We are all challenged with new ways to bring fresh prospects to our door. Whether we have a business that focuses on the general consumer or a specialized target market, we need to have a system to consistently keep referrals coming in. Below are some elements that should be considered for yours:
- Past Clients. First and foremost, you must have a process for treating your clients well and exceeding their expectations. If you have that in place, then educate them on who the best referrals would be for you and ask them. If you have performed well for your clients, they will be more than happy to refer their friends and colleagues. And don’t forget to send thank you cards/gifts when they do!
- Give back. You can’t expect to get referrals from others if you are not also looking out for their best interests. What is your process for connecting clients/trusted resources with their potential strategic partners and prospects? Looking through your contacts and focusing on this for even 15 minutes a week will surely put some connections together for your colleagues and be greatly appreciated!
- A few good relationships rather than hundreds of acquaintances. We are all busy and although people have the best intentions, they absolutely cannot remember the perfect referral for us, especially if we’ve met them only once. What we can do, however, is stay top of mind to a few key partners. Find the top 3-7 people that are good referral sources for you and build stronger bonds by calling, taking them out to lunch/coffee, providing referrals, sending resources that will help them with their business, and any other creative way that you can think of.
- Make meetings productive. Starbucks is filled with business people chatting for hours. Have a plan for each networking meeting and make sure that you accomplish what you are there to do. Walk in with an up front contract upon which you and your contact agree. Decide how long you will be there, what you’d like to accomplish in the meeting, and the outcomes you envision. That way you will stay on track and make the most of your meeting time.
Do you have other ideas on what works for your company? If so, e-mail them to me or comment on this post.
Nicole Recommends…
I had an interesting meeting last week with a member of a local accounting firm that offers a unique approach to this month’s topic. The Somerset Practical MBA Program is a series of complimentary seminars held over the course of two years. It is designed to address all aspects of business and offer tips and solutions to help business owners achieve their goals. What a brilliant way to bring people into their offices and begin building a trusted relationship. Not only are attendees learning topics to help them with their business, but it also offers additional value by providing an opportunity for attendees to connect and network with local colleagues facing the same challenges. All people that attend the program will not become clients, but because they receive a true value, they will certainly consider spreading the good word. What kind of unique idea could you add to your system?
Tags: referrals