Referral Rates

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 written 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?

WWYW?

I was talking with a friend recently who meets regularly with a group of friends that have a goal of helping each other gain more referrals.

I asked how it was going. She said, "Okay." (not great)

It seems that every other month they focus on one member and she is the one for this month. The members have been giving her suggestions but no referrals. (You should do this or you should do that.)

It's my guess that the goals of the group need to be revisited. They each want more referrals, but are only giving suggestions. In my opinion they can do the following:

• Set goals for the type and number of referrals they will give each month.

• Be accountable for bringing those referrals.
• Actively seek out referral business for the target, instead of waiting for it to happen.

Or they can disband. Or they can decide that the group has a different focus. Or they can continue with status quo.

What would you want?