Thomas Coles

If I'm going to be seen as an expert on this topic and certainly people who I've worked with get huge, you know, significant upside in terms of lead gen as a result. then I do need to understand the nuances, what can work and how relationships change, how culture changes across the world. There's all sorts of nuances we need to be aware of.

If I'm going to be seen as an expert on this topic and certainly people who I've worked with get huge, you know, significant upside in terms of lead gen as a result. then I do need to understand the nuances, what can work and how relationships change, how culture changes across the world. There's all sorts of nuances we need to be aware of.

Johnny, addressing your point around the international challenge that referrals could present, I simply have one piece of advice, which is very straightforward, and actually it can apply to almost any situation. Some people talk to me and they say they're a bit worried about asking for referrals. It could come across as being needy or desperate, some negative sentiment like that.

Johnny, addressing your point around the international challenge that referrals could present, I simply have one piece of advice, which is very straightforward, and actually it can apply to almost any situation. Some people talk to me and they say they're a bit worried about asking for referrals. It could come across as being needy or desperate, some negative sentiment like that.

I always tell them the best thing you can do, and this works internationally too to overcome the cultural challenge, is to tell anybody you talk to that you run your business using referrals. As soon as they understand that, it doesn't matter how often you ask them, it doesn't matter how you go about asking them, They'll be more surprised if you don't ask than if you do.

I always tell them the best thing you can do, and this works internationally too to overcome the cultural challenge, is to tell anybody you talk to that you run your business using referrals. As soon as they understand that, it doesn't matter how often you ask them, it doesn't matter how you go about asking them, They'll be more surprised if you don't ask than if you do.

And that works so far that it worked in any culture from the United States to Japan and everywhere in between.

And that works so far that it worked in any culture from the United States to Japan and everywhere in between.

I'd probably add that what we are doing by asking for referrals is effectively extending our network. If you're only asking for referrals from friends, you're therefore rather limiting your ability to extend your network.

I'd probably add that what we are doing by asking for referrals is effectively extending our network. If you're only asking for referrals from friends, you're therefore rather limiting your ability to extend your network.

I think, given why do I have to say it, but everybody should be not only saying it, but truly believing it. Why would you not be using this rich source of the relationships you've already got in order to find new ones?

I think, given why do I have to say it, but everybody should be not only saying it, but truly believing it. Why would you not be using this rich source of the relationships you've already got in order to find new ones?

We need to address the fact that 82% of people who are looking to procure something new, looking for a new vendor, who never get as far as doing a Google search when they're looking for a new vendor because they ask their network and never get any further. So if you don't use referrals, you're only targeting 18% of the available budget.

We need to address the fact that 82% of people who are looking to procure something new, looking for a new vendor, who never get as far as doing a Google search when they're looking for a new vendor because they ask their network and never get any further. So if you don't use referrals, you're only targeting 18% of the available budget.

You probably use the internet to research what model you want, to research colors, that sort of stuff. But then when it gets to the point that you're actively going to go and find a dealer who would suit you, you probably ask friends what good experiences have you had, what dealers would they recommend, rather than asking for reviews on the internet.

You probably use the internet to research what model you want, to research colors, that sort of stuff. But then when it gets to the point that you're actively going to go and find a dealer who would suit you, you probably ask friends what good experiences have you had, what dealers would they recommend, rather than asking for reviews on the internet.

I often ask delegates who I'm working with in order to help them develop their referrals technique, when was the last time they asked for a referral? When was the last time they gave a referral? Because these things should definitely be reciprocal. SBR talking about giving to get.

I often ask delegates who I'm working with in order to help them develop their referrals technique, when was the last time they asked for a referral? When was the last time they gave a referral? Because these things should definitely be reciprocal. SBR talking about giving to get.

And the vast majority of people talk about the fact that they routinely have asked for referrals and given referrals in their personal lives, but they often have not been using it systematically in their professional lives.

And the vast majority of people talk about the fact that they routinely have asked for referrals and given referrals in their personal lives, but they often have not been using it systematically in their professional lives.