Back To Basics Networking - Always Be Asking for A Good Referral
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It takes a lot of time and energy to build a business from the ground up, especially if you do it on your own, this is why it helps to have a good referral network. It will not be you against the world if you think of some ways to create a network of people that you would refer business to and who, in return, will refer business to you.
To build a great referral network takes some work in getting people you know well already to understand what you have to offer as far as products and services, then they can refer others to you. Once you have a good network there will be no more cold sales calls because a network will refer people to you. Once you have educated those around you, your clients, colleagues and people that you meet at various sales conferences. When people are familiar with your product then they will be able to refer others to you.
When you start out on building your network then you may want to think of some inducement that you can offer to people who pass on referrals to you. To start with, you could offer new people in your netword a small referral fee for new individuals sent your way. Commissioned sales associates are often highly motivated by a great check, so think of the situation when you give your customers a referral fee, they will be motivated to send more business your way. A powerful referral network will do almost all of your marketing for you.
Don’t be scared to ask. If a customer is really happy with your service, they are going to be pleased to assist you with referrals. If there is a referral fee or type of incentive at the end of it, then they will be even more willing to assist you. If you want to grow your business and develop a powerful network then you have to be proactive. Try to not waste time by waiting for people to send business your way, just ask directly for referrals, most people will happy to help out, especially when that help is reciprocated.
I have found that if I get uncomfortable in a situation, such as asking people for referrals, I will write down what I want to say and practice or role-play with a family member until I ok with it. When people see that you are comfortable in asking for their help then they are often more than willing to give it and this is a good way of building up a powerful referral network.
If a client compliments you on your product or service then this is the time to ask them if there is anyone else they know who would benefit from what you have to offer. They will more easily refer you to people they know if they understand your product or service offering well. If you keep with it, then you will soon have a massive referral network that will help you to grow your business.