Sales & Marketing Authority, Bestselling Author & Business 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