{1:30 minutes to read} In order to be recommended, you must be remembered.
“Know, Like, and Trust” has become an often bandied-about sales & marketing term. Productive relationships go through 3 phases:
- Knowing one another.
- Liking one another.
- And trusting in each other’s expertise & character: Each side must deliver on promises.
But, what really triggers referrals? Plenty of people know, like and even trust you. We know, like and probably trust plenty of people. Whom do you recommend?
In some cases, referrals can be biased, simply based on familial relationship. For example, if someone’s uncle, father, or very close friend works in a certain profession, chances are a referral relationship will be found. Beyond that, it is essential to differentiate and distinguish oneself: This helps to be remembered.
As a neat exercise, take a step back and think about how you introduce yourself: Can someone else actually repeat what you said? What is it that makes your statement truly remarkable and distinguished? Could your competitor really just say the same thing? Is it really short and snappy enough that someone else can remember and repeat it to others?
Remember the 3 Ws:
- Why should they repeat your 1-liner introduction or key phrases?
- When should they repeat it to others? Triggers?
- To whom should they repeat it? Type of person (demographics)?
Keeping these in mind will help you go beyond just Know, Like & Trust. Do you know of any 1-liners that you can remember and repeat to others?
Vikram Rajan
Telephone: (516) 642-4100
Email: Vik@phoneBlogger.net
Website: phoneBlogger.net
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