Earning referrals can be difficult. It’s tough to approach people and ask them to market your product or services for you – which, in essence, is exactly what want people to do when you ask them to make a referral.

One of the problems I find, especially amongst new salespersons, is that most people have a “canned” idea of how they want their networking conversations and referral meetings to go.

What a nightmare.

If no two people are alike, why would your approach to referrals and networking be the same from person to person? It shouldn’t be. You need to begin learning how to “shapeshift,” or adapt your personality to the person you’re speaking to.

You may be a fun-loving guy in the office, but what if Joe Smith is a strict “business only” type of guy on a tight schedule? Are you going to waste his time with a joke before you get to your point or will you simply thank him for fitting you into his busy schedule, make your pitch, and move on? My guess would be the latter. If you simply can’t adapt to a situation you may want to consider working with a marketing partner with a slightly different personality – that way you can work together in difficult situations.

The best way to customize your strategy is to learn about your prospect before you get together. Check his company website, learn about him as an individual person, and find out what time of day is best to reach him. The more amenable you are to his needs the more likely he’ll be to listen to the things you have to say.

Oh, and if you think customizing your referral strategy to gain prospects is a smart move – try this: customize the way you reach out to your prospects as well. They’re all individual and unique people, too!

Have a great weekend!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Here’s hoping you had a wonderful weekend and are ready to get back to marketing full-force. This morning I want to give you a few more tips for actively seeking referrals. Hopefully you’ll find them helpful and, eventually, will see the number of outside referrals you receive from friends and networks coming in faster than you can contact them!

Communicate with Your Referral Sources

Coworkers and businessess partners may give you referrals, but you shouldn’t just take them and run. Make sure you get in touch with your referral source later on down the line and let him know the outcome of your contact. Those who give you referrals want to know that you aren’t wasting their time. Why should someone giveyou a referral if you aren’t going to bother making contact? They’ll also want to know if the person they referred you to was cordial, open to suggestion, or purchased your product.

Thank Your Referral Sources

Saying “thank-you” is one thing, but sending a card, gift, or taking someone to lunch will actually show how thankful you really are. Referral sources that feel as though they are appreciated are much more likely to remain referral sources. Failure to acknowledge their help, even if the referral didn’t work out for you, will only discourage future referrals from that source.

Ask Your Family and Friends for Referrals

This strategy will only work if you haven’t already alienated your family by having them participate in numerous failed ventures, but usually your family and friends are the best source for referrals when starting a new campaign. Let them get a sneak peak of your new product, offer them a special discount, and then ask them to fork over the names and phone numbers of friends they know who could use your product (or, ask them to give out your business card).

Building a list of referrals (and referrers) is not difficult but will take time. Don’t be discouraged if you don’t see results from your referral efforts right away. Not everyone will need your services at the same time. You might be surprised when someone you met six month ago comes knocking on your door!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

We all hope that one day our business will be so successful that standard marketing techniques can take back seat to other referral methods. One of my favorites is the referral method, in which others are so happy with me or my work they’re willing to recommend me to family members, friends, and business associates.

The truth of the matter is that not everyone is going to run out and begin referring you to friends just because you did a good job. You are still responsible for creating a connection that fosters a relationship worthy of a referral. Here are a few things to keep in mind.

Who Can You Ask?

Sit down at your desk and make a list of everyone you know. Include people from your current and past contact lists, and remember to add friends, family members, current clients, past clients, and even old coworkers. Next, weed out the stale connections. That means crossing off those on the list you haven’t spoken to in 12 months or more. Those you haven’t kept in touch with are less likely to help you grow your business than those you’ve been in regular contact with.

Connect with your Referral Sources

I knew a girl once who could drop names better than anyone I’d ever met. The problem was that if you tried to have a real conversation with her about those people she’d suddenly trail off. What she had was a list of names of those she had met, but whom she had never really connected with. Take the time to get to know your contacts. Doing so will add a real connection to your future interactions, both with your contacts and those they refer to you. Besides, it’s easier to ask those you know well for a referral than it is to ask someone you’ve just met.

What’s in it for Me?

It’s human nature to wonder “what’s in it for me?” Be clear as to how your contact helping you will benefit him. Will his business grow as well? Will you return the favor later on? Consider what you have to offer in return for a referral that will make it worth your contact’s time and effort to help you out.

Don’t forget to thank them for their referrals, too. Thank you notes, lunch invitations, small gifts, and return referrals are all great ways of showing your appreciation for the work others have done to help you.

Remember, communication is essential at all times, especially when it comes to marketing, prospecting, and making sales. Remain open to new ideas and new people and you’re bound to find yourself headed in the right direction!

Make the connection!

Sean

Sean McPheat

Telephone 0800 849