As members of
referral sharing groups, we all want to have the thrill of passing referrals each time the group meets. What is challenging is to figure out how to develop those very referrals.
Here are five ideas that might contribute to the solution of this problem:
1.
Take notes of the referral requests each week. My brain is a sieve, so I would not remember what everyone wanted without my wr
itten notes. Also, what is really important to observe is that those members who are specific in their requests make it easier for you to help them.
2.
Set an appointment with yourself outside of the meeting time each week to review and to react to the requests. It is my experience that I can develop two or three qualified referrals by doing this. Just think if everyone did it!
3. While you may not know the person your member wants to connect with,
someone in your network might. Don't be afraid to ask for help. Reassure this person that if they lend a hand that your member will make them look good.
4.
Use social media to develop referrals.
Tim Saddoris, owner of
Info Stream Solutions, gives this suggestion. If you don't know the name of the owner of a company, you can find out. Open the Google browser. Type in "(business name)" owner. For example it would look like this;
"ABC Auto Parts" owner. If this person is mentioned in websites, blogs or periodicals, the name will show up. This is especially helpful when your member makes a more general request.
5. Sometimes websites will list the names of
all the staff of an organization. If you don't know the top person, scan through to find out who you do know. Make a connection with this person and ask if they would be willing to help. Going in the side or back door might be the only way to gain the referral.
The above five steps are guaranteed to turn you into a
hero in your referral group. And then you can encourage each member to employ the same five steps so that they can help you more easily.
Any other suggestions?
This week, we talked about target market in class and how once you know who your target market is then you know who can refer you to your prospects.
ral people in the class had very similar target demographics, that being women in the 40 - 60 age bracket. I asked Certified Networker student, Stas' Krukowski, sales person for Yark Automotive, if women of that age purchase sports cars. He said, "No, Debby, you are different than most with your Mini, because most women want an SUV."
