If you're not sure if you're likeable, ask your clients. Ask your prospects. Ask your friends, family, and associates. Most importantly, ask yourself. People do business with those they like. It's just the way it works.
Here are some questions to ask yourself just to get you started.
- Do you come across as a know-it-all?
- Do you have an opinion about everything — and share it with everyone?
- Do you go out of your way to push your agenda?
- Are you too salesy?
- Do you do more talking than listening?
- Is it always about you (not them)?
- Do you talk behind people's backs?
- Do you seem phony?
- Do you genuinely care about people?
- Do you like to help others?
- Do you like to watch people succeed?
- Do you do what you say you're going to do?
#2: Be good
Have and develop a body of work that reflects success. Know how you help people. Continue to hone your craft. Read a lot. If you can, write a lot. Be up on the latest news and trends. Be inquisitive and curious about the nature of people and the work they do. Be a student in your particular industry, whether it's financial services, real estate, or whatever. Always look to solve your clients' and prospects' problems. Heck, that's how many prospects become clients! Focus on doing the best you can. Get feedback, and constantly ask how you can improve. Strive to always be better the next time. If you do, you will be!
#3: Be compatible
Know the markets you serve best, and therefore wish to serve most. Some (meaning me) might refer to this as your target market. Become as compatible as you can with that market. Know the challenges, struggles, trends, and successes in that marketplace. Be a resource that speaks to some of the issues. Know the typical personality types, and have an approach that benefits them. Read what they read. Say what they say. Become one of them. Let people in that marketplace think you're from that marketplace.
#4: Have a process
Given the above, do you have a system in place to meet, greet, and attract referrals? Do you ask every client for a referral (when the time is right)? Do you ask every prospect (when the time is right)? Do you have a way of communicating with those you meet at networking events and business functions — a way that makes you referable? Do you even know what a referral is? (For the record, a referral is an introduction to someone expecting your call, in which you will potentially ask them to do business. With you)
I play the Wii Referral game — except in my version, "Wii" is actually spelled "we" (as opposed to "me"). Warning: Sales reps have a tough time with this concept. Consider yourself warned. To play, simply adjust buttons A and B on your joystick and recite the following:
- Would you be open to exploring how we can refer one another business?
- Would love to get to know you better to see how we can help one another.
- Let me follow up with you to figure out how wecan help one another.
Here's the catch, though. You have to be likeable. You have to be good. You have to be compatible. And you have to mean it.
