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BRX Pro Tip: Don’t be the Hero, be the Guide
Access to this series is restricted to Business RadioX® Studio Partners.
BRX Pro Tip: Easy Way to Get Referrals
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BRX Pro Tip: Easy Way to Get Referrals
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, you know, I’m all about easy. What’s an easy way to get referrals?
Lee Kantor: [00:00:11] Well, I’ll tell you. One of the easiest things that we’ve ever discovered in doing Business RadioX is the system we have of getting referrals of good guests. And the thing that really unlocked this for us is we have a system when people sign up to be a guest. We have a scheduling form where people submit information like their name, their website, their LinkedIn profile, things like that, some questions they want us to ask during the interview.
Lee Kantor: [00:00:41] When we added a line at the bottom that said please nominate other guests for this show that you think would be good guests for this show, all of a sudden, we started getting bombarded with new guests with their names and emails, and they were being suggested by our guests who weren’t even part of a show yet. And now, probably 50% of our guests are nominating some other guests for the show, someone that we don’t have to go out and work real hard to schedule or to find. Our guests are finding them for us.
Lee Kantor: [00:01:17] So, I would try to think of ways that you can within your system that you can elegantly ask for referrals that just happened kind of on autopilot, like adding that one line to our scheduling system has enabled us to get 50% more guests with 100% less effort.
Rome Floyd Chamber Small Business Spotlight – Oatmeal Tony with Lou-Cora’s Barbecue, Ande Frazier with Clocktower Wealth Management, Andrew Riley with The Sharp Sickle, and Bill Thornton with Thornton Concrete Studio
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BRX Pro Tip: Getting Traction Hanging With the Right People
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BRX Pro Tip: Getting Traction Hanging With the Right People
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you this morning. Lee, I know often we get focused and refocused on getting traction or feeling like we’re not getting enough traction. But one very important piece of that is just it’s hanging with the right people, isn’t it?
Lee Kantor: [00:00:20] Yeah, a hundred percent. I think that that’s an area that a lot of people don’t pay enough attention to. You might have the best service or product in the world, but if you’re not presenting it to the people who are the right people who aren’t your people, you may not be getting the traction that you want.
Lee Kantor: [00:00:37] My favorite example of this is something I read about Rolls-Royce. They used to appear at car shows, and they – because that’s where all the cars were. So, they’d be at these car shows and they’re like, “How come we’re not selling any cars? We have obviously the best car here. How come people aren’t buying our car?” And, probably it’s because they were among the most expensive cars there. So they said, “You know what? Instead of being at a place where there’s cars, even though we’re a car, why don’t we start appearing at places that have expensive items?”
Lee Kantor: [00:01:12] And so, they started appearing at air shows for private planes and yachts shows for large boats, and then all of a sudden their car was not the most expensive thing there. Their car was a super nice thing for people who have yachts and planes to also own, and they sold a heck of a lot more cars appearing at the plane show and the boat show or the yacht show or the air show than they ever did at the car show.
Lee Kantor: [00:01:45] So, remember to find your people. Your people might not be where you think they are at first, but they might be kind of next to an area that – you know, they could be part of another area that they are a subset of rather than the only thing there. So, think in terms of that and where else are the people that you want to hang out with hanging out and appear there.
BRX Pro Tip: How to be a Mega Connector
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BRX Pro Tip: How to be a Mega Connector
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, it’s one thing to reach out, try to be part of the community, make some connections, but let’s have you speak a little bit to how to become a mega connector.
Lee Kantor: [00:00:18] Yeah. This is one of the biggest benefits of working with Business RadioX whether you’re a sponsor or studio partner. We help our clients become mega connectors. They’re the ones in the community that have the most relationships with the most variety of people in all walks of life in every business position.
Lee Kantor: [00:00:37] So, in order to do that effectively, here’s some exercises you can be doing every day, every week in order to become that mega connector. Try forming a handful of more human-to-human relationships every week rather than more automated superficial connections. Now, a lot of people have some sort of automated system to connect with people on LinkedIn or Facebook, or wherever. And that’s fine, and you can do that. But the people that are really going to win are the people who have more human-to-human contact, more relationships that are in real life with human beings, not collections of followers or connections that are virtual.
Lee Kantor: [00:01:18] If you’re not in real true communication with these people, they’re really not a connection. You need to have as many human-to-human relationships as you possibly can. And in order to do that, you have to invest real time and energy into doing that. So, you know, meet people, help people, educate people, serve people. If you can do that every day, every week, you’re going to become a mega connector.
Lee Kantor: [00:01:42] Another thing you can do is understand that people respond positively to being heard and appreciated. What are some of the things you can do to actively listen to and appreciate the most important people around you? I know after every interview that I do here at Business RadioX on whatever show I’m doing, I say, “Thank you so much for sharing your story today. You’re doing important work and we appreciate you.” Now, this isn’t just some sales pitch or this isn’t some kind of superficial language. I really believe this. I really appreciate people coming on and telling their story. I really feel like I’m listening to them and they feel heard and they respond positively to this interaction. So, I’m honestly and authentically serving them by giving them a platform to be heard and to tell their story. People appreciate that. That helps me be a better connector.
Lee Kantor: [00:02:41] Another thing you could be doing is always just be honest and authentically be yourself. Try to help people if you can and let people know if you can’t. You know, let them know that, yeah, I can do that. No, I can’t do that. By helping other people get what they want, that’s going to help you get what you need in the long run.
Lee Kantor: [00:03:02] So, make sure that you’re there as a human being as honestly and authentically as you possibly can be and truly appreciate other people and appreciate your relationship with them and their relationship with you and help people get heard and tell their story. You will become a mega connector. That’s why the people working with Business RadioX are the mega connectors in the niches in the markets they serve.
BRX Pro Tip: How to Find a Referral Partner in Your Local Area
Access to this series is restricted to Business RadioX® Studio Partners.
How to Find a Referral Partner in Your Local Area
BRX Pro Tip: How to Move From Idea to Execution
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BRX Pro Tip: How to Move From Idea to Execution
Stone Payton : [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, let’s talk a little bit about how to move from idea to execution.
Lee Kantor: [00:00:12] Yeah. A lot of people have lots of great ideas, but they never get past the idea stage. So, I think it’s important to really move from idea to execution, and that execution doesn’t have to be a full-blown rollout. It just has to be, let’s test it in the marketplace.
Lee Kantor: [00:00:28] So first, you have this idea. You see a problem that needs a solution or you think of a solution that needs a problem. Whatever it is, write it down. Then, kind of wrestle with a little, play out different scenarios. What’s the best-case scenario? What’s the worst-case scenario? Could it work? Where are the holes? What are the weaknesses? What are the strengths? Is there a way to test it on a small scale? What’s the worst thing that can happen if I test it and I roll it out and it fails? What’s the best-case scenario? What’s the upside if it succeeds? Is it worth the investment in time? Is it worth the investments in money? Is it worth the investment in terms of resources? Is this a distraction? Am I doing this just to hide from some other work that I should be doing instead?
Lee Kantor: [00:01:12] Now, most ideas are going to die here at this stage. But if you give yourself a deadline to say, “Okay. At the end of this exercise, I’m going to give myself three days to make this decision. I’m going to either move forward or I’m not going to move forward.” And if at the end of three days you’ve decided or haven’t decided, then you’ve decided you’re not moving forward. But if you decide to move forward, how can you get feedback from the market as quickly as possible? Who are the people that this idea impacts the most and how can you test it with them as quickly as possible?
Lee Kantor: [00:01:45] Even that test doesn’t have to be perfect. You just want to get it in front of the people that really can benefit from this and see if it’s going to get any traction. So now if you get traction, keep testing, keep rolling it out further. If you’re not getting traction, pull the ripcord, get rid of it. If you don’t get traction, bail and move on to the next idea or take an iteration of this idea and combine it with some other idea.
Lee Kantor: [00:02:10] But all these exercises of testing these ideas, they’re part of the learning process. It’s teaching you to kind of execute. It’s teaching you what works and what doesn’t work, and you really have to double down on what works and you’ve got to get rid of the things that aren’t working.
