6 Ways to be More Referable than a Edward Scissorhands at Lawn & Garden Convention

This post is working in conjunction with Duct Tape Marketing’s annual Make a Referral Week!

1. Circumvent people’s suspicions. Recognize that you’re beginning with negative balance with most people. Sad but true. It’s just the posture of the masses. People have been sold, scammed and screwed; conned, played and hustled; manipulated, used and marketed to for too long and their TIRED of it.

Your mission is to exert comfortable confidence. To lower the threat level. To prove to people that they aren’t going to be the first person to trust you. Otherwise they’ll show up plagued by an underlying unease. And that’s a brick wall you don’t have the time, energy or equipment to climb. How will you disarm people’s immediate preoccupations before entering your orbit?

2. Resort (not) to artificiality. People who do this come off like terminal try-hards. And their gnawing sense of inferiority fills the room like a garlic fart. Not exactly the type of orbit admirers are drawn into.

The secret is making the conscious choice to reassemble your posture. To assume a different pose. And to stand up in front of the world and put yourself at risk. That’s what authenticity is all about: Flirting with the possibility of people not liking who you are, accepting the reality when they don’t.

As I learned from The Velveteen Rabbit, “Once you are real, you can’t be ugly – except to people who don’t understand.” How will you authentically extend yourself this week?

3. Be a source of infinite opportunity. “Become a platform.” Those three words alone were worth paying twenty bucks for Jeff Jarvis’s bestselling What Would Google Do? Here’s how it works: You give customers, users and fans the control to create and improve your online content. You aggregate information and services.

Then, you enable your admirers to build communities, networks – even products and businesses – of their own, under the umbrella of your platform. Think Twitter. Think Facebook. Think Linked In. All platforms. All raking it in. Lesson learned: When you make a platform, you make an indispensible contribution. What are YOU a platform for?

4. Jump at every chance to declare the unspoken truth. Follow the advice of Dilbert creator Scott Adams: “Be completely and radically honest where most people would say nothing.” Simple, yes. Easy, no. The secret is to plant the seeds of love where fear grows.

In my experience, here’s the best practice for doing so: Speak the unspeakables to compel people to think the unthinkables so they’re disturbed into doing the undoables. How are you branding your honesty?

5. Increase your agency. I love this concept. Just learned it myself a few weeks ago. Increase your agency. Now, it’s got nothing to do with the FBI or Leo Burnett. Agency is about the state of being necessary for exerting power. The cool part is, agency is relative. It all depends on where your power generator resides.

HOW to specifically increase your agency is up to you. The only advice I can offer to support your process is: Don’t make despair your default setting. It’s timelessly unattractive and will slowly nibble your power away like a school of baby piranhas. Where are you unintentionally giving your power away?

6. Be willing to be crucified. I think it’s fair to say that Jesus Christ had a knack for being “referable.” And, among his long list of approachable attributes, I think it’s also fair to say that his willingness to be crucified – literally – served his purpose well.

Now, the odds of you, as a Thought Leader, being nailed to an actual cross and left for dead are highly unlikely. (Then again, I don’t know you that well.) The point is: Crucifixion isn’t about wood and nails – it’s about criticism and persecution. It’s about passion, which comes from the Latin passio, which means, “to suffer.”

The two-fold question is: What do you do that you are willing to suffer for? And what do you do that – if you did NOT do it – would cause you suffering as a result? Find the answers to those questions and you’ll find admirers drawing into your orbit immediately. No messianic complex needed. Have you taken up your cross today?

LET ME ASK YA THIS…
How referable are you?

LET ME SUGGEST THIS…
For the list called, “7 Ways to Radically Raise Receptivity of Those You Serve,” send an email to me, and you win the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
scott@hellomynameisscott.com

Who’s telling their friends about YOU?

Tune in to The Marketing Channel on NametagTV.com!

Watch video lessons on spreading the word!

How many referrals did you give this week?

My friend John Jantsch from Duct Tape Marketing is the brains behind Make a Referral Week.

This is an entrepreneurial approach to stimulating the small business economy … one referred business at a time.

The goal for this week has been to generate 1000 referred leads to 1000 deserving small businesses in an effort to highlight the impact of a simple action that could blossom into millions of dollars in new business.

Small business is the lifeblood and job-creating engine of the economy and merits the positive attention so often saved for corporate bailout stories.

Here’s what we want you to do…

1. How to make your referral official. Think about the referral(s) you are going to make. Make your referrals. Then visit the Make a Referral Week Referral Counter Page and tell us who you referred and why in the comments. Feel free to add URLs so others can learn about the business you referred. Also, take in all the great educational content all week.

2. How to listen to the experts! Did you miss the live web conference on Tuesday, March 10 featuring Bob Burg (author of The Go-Giver) Ivan Misner (founder of BNI) and Bill Cates (author of Get More Referrals Now)? This is the A-Team when it comes to teaching the strategies of referral. Listen here.

3. How to learn more. The Referral Week blog will be taken over by guest contributions and audio interviews with folks like Andy Sernovitz, Guy Kawasaki, Pam Slim, Rich Sloan, Anita Campbell, Yours Truly, Michael Port and Jill Konrath all focused on telling you how to generate more business by way of referral.

Speaking of referrals, here are my five for the week:

1. CIO Services: They do all my web stuff. Amazing service and quality.

2. Harlan B. Hodge: Taught me everything I know about video. Helped NametagTV become a reality.

3. Paul Krupin. PR Genius. Got me in the Investor’s Business Daily (today!) and other news outlets.

4. Jeff Braun. My book designer for six years. Coolest dude ever, fabulous eye for page architecture, made my new book GORGEOUS.

5. Richard Avdoian.Writer, speaker, business coach. Helped me get my life together. Top Ten Greatest People of All Time.

LET ME ASK YA THIS…
How many referrals did you give this week?

LET ME SUGGEST THIS…
For the list called, “24 Ways to Out GROW Your Competition,” send an email to me, and I’ll send you the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
scott@hellomynameisscott.com

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Buy Scott’s comprehensive marketing guidebook on Amazon.com and learn how to GET noticed, GET remembered and GET business!

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