Do you obtain much of your business through referrals from
others-from people who know, trust, and like you?
Are you happy with the number of referrals your referral
partner network is producing?
Do you want to increase the size and quality of your
referral partner network?
Getting business by referral from other people is one of
the fastest ways to grow your business. If you want to earn
more business by referral, you have to be involved in a
referral partner network that is large enough so it can
provide you with a steady stream of new business. Referral
partners are people who are in touch with your prospective
clients on a regular basis.
For example, if a business provides web site design
services to small business, their referral partners may
include graphic artists, copywriters, business coaches,
etc. Get the picture?
By actively seeking out referral partners (some of whom you
may not personally know at this time), you will increase
the number of people who can refer business to you.
A network of 100 referral partners is usually large enough
to provide you with enough business. Yet, is not too large
that you can't handle staying in touch with them---perhaps
monthly with an eZine publication, or meeting them
quarterly for coffee or lunch.
Here are 5 super-easy steps you can take to build your
referral partner list:
1. Think about who your potential client is, and brainstorm
what type of business services they need to operate their
business. This information will give you clues about what
other professional categories may be good referral
partners. Develop a list of 10 professional categories.
2. For each professional category you identified, actively
seek to get to know 10 people. This is most likely a simple
task because there's a good chance you already know people
in these occupations. If you need more individuals to
increase your list to 10, ask current business associates
if they know individuals they would recommend. Ask existing
referral partners if they will introduce prospective
referral partners to you.
3. Schedule a time to meet with your potential referral
partners. Meeting these individuals provides you an
opportunity to tell them about your products and services,
and their benefits. It also gives potential partners the
opportunity to tell you about their products and services,
as well.
At your meetings, give prospective referral partners
details about your market niche so they know exactly what
type of prospect is right for your business. For example,
if you are seeking businesses that generate $1M to $5M in
revenues, and operate in the metalworking industry, give
your referral partner this information.
4. When you meet someone who seems willing to send you
referrals, add their name to your referral partner list
until eventually you attain 10 people x 10 occupations =
100 referral partners
5. Once you have 100 names on your partner list, determine
your tactics of how you will stay in touch with them to
build relationships. Here are some ideas about how to stay
in touch: Develop a tickler file to remind you to contact
and meet them. Send out a monthly eZine to keep your
business top-of-mind Attend networking functions Send
greeting cards Invite you referral partners to a cocktail
or holiday party. The methods you can use to keep in touch
are endless! Contact your referral partners at least one
time, every three months, to keep your relationships intact.
Over time, you may find some people are not good referral
sources. Replace them on your list to keep it fresh.
----------------------------------------------------
Bonita L. Richter, MBA, founder of Profit Strategies,
teaches entrepreneurs and business owners how to start and
grow businesses, attract more clients, and market their
businesses to increase sales, business success, and
generate wealth. Find out more about how to market your
business and boost sales with her popular FREE eBooks at
===> http://www.Profit-Strategies.biz
No comments:
Post a Comment