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The
Do’s And Don’ts Of Referrals
by Bill Cates, CSP
Here are some Do’s and Don’ts for building
your referral-based business.
DON’T make the referral process
about you building your business. Make it client centered. Focus on the
value you have delivered to the client and what they have recognized.
DON’T limit your relationships to
transactions. You become referable through the process you deliver to
your clients. The more memorable the process, the more word of mouth
you will create.
DON’T ever miss an opportunity to
give referrals. Be a connector of people. Demonstrate the value of the
referral process and the best way to give referrals. When you take a
little extra time and effort to make a good connection, others will do
the same for you.
DON’T be afraid of hurting your
relationships with your clients. This fear is just that – a fear. It’s
not real. If you use RCI’s 4-Step
Method for Asking for Referrals™ you can ask every client for
referrals. Some clients will give you referrals when you ask – on your
terms. Some clients will give you referrals on their terms – days,
weeks, and months after you ask. And some clients won’t ever give you
referrals. But you’ll never hurt the relationship.
DON’T keep waiting for referrals to
come to you. Make referrals happen. Adopt a systematic approach to
making referrals happen on a day-to-day basis. For a FREE e-mail
refresher course on referrals, go to: http://www.referralcoach.com/mini.asp
DO become a “difference
maker.” Making a difference in your clients’ lives is a way that goes
beyond what brought you together in the first place. Become a true
resource to your clients.
DO treat the entire referral process
with importance. Don’t get nervous or be apologetic about asking for
referrals. How you send it out to people will determine how it comes
back to you.
DO create your own personal sales
force by forming 10 to 12 strong Centers of Influence:
individuals who really know your business and can send you a steady
supply of high-quality clients through referrals.
DO qualify all the referrals you
get. If they aren’t a good match for your business, don’t take them.
Don’t get bogged down working with clients who don’t fit your vision.
If you do, you’ll be resentful and they should be working with someone
else who’s excited about their business.
DO upgrade the quality of your
referrals by learning as much as you can about your new prospect. Use
your referral source to it's full advantage.
DO create a compelling reason for
why your new prospect should spend some time with you. Ask your
referral source “What’s important in her life right now?” The answer to
this question can often be your “entry point” into a compelling
conversation with the prospect.
DO let your referral source know
that you have followed up on their referrals. Keep them in the loop.
Say “thank you” with a small gift.
DO get your new client to thank the
referral source. Encourage your new client to thank the source…Or, have
your new client bring a small “thank you” gift to the referral source –
that you provide…Or, you and your new client can take the referral
source out to lunch to say “thanks.” They’ll talk about your good work
and you’ll get more referrals.
DO commit to building a
referral-based business. Become a “student of the game.” Learn as much
as you can about how the referral process works and how you can make it
work for you. After all, it’s how your great clients want to meet you!
Article by Bill Cates, speaker,
motivator, and founder of Referral
Coach International. If you have a referral strategy that is very
effective for you, send it to Bill at Info@ReferralCoach.com. If he
determines it has broad appeal, he'll share it with his newsletter
readers. For more business-building ideas, go to: http://www.referralcoach.com/tools.asp.
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