Are you looking for ways to get more referrals? Today, we’re going to continue where we left off from the first part of this post.
It’s definitely no easy task to get more business contacts. If you haven’t read the first part, you can find that post here. Let’s jump right in and take a look at tips 6 through 10 on how to get more referrals!
Tip # 6: Become the Messenger
Be sure to give the referral gifts out promptly on sold referrals. Deliver it in person, since it also serves as an excellent time to prime the pump for additional referrals. Don’t underestimate the power of this simple discipline. I have experienced ‘millionaires’ who reopened their black books after receiving $20 dollar gift certificates. It’s probably one of the reasons they become a millionaire. After all, it’s not the amount but the gesture. And because you are spending your valuable time being the messenger, you will without a doubt focus on receiving one or two more warm leads.
Tip # 7: Promote a Grass Roots Chamber Program
Offer local Chambers a deal they can not refuse. Chambers want to offer their members a better deal, one that their members can not receive from regular street pricing. They are open to donations to help their chamber and are also motivated to grow their membership. Instead of offering a residual based off of sales, offer to bring them in a certain number of new members each month. After all, a certain percentage of businesses you call on will not be members, and if you can show them a return on their investment, they will certainly join the Chamber to receive it. By helping others you will see your referral ratio reach the sky!
Tip #8: Identify Potential ‘Bird Dogs’
‘Bird dogs’ are used by hunters to point and fetch game birds for their owners. In sales, a ‘bird dog’ is someone who has multiple relationships with your potential customers and they are motivated to routinely feed you contacts for your marketing efforts. Research potential business people that may fit into this profile, and take them out to lunch. Explain your referral program and how it could supplement their core business revenue stream. For potential ‘Big Hitters’ be prepared to customize your referral program to align with their motivations. Treat them like gold and they will open up their address book.
Tip #9: ‘Get Married’ To A Collaboration Partner
There are companies that provide products or services in your ‘value chain’ but do not compete directly with your product or service. Those companies and the professional individuals that sell for them should be a point of concentration for you to identify and contact for strategies of collaboration. I refer to this relationship as “Natural Marriages.” Contact 3 sales professionals that seem to indicate a ‘natural marriage’ for you and them. Outline what’s in it for them. Then ask them what you could reasonably expect over time. Several people you know have the ear of your customers and prospects. Partner with them.
Tip #10: Join Or Start A Lead Group
You have to eat lunch, right? So why not join or consider developing a Lead Group of entrepreneurial individuals who are motivated to get together twice a month or better yet, weekly to share referrals. Find individuals who are accountable for bringing in the minimum amount of leads each meeting as outlined in your group’s business rules. Make sure every member is covered by the 80-20 rule, getting 80% of their leads from 20% of the members. And don’t be shy about having to pay a membership fee. That way, members have some ‘skin’ in the game. I suggest BNI – Business Networks International because the system is created and it works.