Earlier this month, I attended a professional development workshop hosted by the Philadelphia chapter of NAWBO (the National Association of Women Business Owners). There were two compelling presenters there: Lena West of Influence Expansion and Gary Fedor of Capstone Training and Development (part of Sandler Training).
Among the many valuable “ah-ha” moments I experienced, was the realization that I still have a lot of head trash floating around in my mind that is getting in the way of me positively transforming more people’s lives and businesses.
What’s head trash?
While teaching us that up to 80% of our business can come from client referrals, Gary said the hesitancy we experience when reaching out to clients to ASK for referrals is rooted in head trash.
It got me thinking about chitta vritti, the yogic term for the turnings of the mind. These can be distracting thoughts, busy activity that prevents us from focusing, really anything false that gets in the way of us realizing our true nature.
Gary challenged us to clear out that head trash and practice asking for referrals.
So, here I go. Big and bold. Doing it right here in public format.[And if you’re in a business where you too could benefit from getting more referrals, then follow along to learn how this goes…]
STEP ONE: Bring in the garbage truck to remove the trash. [Note: I added this step to Gary’s approach, as it’s a critical first step in starting any new endeavor!]
Head Trash Item #1: “You [my readers, my clients] don’t know anyone who is stressed out, feeling overwhelmed by their obligations at work and home, or who complains about feeling derailed from their original hopes and dreams. “
Of course you do!
GONE – cross that one out and throw it in the back of the garbage truck!
Head Trash Item #2: “You are too busy to think about who in your circle of influence would benefit from working with me.”
Really? It only takes about 5 to 10 seconds at most.
GONE – tossed into the dumpster, ready to be loaded into that truck!
Head Trash Item #3: “Even though you know the value of my support far exceeds the monetary investment, you feel it’s not your place to suggest other people should invest in themselves the way you have so successfully done for yourself.”
Of course you want to see other people loving themselves and life even more and enjoying the success that comes from performing at their optimum level and living in alignment with their dreams.
GONE – hog wash! Wiped clean and presently being crushed by the powerful jaws of the trash compactor.
STEP TWO: Thank you for the positive feedback you’ve given me.
I truly and deeply appreciate that you have taken the time to tell me in such detail about the positive impact I’ve had on your personal life and your professional life.
Seeing you experience such an incredibly positive and meaningful transformation is exactly why I get up every day and do this work!
STEP THREE: Let you know that referrals help me to continually improve my offerings to you.
You may not know this, but client referrals are not only some of the most enjoyable new clients to work with, but also…
When a majority of my new business comes through referrals, my time gets freed up to focus on ways to be a better coach, a more creative writer and communicator, and continually improve the ways in which I help you create breakthrough results.
Instead of spending time marketing myself and my business, I can focus more time on providing better support to my existing clients.
And with more free time, I invest even more in my own professional development and studies of ancient Eastern practices that help us live and work in a way that is simpler, more effective, more enjoyable, more meaningful—and ultimately more prosperous.
I am then able to share these ideas with you: in my writings and audio/video recordings, and in my coaching programs.
STEP FOUR: Ask for a referral.
A great referral for me is someone who is still living under the illusion that working harder and working more hours is the way out of feeling overwhelmed, overworked and exhausted.
Or someone who you’ve noticed complains a lot about being stressed, who is continually late, missing deadlines, getting sick a lot. Someone who has trouble drawing or managing boundaries and is continually getting sucked into doing more and more for others.
Someone who could really benefit from taking a breather and getting some perspective on what’s most important and how to achieve goals by simplifying and doing less – not only for themselves, but for those who count on them – their colleagues, family members, clients or customers, even people in their community.
Who in your personal or professional circles of influence might benefit from a call from me?
STEP FIVE: Thank you for the referral.
I’m sorry to hear how much he is struggling, but you’re right: it does sound like he could really benefit from my support.
I very much appreciate your trust in me. When I reach out to him, I will take care to be as present and warm and supportive of him as I have always been with you.
Wrapping It Up
Whew! I did it! I cleared out my head trash and asked YOU for a referral!
It feels great to lighten the load of false beliefs and limiting thoughts, and I hope you too benefit from using this approach in your own work life.
I look forward to receiving more of your referrals AND I look forward to hearing how you do trying this approach and asking for your own referrals.
Remember: The secret to performing at your optimal level and achieving success is learning how to do less in such a way that you generate better results—for your overall life and for your business!
And when you do so, we ALL benefit.
P.S. Stay tuned, as I’ll soon be announcing a new offering designed to not only clear out your head trash but free-up your energy to get better results in your work life and more enjoyment in your overall life…