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"I'll Take Great Care of Your Business" versus "I Need Your Business!"
Yesterday I promised to follow up on my blog "You Gotta Ask for What You Want, Right? Eh, not always."
I ended the blog with the assignment to read thru some of the more popular Referral-Begging scripts, and then say them out loud. To refresh your memory, here they are:
"Do you know anyone who needs to buy or sell real estate?" "Do you know anyone moving to my area who could use my services?" "I build my business by referral; will you please keep me in mind if you hear of anyone buying or selling?" "I'm never too busy for your referrals." "I'm always looking for referrals, so would you mind taking a few of my business cards?" When you say these words out loud, what message are you sending to your audience?
Several commenters nailed it. When you beg for business you sound desperate, hungry and unsuccessful. Definitely not emotions you want to inspire in your audience. People don't hire and refer out of pity; they hire and refer out of respect.
But it goes deeper than that.
Did you notice how all these scripts are all about YOU (as in, the person saying the scripts)? All about what YOU ... more
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