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Are you referral worthy?

Tue, 01 Nov 2011 00:00:00 -0400

We all know that “referrals” are the best and most economical way to grow our businesses, right? So if that is the case, why is it that many of us either struggle to receive referrals from our customers? Worse yet, why do many struggle to ask for them? Could it be that we are asking the wrong question? Rather than asking “WHO do you know who needs my help?” quite possibly we should be asking “WHY would you refer anyone to me for help?”. To answer the latter question, it would appear that there are two main reasons WHY our customers would HAND us a referral? Both have to do with TWO HELPING HANDS.

The first has to do with a HAND OF APPLAUSE. In the social media culture, these customers are called your “raving fans”. They are raving about how you have helped them in their business to achieve the goals they have set, solve problems they have encountered or provided solutions that have propelled them forward. Scripturally, we are told in the Proverbs “ let another man’s lips praise you and not your own”. Why? Praise from another is free from any hidden agenda. It is also FREE!!! Let’s face it, most consumers are very suspicious when it comes to sales persons. We discount whatever a salesperson tells us right? Come on, we have all done it one time or another when we walked in to a store, knowing we are going to make a purchase. The salesman approaches you and asks “ Can I help you?”. Immediately, what comes out in your protection mode is “No thanks, I am just looking”. Really? Would you really be there unless you weren't at least thinking about buying something? Then, we typically lie and hide when we feel any pressure. In contrast, when someone is praising your business and its products and services, there is no pressure, only praise, as people verbally applaud your effectiveness and quality.

The second has to do with a HAND FOR A CAUSE. What would cause our customers to actually refer someone to us? Believe it or not, many of us get this cause mixed up in our minds and as a result, feel very uncomfortable asking for a referral. You see, typically we do not like to ask for referrals, because we don’t like asking people for help or possibly make them feel like we are trying to manipulate them. However, do you know that in most cases, customers do not refer people for the cause of helping you as much as for the cause of helping their friend, who they know has a need. That is where being REFERRAL WORTHY REALLY COMES INTO PLAY. When you have a customer who is a raving fan and knows of someone in need, referrals will come to you at a lightning quick pace..

So how do we become referral worthy? Using the Acronym RAVE, let’s break it down:

R-Respect their relationships. In a referral, remember that the one making the referral is taking the risk. If you do not provide a superior experience, it is your referring customer’s reputation that is on the line. Also, treat those referrals with dignity and respect, making sure that you do not employ high pressure tactics. Maintain your posture by caring, but not caring too much!

A-Ask the ultimate question-“On a scale of 1-10, how likely are you to refer your friends or colleague?” Unless you are receiving an 9 or higher, referrals will be the exception rather than the norm. If you receive a score of less than 9, ask your customer what would have to be changed in order to increase your score.

V-Value-Unless your service or product is providing incredible VALUE to the customer, referrals will be few and far between.

E-Excel above and beyond the competition. Vince Lombardi once said “Perfection is not attainable, but if we chase perfection, we can catch excellence”.

Finally, remember that once someone is ready to RAVE about you, you still can help them by making the referral easy. Remember, most business owners and consumers are way too busy in their lives to invest much time in making referrals. Therefore, you must help them, by providing efficient ways for referrals. Develop email newsletters, brochures, coupons or even a pre-formatted email that contains their recommendation and a brief summary of your product or service.

So how have you grown through referrals? I would love to hear . . . . . .

Econophobia: How to trust God in troubling times

Randy Warwick — Thu, 29 Sep 2011 00:00:00 -0400

Econophobia: How to trust God in troubling times

After our recent 10 year commemoration of the attacks of September 11^th and the heroism that took place that day as a result of an act of terrorism, I began to think about how we as Christian business leaders can apply some courage as it relates terrorism attacks in our workplace.

“Terrorism in MY workplace? No, not me” you might say. Well, before you right off the rest of this blog, let’s first take a look at the root of terrorism: FEAR. In the New Testament, the word used for fear and (interchangeably) for terror is the greek word: phobos, where we get our word phobia from today. As we look at our present economic situation and the increased uncertainty about the stability of our markets, for many business owners there has emerged a new phobia: ECONOPHOBIA. I would define ECONOPHOBIA as “the overwhelming sense of fear, dread or anxiety that overcomes us based upon the uncertainties in our present economic situation”.

Should it really surprise us that our enemy seeks to use fear to terrorize us as we seek to lead enterprises that are making an eternal difference? Listen to these successful leaders and their comments about overcoming fear:

Peter Drucker, business management guru, once said “ Wherever you see a successful business, someone once made a courageous decision”. Kris Den Besten, who will be our key note speaker at our 2011 C12 Group leadership conference, says in his book, SHINE: 5 empowering principles for a rewarding life, “Mustering courage is mandatory as we approach any intimidating endeavor. Seeking God’s vision of excellence is no different. His vision requires us to step beyond our comfort zone, rise above fear, and triumph over discouragement. It tests our faith and reveals what we believe about Him. . When we fear the LORD, there is no reason to fear anything else. God is greater than all our fears. Fear of the LORD inspires the courage to face fears and to take action.” Eleanor Roosevelt said, “ You gain strength, courage and confidence by every experience in which you really stop to look fear in the face”

So how do we overcome Econophobia? In the scriptures, the only way Jesus would tell us to overcome our fears is by faith. What is faith? One simple definition is trusting in the grace and truth of God. As Jesus was full of grace and truth, it really comes down to trusting Jesus. To help with the HOW to trust God, try to memorize and apply this Acronym TRUST whenever you are tempted to be terrorized by ECONOPHOBIA:

· T-Take God at His word His Promise 2 Cor. 1:20

· R-Rely upon God’s ability to control the outcome His Power 2 Tim. 1:12

· U-Understand that you will not always understand His Plan Prov. 3:5,6

· S-Seek Jesus, not the answer His Presence 2 Tim. 1:12

· T-Turn your cares into prayers His Peace 1 Peter 5:6,7

So the question for you today is what business decision would you make if you could eliminate fear from the equation? I would love to hear your answer!!!

Don't be an April Fool

Randy Warwick — Fri, 01 Apr 2011 00:00:00 -0400

In 1 Samuel 25, we are introduced to a person by the name of Nabal. We are
told that he had a business and he was very rich. Also, we are told he had a
smart, beautiful and godly wife. Unfortunately, these blessings were not
enough to bring satisfaction to him for he is described as someone who was
very harsh and evil in his doings. His wife even called him a scoundrel
(literally son of belial) . It is no surprise that his name, Nabal, meant
FOOL!

So what made Nabal so foolish? He had fallen prey to the same deception that
caused the devil to fall from heaven. He thought he was a self-made man.
When asked to share his resources with King David's men who had protected
his employees , his response was " shall I then take MY bread and MY water
and MY meat and give it to men?". Nabal's response to David reminds me of
the Rich fool's attitude that Jesus described in Luke 12. Not only that,
Nabal's ultimate demise ( 1 Sam. 26:36-38) is also a picture of what Jesus
said " Fool, this night your soul will be required of you; then whose will
those things be with you have provided?" Interestingly enough, David even
got his wife!!

So how can we keep from being so foolish? Just a few days ago, my pastor
said that when God is at work in our lives, we will see a gratitude toward
God and a generosity toward others. How grateful are you to the Lord for
the business He has given you? Do you find yourself thanking Him daily for
the privilege to steward His resources? Speaking of resources, how generous
are you when God does bless the business? Our answers to these questions
will give us a hint toward how foolish we may be. However, if you still
aren't sure, may I suggest that you ask your spouse and/or your employees?
Hopefully, they won't say, like Nabal, that you have been a real Son of
Belial!! I will leave you with the words of the late missionary, Jim Elliot,
who was martyred in his attempt to reach the Auca indians " He is no fool
who gives that which he cannot keep, in order to gain that which he cannot
lose"

Running the Race, Part 2

Randy Warwick — Sun, 04 Jul 2010 00:00:00 -0400

"Therefore we also, since we are surrounded by so great a cloud of witnesses, let us lay aside every weight, and the sin which so easily ensnares us, and let us run with endurance the race that is set before us" Hebrews 12:1 NKJV

Now although some of us run for an aerobic form of exercise, I wonder how many of us really ENJOY running? Personally, I was not born with the body of a runner. Up until the last few years, my only running was to the refrigerator and back!!

J However, over the last few years, Caleb, our oldest son, who is now a senior in High School, and I have run in the Flying Pig in Cincinnati.

In 2009, it was first just a 5k. Yet this year, we decided to do the ½ marathon! Honestly, I really only wanted to run a 10K, but my son's SAT testing schedule gave us only the option of the ½ or full marathon. Although, I have never had as a goal to run long distances, I do have a goal to create memories with my son and as I will share, this ½ marathon did provide some incredible memories and various lessons that can be used to highlight the truths found in the first 4 verses of Hebrews 12.

Background on the Book of Hebrews-The Hebrews were struggling. They had turned from their Jewish roots to embrace the Messiah, Jesus. Yet, things did not go as they expected. They were persecuted, many of who lost not only their jobs but their possessions. As a result, they were waivering and beginning to drift back to their traditions. Unfortunately, this meant that they were moving away from a LOVING relationship of faith with Jesus and His Grace and back into the Bondage of a LEGAL relationship with God based upon their ability to keep the law.

I wonder how many of you would say that in the same way, things have not gone as you have expected as you seek to lead your company for Christ? Could it be that you are waivering based upon the fact that you are weary and discouraged? In these times, we too are tempted to go back to the TRADITIONAL WAY OF DOING BUSINESS, which often means from our world's perspective, to leave ministry and God out of the equation! Yet, I would encourage you to not give up and give in to the world. We are called to walk by faith and not by sight!

So what should we do to EMBRACE THIS RACE of Faith? First, we need to seek the guidance of those who have gone before us. For the Hebrews, they were directed back to Chapter 11 with the Great Hall of Faith. These people had suffered much worse that what they were experiencing, yet they endured to the end, keeping the faith.

The writer to the Hebrews identifies with these great RUNNERS of the Faith, those who have RUN THE RACE AND FINISHED WELL.   As it relates to my recent running experience with Caleb, when we first decided to RUN the half-marathon, we went to RUNNERS WORLD website to learn from those who had RUN BEFORE. We simply followed their steps. In their articles, they gave a weekly plan, charting the course, with a daily plan with mileage goals. This gave us comfort that if we just followed in their steps each week, we could FINISH well!

Hebrews 13:7-8 says “ Remember those who rule over you, who have spoken the word of God to you, WHOSE FAITH FOLLOW, considering the outcome of their conduct. JESUS CHRIST is the same yesterday, today and forever”

As it relates to running your business, have you studied those who have gone before you? Are you reading for the purpose of strategic planning? Have you charted your course for the next week, month and rest of the year? Do you have goals and a system to track your progress to achieve your goals?

In conclusion, seeking the example and counsel of those who have gone before you is a very wise thing. Recently, I heard Jim Collins speak and say that everyone should have their own personal board of advisors. If we at the C12 Group can help establish an alternative board of advisors from a biblical worldview for you, please do not hesitate to email me at randy.warwick@c12group.com .

Running the Race, Part 1

Randy Warwick — Thu, 17 Jun 2010 00:00:00 -0400

What does the running in the Flying Pig marathon, Hebrews 12:1-3 and running a business have in common? To find out, please follow this new series on Running the Race! For the goal will be for each of us to run the race with endurance, so that we can finish with joy!

Yet to begin, let's start with verse 3 of Hebrews 12 "for consider Him who endured such hostility from sinners against Himself, lest you become weary and discouraged in your souls". These two words:weary and discouraged, in the original greek language, mean to become sick, to be unloosed, to have one’s strength relaxed, to be enfeebled through exhaustion, tired out, to despond and become faint hearted.

How many of you running businesses currently feel this way based upon the economic climate that just does not seem to be turning the way you expected? What are you doing or who are you turning to for encouragement? What can we do? In the coming days, we will share principles from my own experience running in the most recent Flying Pig Half-Marathon that are highlighted in Hebrews 12, but for now please share your thoughts . . . .