Welcome to the Bottom Line Top Line Podcast with Carol Bartlett, Jol Hunter, and Chris Spurvey.
We have a wonderful treat for you this week on the podcast, listeners!
Chris, Jol, and Carol talk about the ladder principles and how you can send the right message to your referral sources and to your clients. They talk about using the right words in conversations, how the language you use can change a person’s mind-set and your business, giving quality client service, asking for referrals, building referral resources, creating win-win relationships, and so much more.
Don’t miss out on this episode!
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Changing Language to Change Mind-Set
Changing mind-set starts with changing language.
If you’re in a terrible situation and that is all you think about, you won’t get out of that situation. Your ability to get yourself out of a bad situation is dictated by how you approach language and use it to formulate your thoughts.
The Importance of Using the Right Words
Through my research about how people make purchase decisions, I’ve learned that the decision is based on feelings at a subconscious level.
If you the salesperson leave the impression that you’re busy, your potential clients internalize that. When they go home and think about the problems that they need help solving, they feel that you’re too busy to provide that help. They hesitate to call you. You miss out on the opportunity to get their business.
Referral Sources
From my experience, relationships must be win-win. The terminology I use is you have clients, you have alliances, and you have partnerships.
You’re familiar with what a client is. Partnerships are formal arrangements between two people or two businesses. But alliances are win-win relationships in which each person or business looks for market opportunities for the other and keeps the other updated on a regular basis. Alliances are active, win-win relationships that generate business opportunities.
To learn more about these topics, please listen to the episode.
Mentions
Connect with Carol, Jol and Chris on LinkedIn.
The Ladder