Stone Payton: [00:00:02] And we are back with BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s talk a little bit about word of mouth.
Lee Kantor: [00:00:10] Well, word of mouth is super important in B2B selling. It is probably over 50% of all sales are referred by somebody in your network or somebody who knows something or suggests something. So, how do you become more referable is really at the heart of word of mouth in our world. So, what things can you be doing in your studio or for your show to be more referable? You could share more stories, you can connect more people, you can show up at more places where the people that matter to you hang out. The key is to matter the most to the people who matter the most to you. So, what are some ways you can be ubiquitous to the people that matter most to you? How can you surprise and delight the people around you, so they think of you when it’s time to recommend or to refer? Those are the things you should be thinking about. Those are the things we think about in our studio every day.
Stone Payton: [00:01:09] And to me, that’s one of the reasons that it’s so important that you’re real focal point, your litmus tests, I guess I would say, of a show, how you conduct it, why you conduct it, the way that you drive an episode of your show, you want to create an episode that your guest is really excited about sharing to their extended network. That is absolutely critical to this whole enchilada.
Lee Kantor: [00:01:36] Right. And that’s why when you’re interviewing, we recommend an interview style that supports and celebrates. It helps them out of kind of areas when their mind wanders, you want to rescue them, and make them look good, and help them create content they’re proud of, so they happily share it. They want to share it. If you’re not doing that, then you’re not going to be referable.