3 Steps to Maximize Your Referral Marketing Radar
While most business owners and sales professional know that qualified referrals make the best clients, they fail to follow a systematic approach to building relationships with a network of referral partners that generate a continuous flow of word-of-mouth business.
To start a great referral network, you'll need to be familiar with these three steps:
- Meet approximately four to six people who fit your networking criteria.
- Get together regularly and consistently add value to the relationship-give first!
- Train your partners-and get training-on how to provide each other's ideal referrals.
Step I: Find referral partners: Look for four to six referral partners in regular contact with people who would make good clients for you.
Touch-Point Tip: When choosing a referral partner, it is quality, not quantity, that you're after. Establish guidelines for what you're looking for in a referral partner and what you have to contribute to the relationship.
Step II: Establish regular contact and consistently add value: In order to make your referral relationships work, you need to stay in touch, consistently provide value to each other, and become an information broker for your referral partners.
Step III: Give and get referrals: Once you have built a certain degree of trust with your allies, there are two key strategies you can use to maximize the number of referrals you give and receive from your referral partners.
First and most important is referral training. Teach your referral partners how to find business for you. Most business owners and sales professionals make the mistake of thinking that what they do is obvious and easy to talk about. But people think about themselves 95% of the time; other professionals need you to make what you offer simple and clear, so they can easily open the door for you to their contact sphere. But remember to be reciprocal-learn how to help your referral partners, too. Be sure you can make a clear and effective presentation of what they do.
Second, be a supportive resource for your referral partners. If you are not able to send partner referrals, keep in contact, share articles of value, give an unexpected gift, share your knowledge and most importantly provide introductions to your contacts that can provide referrals.
By consistently following through on these three steps, you'll be on your way to building a strong referral network. Why not give it a try? It’s a fun and profitable way to market any business.
I hope you found this article to be informative and helpful. I welcome your comments and suggestions. If I can help you in any way feel free to contact me.