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How to Manage Your Business to Get More Referrals

So you have received referrals.  When you receive a referral, do you just go out and write the business?  Is your only goal with a referral to collect the check?  If your answer is “yes”, you might want to read on.

When calling on the referral by telephone or in person, always set the stage that your business is mainly by referral.  As you do this, you are looking for more referrals.  The following is a technique to receive more referrals.  Please refer to the script below:

“As I mentioned to you, Bob, my business is based 100% on referrals.  Joe referred you to me.  I have to do a good job for you as well as Joe.  Now I am going to dedicate all my time to working with you.  Because my business is 100% referral, I don’t have to spend my time on marketing, trying to get more prospects.  All I do is direct my attention to you and the needs of my other clients.  You, in return, get top quality performance from me, and I get referrals from my satisfied clients.  So please, as I honor you with top quality performance, be prepared to refer me to two or three of your associates who might enjoy the same quality service.”

Now, Bob expects me to do a good job, be 100% dedicated to him, and ask for referrals.

Another way to get more referrals is to train an Army of Advocates.  Advocates bring the world to you.  They make all the needed connections to be sure you collect the check.  Often it is up to us to train people how to connect us.  I recommend that you choose 16 to 25 people.  First, using the telephone, call the candidates.  Question if they are interested in developing an advocate relationship.  The key sentence is “I would like to get together with you to define how I might be able to help you grow your business, and how you might help me grow mine.”  In 99% of the times I have suggested this, I have booked the appointment.  I always get their support!

The key in the next step is to develop a plan of action.  Avoid booking these meetings for the sake of idle chatter or to share a cup of coffee.  Your goal is to develop ground rules to get referrals.  The rules are:

  • Exchange a clear single statement on what you do in your business.
  • Agree to look for business for your advocate.
  • Make the connections complete.
  • When making the referral be sure to make telephone contact, exchanging all information.
  • Follow-up must be made to assure the connection is made.

Be certain to send by mail appropriate thank you for each referral given, especially when it turns into business.  Also, be alert to the other marketing opportunities that can come by referral.  Remember, not only is collecting the check our goal.  We may also look for referrals that will lead to more chances to market.  Say you use speaking as a means to find more prospects.  An advocate might introduce you to a program director from a civic or business group.  Those introductions are great referrals, which when properly followed on, will turn into referrals and ultimately, more business.

As you collect referrals, following the plan above will allow you the luxury of getting more business.

 

 

Gerry Rose runs INTEGRITY Networking Solutions in Oceanside, CA.  He works with people in business who want to attract the right prospects and generate more referrals.  More than 10,000 businesses have been presented the INTEGRITY Networking Solutions system in San Diego, Los Angeles, Riverside, and Orange Counties.

Gerry’s stimulating presentation Unlimited Prospects, Unlimited Referrals is ideally suited for small business owners, home-based businesses, and independent professionals who want clearer direction and want to attract more prospects, develop dynamic systems, and strengthen their companies’ accountability.  Gerry does one on one consulting, conducts a range of keynote speeches from thirty minutes to full-day education workshops.  His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

Gerry has more than 20 years’ experience directing business owners how to grow their businesses.  He is a networking dynamo.  Those who know him will assure you that he does a great job of bringing people together—which is why he started INTEGRITY.

Involved with networking organizations since 1984, Gerry is a Distinguished Toastmaster, a member of Toastmaster International, and has chaired numerous chambers of commerce and non-profit organizations.

Are you truly committed to attracting the right prospects and generate more referrals?  If so then contact INTEGRITY Networking Solutions for availability and information.  You can contact Gerry by mail at 1610 Quiet Hills Drive, Oceanside, CA 92056.  Direct dial (760) 439-4623; e-mail to gerry@integritysd.com.  For more information, go to www.integritysd.com

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