's, you know, what do you mean by that? I was kind of like slowing him down from saying that. But as soon as he kind of realized we weren't gonna buy, his, you know, attitude completely changed and really just shifted away from, you know, he was a pretty nice guy the whole time, but like, you could just tell he did like 180 degree shift in about two seconds. And he's like, everything's Gucci and just start saying all this stuff. But you could tell he got really visibly annoyed, which I'm, I'm cool with. But I was just basically like, look, you know, we're not buying anything today. We're not buying anything, period. And so whatever you need to do, just, you know, finish it out and let's. We'll go on about our way. We appreciate your time, but we ain't buying anything. And you know, he, he kind of continued to get annoyed, but he's like, okay, fine, you know, and so he goes and grabs a piece of paper, kind of throws it in front of us, and he's like, well, at least give me five names or five referrals. And you know, me and my wife are kind of like, dude, for what? Like, we ain't, we ain't referring anybody to you if you're gonna act like this. And, and not only that, you know, we haven't really had a great. We had a decent experience up until about four or five minutes ago, and you realized we weren't buying and then you kind of got an attitude. But this was the really thing that, you know, me and my wife kind of looked at each other like, dude, is this Guy crazy. Like, we. We're not referring our worst enemy to you, let alone our friends and family. And here's the thing is, if you haven't helped someone, and here's kind of the key lesson of all this. If you haven't had somebody, hasn't given you a great experience, like, you're not going to refer people. And not only that, but, you know, if you haven't helped me get a result or something I wanted, like, you haven't earned the right to ask for a referral, you know, in the first place. So, like, we're not going to give you one. And what was kind of crazy is, like, it kind of came across as very desperate, very transactional. Like, well, if not going to buy from me, at least, you know, give me this. And I'm like, dude, we ain't giving you that. So, like, we're just going to take off. And what's crazy is, like, we started to walk out of there, he kind of walked like 10ft in front of us. He's like, yeah, just keep going this way and you'll go down this way. And basically, the guy wasn't going to walk us out of there. And so we were actually glad that we didn't buy. Not that we were really going to anyways, but it just kind of shows the true colors of, you know, the. These timeshare presentations and, you know, if you end up not buying. But this got me to kind of think about, okay, well, when is the right time to ask? When is. When is not the right time to ask for a referral. And that's kind of the lesson I want to get into today. So, you know, here's. Here's the times not to ask for referrals. Like, you know, when you're giving people a bunch of information and you're not really helping them, you're just kind of overwhelming them. Don't ask them for referral. The other time is, you know, if somebody hasn't got results or you're not sure if they've had a good experience, like, don't ask them for referrals. Because here's what I'll say is, you know, we used to do this in the fitness industry a lot. You know, especially in box gyms. We'd say, hey, like, do you have any friends that want to sign up? But, like, I haven't really got them results yet. Maybe they had a good experience on the tour, they signed up, but at the end of the day, the type of person they're going to refer me is going to be much different than the type of person. If I had a great experience, I was like, dude, this is the like best experience I've ever had. That would be different. But like, when you ask for people to give you referrals before they've gotten results, before they've had a great experience, the quality of person is not going to be who you're looking for. And then, you know, asking when you're unsure, you know, if that person's even bought in. So, you know, referrals should be kind of a natural byproduct of a transaction, not, you know, a sales tactic or just another way to hit quota. Okay. And so I want to get into really the types of referrals. So number one, you know, this is kind of the lower level, but it's like they've just signed up with you, they haven't really gotten results. So you, you kind of present, hey, you know, would you like to refer one of your friends? Okay, that's kind of the lowest level of referral. The second is, you know, nowadays we have social media, so maybe I posted about my client who maybe made money, lost weight and, but they got a result. And I may say like, a friend may see that and be like, they reach out to me and actually are like, hey, I just saw my friend get these results. You know, I'd love to find out more about your program. That's the second. That's a, that's a really good quality lead. And then really the best type of lead is, you know, your client got amazing results working with you and they set up a three way introduction. This is really the best type of referral you can get because they're introducing you, they know they've gotten a result and they've obviously talked to their friend enough to be like, yeah, go ahead, set us up in a three way conversation. That's really your best type of referral. So not all referrals are created equally. And not only that, but the level of referrals is very different. So number one, you're just asking like, hey, do you have any friends that you know, you may want to refer? Number two is they see some type of, you know, some type of result on social media, they reach out to you. And then number three, obviously is that three way introduction, that's really your best type. That's really your best type. So let's talk about, you know, don't ask your clients for referrals before they've actually gotten some type of tangible result. Otherwise, you know, this is Going to sound very desperate, very inauthentic, sort of like, you know, this timeshare guy. But I will tell you this, the prime time to ask for referrals is really going to be around these three times. So number one, after some type of breakthrough result, maybe they've lost their first 10 pounds, maybe they've increased energy, maybe they just got a new client, they've reduced pain, something, or they've had some type of mental shift after a milestone. Maybe they finished, you know, phase one, phase two of their program. Maybe they hit a goal or maybe you even featured them as client of the month. Okay, this is a great time. And then also maybe a time when, you know, client maybe, you know, shares something in text message or maybe they shared something in dms, maybe it's a review call. And they're like, man, this really changed my life. I finally feel like myself again. But there's kind of a verbal cue they give you. Those are all great times. Like, hey, you know, Mrs. Jones, like knowing that like this has changed your life, you know, do you have any friends you think would want to have the same exact result you've gotten in our program? Typically, like, that's a great time to ask people for referrals because they've hit kind of a milestone or result. And when you ask people when they've gotten results, it's much different type of referral than anywhere else. So I want to kind of recap a couple of things. So ask smarter to earn the referral. So don't ask too early. Results always come first. Know when not to ask. So no, no results. Anytime you've given people information overload, there's very little trust. Kind of like our timeshare guy. And then, you know, the best times are used, used when they have breakthrough, they have wins, they have praises, things like that, that's your trigger. And then we want to aim for that three way introduction. A good thing to do is like, hey, if you do have somebody, I'd love for you to set up a three way introduction, introduce me to your friend. And that way, you know, it's a great way to have that natural conversation. But these are the ways that you want to ask for referrals. And also, hey, I, I love going on these timeshare presentations because it, it really kind of helps me understand, you know, the sales process. It helps me understand how these guys, you know, do things because it also helps me get better at what I do. And then I'm like, man, if I was a business owner, you know, And I had one of these programs, like I would hate for a client to feel like this at the end of a presentation. Kind of feel like they're dirt if they don't buy. And I would want to change that. And so that really helps me kind of change up my approach. But don't be the guy in the timeshare presentation where all they care about is making the sale. At the end of the day, it's about serving, not about selling. Let me help serve you on ways that you can actually go on vacation, save money. Let me actually serve you on ways that we can actually help your friends and family have a great experience like you have. Those are the powerful things that we can work on together. And that's what really making a habit based business is all about. It's about a system of habits to give people a great experience and to offer you the ability to provide that experience for people. So if you want to learn more about how we do this inside of our program, Habit based business, habit based marketing to help you grow and consistently get better qualified leads, you can, you can do two things. I actually created a PDF on this exact same thing. You could send me a message on Facebook or Instagram at Jesse Yule and you can just say DM leads. I'll get you the PDF on this. If you want to email me jesseabitbaselifestyle.com I'm more than happy to get you the PDF if you guys are a longtime listener. Thank you so much for being on here and I hope you guys have a great day.

The purpose of this show the purpose of this show is to guide you to realign with habits that get you to live the life. Live the life you've always dreamed of. This this is the habit based lifestyle podcast with Jesse Jew. This is the habit based lifestyle where you can access your full potential right now. Finally break free from destructive habits that dream life. If you want it, you can have it. This is where you transform your health, mind, business and relationships. Or do nothing and keep your life the way it is. But if you're ready for change, you're in the right place. This is where you're gon to learn how to live a habit based lifestyle. You are tuning in to the habit based lifestyle podcast with your host, Jesse Yule. This is the habit based Lifestyle. Let's go.