Matt Best
speaker
698 appearances
21 recordings
1 series
first heard May 2024
last heard 14 Sep
Matt Best’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 8 in all, peaking in Aug 2026 with 2.
Appearances
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
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.
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.
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.
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.
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?
I think something that that highlights to me there, Thomas, as well is, and a couple of things that you'd shared that I just want to sort of pull out is asking an understanding about somebody else's situation first is what's going to help us in building that credibility in the conversation. It's going to be what helps us in building rapport in the conversation. Because I think a big part of it is,
I know we would never sort of advocate for just turning up and shaking someone's hand and saying, right, tell me, who have you got in your network who you think you refer me to? These are the things that I do. Let's see how we can help one another out, right? By reminding ourselves that actually we still need to stay, we still need to be interested in them, not interesting.
And we still need to start with questions and start with building an understanding of their business and their challenges before we then respond with, you know, with... with asking for a referral and then wrapping that up in Johnny and your point around sort of advice and guidance as using that sort of humbly, but also recognizing that if we ask for that, we are likely to get that.
We are still likely to get that response. Thomas, just as we close up our conversation from today, we started with three key things that helped you in being successful.
If you've got someone listening to this podcast who's relatively new to referrals and hasn't seen it as a way of developing business, how would you sort of summarize the three key things for those sorts of individuals to be thinking about and to maybe start to put into practice to really develop this referral habit?
Wonderful. And yeah, I did. Johnny agree. There's this bring it into our conscious competence and thinking about this. And Thomas, thank you so much for your fantastic advice and guidance to us and to and to the audience on today's podcast. Thank you so much for joining us today. Johnny, thank you as well as ever. And thank you to all of our listeners of the Growth Workshop podcast.
We look forward to seeing you again soon. Right. Thank you both. For more insights, make sure you subscribe. And if you enjoy the journey, don't forget to leave us a review. Your feedback fuels our growth. Until next time, keep up that forward-thinking mindset. Goodbye.
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