Are You Referral Ready?

Sales guru Jeff Gitomer recently described an encounter with Drew Brown, the son of Bundini Brown, who was the long-time trainer for heavyweight boxing champion Muhammad Ali. Upon learning that Drew Brown was actually sitting ringside during many of Ali’s memorable fights and workouts, Gitomer asked him what lessons he learned.

Among them was this one: “He was healthy. He ate and exercised right. Never a weightlifter, he just got in fight shape. Fight ready.”

Pay attention to those last two words. Brown suggested that Ali’s preparation was specific for the task at hand, appropriate for the demands of the sport, and equal to the unique challenges of his next opponent.

While most business professionals relish the opportunity to do business by referral, few actually take the time to create the conditions whereby referrals thrive. Only a handful are really doing what they need to do to prepare themselves mentally or physically for the challenge of reputation marketing and doing business by referral. Fewer still are actually connecting with the world in a way that naturally attracts referrals to their business.

In other words, they are not Referral Ready™.

To find out if you are Referral Ready™, take the quiz here.

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