Imagine Your Reality Archives - I Take The Lead

How to Use Questions to Generate Leads

Becky T — Sat, 02 Mar 2013 21:55:57 +0000

One of the problems that occurs in lead referral groups is that it can be hard to recognize when someone needs the services of someone you know. You can develop a relationship with the person and listen carefully for what will tell you the person needs the services of someone else, and never hear the words, even though the person might need such services.

I discovered a while back that instead of waiting to hear for the right phrase that would tell me that someone needed the services of my clients that it would better if I developed a list of questions for my clients and gave them those questions to discover what they do or don’t need. Then once we ran through that list of questions, I could refer them to people who could help them. At the same time I showed my clients that I wanted to understand all their business needs regardless of whether or not I could directly help them with those needs.

Putting a list of questions together isn’t too hard. Make sure that you meet with your network referral partners outside the meeting for a half hour or so. Then ask them what questions they ask their prospects to help qualify them as clients. These are questions you wouldn’t think to ask, but they are questions that your referral partners ask. Put those questions on a list and when you meet with a client, give him/her the list and ask him/her to fill it out. Tell your client you are asking the questions so that you understand what all of his/her needs are. Take a few minutes to go over the answers and make suggestions of people the person can connect with. Also get your client’s permission to share his/her contact info with your referral partners.

I’ve been able to help a couple of my clients since I started this practice and also have helped my referral partners. It’s a guaranteed win for everyone, and everyone feels taken care of. So put together a list and be proactive in looking for leads. You’ll help your clients and your network.

How to create your question list for referrals

In my previous post I explained why it was a good idea to create a list of questions that other people in your network would ask, but that would never ask. The creation of said list helps you ask those questions and provides you a way to refer your clients to people in your network. It also has the added benefit of showing your clients that you care about all of their problems, as opposed to the problem you’ve been hired to solve.

The questions on your survey are provided by the people you network with. I recommend meeting with those people for a one-on-one getting to know you session. When you meet with them, ask the following question: “What is a question you would ask a prospect to qualify that person as a client?” Write down the questions they tell you and add those questions to your survey.

Here’s a couple examples of questions I’ve gotten from people in my lead referral groups:

Is your insurance broker shopping your policy each year (to find you the best deals)?

Do you spend more time in the accounting aspect of the business than working on growing your business?

These are questions I likely wouldn’t think to ask my clients. By having a survey with these questions ready, I can make sure I ask the question and generate leads for my referral partners.

When I meet with the client, I give the client the list. The following is written on the top of the document: “The following questions will help me, as your business coach, learn more about your business and specific needs you have that I may not know about otherwise.”

You could use something similar to what I’ve written or something like this: “Below is a survey I have created, with questions that I would like you to answer. Your answers will help me understand any other needs you have. I may not be able to help you with those needs, but I will refer you to a qualified professional who can help you, if you would like me to do.”

After your client fills out the list, go over it with them. Review the answers they’ve provided you and get more details where necessary. Then, if applicable, refer your client to the appropriate professionals and ask the client if it is okay if you share his/her contact information with the professional you will refer them to. Make sure you provide the professional’s contact information to your client.

As you can see this isn’t complicated to do. The benefit, for your referral network, your clients, and yourself is that you are helping people get their problems solved.

Copy right 2013 Taylor Ellwood http://www.imagineyourreality.com

The post How to Use Questions to Generate Leads appeared first on I Take The Lead.

Five Tips for improving your attitude for your business

Becky T — Sat, 21 Nov 2009 21:22:44 +0000

I had the opportunity to read the following article, written by Taylor Ellwood, owner of Imagine Your Reality. I wanted to share it with all of you; Taylor provides some excellent information which can help you with your business and/or sales. Thanks Taylor!Today I’d like to share with you five tips for improving your attitude about business. With this economy its easy to lose heart and to develop a negative attitude. When you’re worried about getting clients in the door or are only seeing returning clients visit, instead of new ones, it can be frustrating, and that can lead to a negative attitude. Once we have a negative attitude, it becomes easier and easier to lose perspective.1. Talk with other business owners or someone else to get some perspective. I finding talking with other people about my situation can really be helpful, especially if what I hear is that I’m not alone. The added bonus however is that sometimes that other person can provide an objective perspective about what you are doing or aren’t doing and give you some ideas to work with.2. Do something fun. All work and no play makes any person dull. Many business owners (and I’m guilty of this myself) spend 7 days a week chained to their business. It’s true that as a business owner, you’ve got to put some time in, but give yourself a break sometimes as well. Take a holiday for yourself. The break will give you some perspective and renew you.3. Be realistic. I’m not talking about being negative here, but instead I’m suggesting that you sit down and assess your overall business plan and strategy. Figure out what you are doing well, and look for areas to improve on. And remember that even in the best of times, there’s always an area of your business to improve on. Being realistic can help you get out of a negative rut, because it shows you what you are doing well, as well as where you can improve.4. Collaborate. Sometimes working with other people on a class or presentation can really improve your attitude. It’s nice to have company, and it’s fun to work together on projects. It can give you a real boost to your attitude.5. Go out and network. When we start to have a negative attitude, we tend to isolate ourselves. At that time, more than ever, it’s time to get out and talk to other people. Find out what they need, and also tell them what you need. Start thinking of who you can refer people to. You’ll be surprised at how good it makes you feel.Contributed by Taylor Ellwood, Business Coach and owner of Imagine Your Reality www.imagineyourreality.comCopyright (C) 2009 Imagine Your Reality All rights reserved.

The post Five Tips for improving your attitude for your business appeared first on I Take The Lead.

Networking 101

Becky T — Sun, 19 Apr 2009 20:05:00 +0000

Taylor Ellwood helps professionals understand the value of networking and how to have success with workshops that he calls Networking 101. He will be touring several of our Portland/Vancouver area i Take The Lead http://www.itakethelead.com/ to help teach others how they can take their natural network of friends and family and interests and mesh them with their network of business associates. He will cover: What networking is and the do’s/don’ts of networking; how to recognize a networking opportunity in everyday interactions; and how to mesh your natural network with your business network and have everyone benefiting from it. Taylor helps small businesses attract great clients and writers get published. http://www.imagineyourreality.com/As Taylor shares, “I’ve been in your situation and I’ve worked with people in your situation. I know the challenges an author faces when s/he wants to publish a book, but unlike most other writing coaches, I also have intimate experience working in the publishing industry and can bring that experience into any coaching relationship I set up with a writer. Likewise, as a business coach, I know what it’s like to run a small business. In fact, while my coaching business is a small business, it’s not my first small business, so I already have some experiences that I bring with me to the coaching relationship I set up with small business owners. Additionally, my familiarity with online social networking, social book marking, podcasts, and blog technology, allows me to show you how to put these potents tools to work for your business.”

The post Networking 101 appeared first on I Take The Lead.