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The power of asking for a referral.

Friday, November 13th, 2009 by guest

“I don’t know much about this Leadership stuff, but would you happen to know anyone who is interested in leadership?” … The power of asking for a referral.

It’s amazing what the power of asking the extra question can do.  Last week, I was trying to reconnect with Norm Coleman, the former senator of Minnesota, through his former chief of staff, Eric Mische. I worked with both of them in Norm’s first campaign, but I’ve lost touch with them over the years.  I decided to try and reconnect because I’ve been searching my network for those who might be interested in a high-level, cutting edge Transformational Leadership Symposium that the Wright Leadership Institute is hosting. Since the symposium features Brad Anderson, Vice Chairman of Best Buy, as well as two world renowned thought leaders in the field of leadership: Dr. Don Beck and Dr. Ron Riggio, I knew that this was an opportunity to reach out to those higher level people I have lost contact with over the years.

Eric Mische’s voicemail was full and I ended up on the phone with one of his colleagues.  I started telling her about the upcoming Leadership Symposium—how we have these amazing national & international speakers, and even going into what truly defines a transformational leader.

After talking for 10 minutes, I asked a question I rarely ask:  The referral question.  “You know, I’m not a leadership expert by any means but for people that are, this is a very impressive gathering – Do you happen to know anyone that is “in” to leadership?” A pause. I bit my lip instead of filling the dead space with my nervous  yammering .

“Well, my brother in-law is always reading leadership books and he was just named President of W.E. O’Neill.  (The National Construction firm).

“So can I email him the information and cc you? “

“Sure”

I think I just transformed into a person who goes for it and asks the extra question

For more information about Transformational Leadership:

Transformational Leadership Symposium Nov. 20th and 21st at Ravinia in Highland Park, IL go to www.transformleadership.org.

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Posted in Coaching, Leadership, Personal Growth, Sales | 7 Comments »

Politicians need Sales Training

Wednesday, September 30th, 2009 by guest

I took the train into Chicago this morning with a neighbor of mine, Nick, a fireman by trade. Nick told me he is running for 36th Ward Alderman. Having worked on a few campaigns myself, we quickly got into his strategy and chatted about inside campaign logistics, fundraising, etc.

I asked Nick:

“How are your dials coming?” The look of impending doom crept upon his face. (I see it a lot.)

“Well. I don’t cold call, if that is what you mean…”

“Yes that is what I mean”

I explained the necessity of the discipline by example. I worked on the Norm Coleman Campaign for Mayor of St. Paul, MN, in 1991. The campaign manager blocked two solid hours a day, everyday-7 days a week, for Norm to call the voters and ask for their support.  In fact, any five minutes of potential “down time” in-between appointments and interviews-a phone (the size of shoe back then) was presented to Norm to make another dial for support. Norm won. (And later went on to be am United States Senator)  Nick, of course knew of him,  “really…wow…I don’t know if I could do that….”.

I sell sales training at the Wright Business Institute. Between the work of Psychologists and Executive Coach, Dr. Robert Wright (Beyond Time Management: Business with a Purpose), and Dr. Judith Wright (The Soft Addictions Solution, The One Decision), we know a lot about what is underneath people’s resistance to making these types of calls or dials. What is underneath a person’s resistance to asking for things. Why a person has a default belief (I did)  that most people in the world do not really want to support me,  or want what I believe in, or what am “selling.” (And no people do not want to be “sold” either – but that is another blog .)

But (setting up my excuse) I generally concentrate on business clients. So to my self-angst, it did not occur to me until we parted company at Union Station that my neighbor Nick, a promising public servant who I would be honored to have represent me, simply needs a little sales training. Learn some simple (but not easy) skills and get the support of a program like our A4S-the Advantage for Sales.  The Wright Business Institute does this probably better than just about anyone doing sales training. That is, provide the skills, the support, and the disciplines to get through our own resistance. And what rewards! Knowing that the World does want to support you. That the World is interested in you and what you are selling (read believe in)!  Wonderful affirmation!    Looks like I will be doing a little “door knocking” on a neighborhood politician soon.

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Posted in Business and Executive Coaching, Sales | No Comments »