Matt Best

You should go and speak to X, Y, and Z. And I guess that's a big part of it as well, Thomas, right? In terms of getting in or opening doors earlier in the conversation as a result of being somebody who then becomes, who's given that opportunity to

take that real consultative approach towards helping a customer see where procuring a service whatever that might be is going to help them in driving their business forward yeah you're absolutely right matt i would characterize it as being there at the right time to help to shape their thinking so if you think about the way you might personally consider buying a car

take that real consultative approach towards helping a customer see where procuring a service whatever that might be is going to help them in driving their business forward yeah you're absolutely right matt i would characterize it as being there at the right time to help to shape their thinking so if you think about the way you might personally consider buying a car

Thomas, what's your perspective on why that is?

Thomas, what's your perspective on why that is?

Why do you think that might be the case? Because, I mean, again, going back to that sort of personal versus business, is the difference here that we're asking for a referral to procure services more often in our personal life than perhaps to sell services? I wouldn't necessarily see a friend in the pub and say, you should buy these trainers.

Why do you think that might be the case? Because, I mean, again, going back to that sort of personal versus business, is the difference here that we're asking for a referral to procure services more often in our personal life than perhaps to sell services? I wouldn't necessarily see a friend in the pub and say, you should buy these trainers.

In fact, anyone who knows me will attest to the fact that I do actually do that, which is probably a bad example. Matt, I'd never buy your trainers, by the way. So, yeah. LAUGHTER Yeah, what's your take on that? And this gets us, Thomas, I think, into some more of the sort of practicalities of how to start to generate these sort of referrals and to develop those critical habits.

In fact, anyone who knows me will attest to the fact that I do actually do that, which is probably a bad example. Matt, I'd never buy your trainers, by the way. So, yeah. LAUGHTER Yeah, what's your take on that? And this gets us, Thomas, I think, into some more of the sort of practicalities of how to start to generate these sort of referrals and to develop those critical habits.

Perfect, yeah. And I think... Maybe we gravitate more towards those trusted relationships. I guess that's that point that you're making there, Johnny, is that where you do have a trusted relationship, it gets easier and easier to ask for referrals.

Perfect, yeah. And I think... Maybe we gravitate more towards those trusted relationships. I guess that's that point that you're making there, Johnny, is that where you do have a trusted relationship, it gets easier and easier to ask for referrals.

And maybe, Thomas, there's that sort of the next layer out from that is and you're talking about the minimum requirement in order to ask for a referral and having that credibility there. Clearly, we'd love to... Those trusted relationships are ones that are more comfortable and where it's easier to ask for a referral.

And maybe, Thomas, there's that sort of the next layer out from that is and you're talking about the minimum requirement in order to ask for a referral and having that credibility there. Clearly, we'd love to... Those trusted relationships are ones that are more comfortable and where it's easier to ask for a referral.

But if we step outside of that comfort zone, then looking at how we're demonstrating the credibility that we've got. And I know, Thomas, from conversations that we've had before, you... you share an example of how you would teach this to clients and using the conference speech analogy.

But if we step outside of that comfort zone, then looking at how we're demonstrating the credibility that we've got. And I know, Thomas, from conversations that we've had before, you... you share an example of how you would teach this to clients and using the conference speech analogy.

I wonder if it might be useful to share that with our listeners today, just to show, I guess, the other end of that extreme.

I wonder if it might be useful to share that with our listeners today, just to show, I guess, the other end of that extreme.

Thomas, clearly, there's probably a lot of people listening to this thinking, oh, my gosh, well, not only do I maybe not get that many opportunities to stand up on the stage, but also I feel like I have to take some smaller steps first. And clearly, that's what you're trying to encourage them, how you're trying to encourage them to think by demonstrating that.

Thomas, clearly, there's probably a lot of people listening to this thinking, oh, my gosh, well, not only do I maybe not get that many opportunities to stand up on the stage, but also I feel like I have to take some smaller steps first. And clearly, that's what you're trying to encourage them, how you're trying to encourage them to think by demonstrating that.

quite how any situation it's possible to ask for a referral. But what are you trying to steer them towards? Is there a particular point that sits between standing on stage in front of 500 people and asking your friend for a referral? What would you say is that sweet spot?