How many referrals did you give out in the last 30 days? I
give out anywhere from 20-40 referrals every month.
Sometimes it's just to connect two people who should know
each other, sometimes it's for direct business exchange,
either way it sure does feel good to do it.
Yes, I know you want to get referrals...but if you give
them, you will get them in return. Maybe not by the same
people, sometimes referrals are only workable one-way, but
that doesn't matter...if you give enough, you will gain
them back.
You want to take the time to do this, you know why? It
comes back to you threefold or more. It's easy to do,
follow these "8 Simple Steps to Giving Good Referrals":
1. Carry a card file book with you at all times.
It should have at least 3 business cards of everyone you
know, like and would recommend their services. (you will
look like a really important person and a valuable resource)
2. When someone brings up a topic in a discussion that has
to do with a specific industry you have a referral for,
give out their card and write your name on the back, so
they remember who gave it to them.
That way, when they contact the referral, they will
remember to reference that you suggested they call (hence,
you score points with that person too). Always be thinking
about how you can help the other person. Not everyone is a
prospect for you and your business so you might as well try
to help other people out by connecting them to someone they
can do business with.
3. If you don't have your card file book on you then take
that person's card and write on the back who you were going
to connect them with, make notes.
Then follow up with them and the referral the same day! (or
within 24 hours tops) If you wait a week, the power of
your referral and your connections isn't as greatly
received; it's still good, just not as impressive.
4. Ask questions of people you come in contact with and if
they are looking to buy any products or services any time
soon.
Normally this comes up in conversation and you just need to
dig a little deeper into the conversation instead of just
nodding and moving on. They may refer to something that
you have a contact for and you can make a connection for
them.
5. Actively seek out people to refer to.
For example, you meet a pool service owner at a networking
event one day. You call your friends with pools the next
day and ask if they have a pool company that they are happy
with or if they would like for the one you know to give
them a call. Then you call the person you met the other
day and tell him/her you may have a lead for them and you
give them your friend's number. Even if your friend
doesn't hire that pool company you have still given the
pool company a valid referral.
6. Send out a letter to your current contacts.
Tell them about something new in your business, but then
add in a comment or testimonial about another one of your
contacts and mention how you would refer them if someone
were to need that product or service.
7. Mail something of interest in a newspaper to someone
else.
Keep your eyes out and if you see something that might be
of interest say in the newspaper to someone else, cut it
out and mail it to them.
8. Finally, follow up with both parties to make sure they
connected.
Make sure the person you referred is worthy of that
referral and contacts the person within 24 hours as well -
this is important, if they don't, they may not be worthy of
your referral. Therefore, you may need to build another
base of people in that industry.
These are things I do and I find that people greatly
appreciate them. They are often shocked by the speed at
which I get things done too. I know that by doing this for
others it has brought me business, it may not be as
trackable, but that's ok.
I can't express how important this is to any business.
After doing this for a few years it will really pay off and
soon you will be working "by referral only". Then you
won't need to spend all that money on those darn yellow
pages!
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© Copyright 2008 K.Sawa Marketing
Katrina Sawa is an Award-Winning Relationship Marketing
Coach who's helped hundreds of small business owners take
dramatic steps in their businesses to get them to the next
level in business, revenues and life. She offers one-on-one
coaching, group coaching and do-it-yourself marketing
planning products. Go online now to get started with her
Free Report and Free Audio at
http://www.GetFreeMarketingTips.com !
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