Top Tips for Getting More Referrals from Your Business Network
In sales, a referral is the key to the door of resistance.
Get Connected To Grow Your Business
If you are searching for potential partners or new clients, referrals are the best possible way to generate new leads and get connected with professional people.
If you (and your business) are introduced to a prospect via a respected and trusted member of your personal network - the outcome will always be more favourable than if you had simply contacted that prospect via a cold call.
These types of introductions are known as referrals.
They produce significantly better quality leads.
Here are the top tips for increasing the quality and quantity of those referrals you receive from your networking.
The introduction should have value for all three parties involved. The person referring you, yourself, and the person you were referred to.
Both you and the business contact will add value to each other, whereas the referrer gains respect and builds more goodwill between the parties.
There has to be a benefit for all parties involved for the process to work effectively.
One of the ways to increase these high value introductions is to make those people involved with the introductions feel more confident about those introductions. If you do not deliver on your promises, you make the referrer look bad, and this could spill over into future referrals. If you are exceeding the expectations of the people that you are introduced to, this puts that person in a better light and makes them more likely to refer you in the future. This helps to improve their reputation, something they would certainly welcome.
If you can find unique ways to add some value to your network without expecting things back in return, you can increase the overall moral of the group.
When you are doing things for others in your group without expecting a return, it can become contagious. These people will naturally want to pay back the favour in their own way, and that could be by providing you more referrals than ever before.
As you help other people in the network, the group grows stronger, allowing everyone to enjoy the possibility of increased referrals down the road.
By sharing your advice, skills, or services, you encourage others to find ways to build up the strength of the group as a whole. When more people in the group are enjoying a higher referral rate, the group as a whole simply grows.
Asking For Help
You can't get something that you really want unless you find the way to ask for it.
If you simply ask for a referral, you would be surprised by how many people are willing to come forth and help you. People are not mind readers, and no one really knows how well your business is doing unless they work for you in some capacity.
By asking for help, you allow others to see that you might be struggling and could use the assistance. If you tell them that you are looking to meet new potential clients, and be specific with the instructions, you could increase your referrals tremendously. Make sure that you are clear about the types of introductions you are looking for. If you can zero in on specific companies that you would like to target, those with right connections will be in the best position to help.
Meeting New People
Try to cast a net as far as you can so that you are no more that two connections away from meeting those contacts you dream about.
By putting in the effort and time to build a strong network, you can surround yourself with those who have the power to make things happen. Attending networking events and seminars, then asking for introductions, and reaching out when the time is right, all things that will strengthen the group as a whole.
The bigger you can make your network, the more chances you have at getting high quality referrals.
Always make certain to stay on the radar of your contacts.
Sending them relevant advice, information, and introductions, will help to keep you fresh on their mind.
Use social media to interact with all your contacts, and focus on communicating at least once a month if you want to increase your overall referral rate. This way your name is always fresh on everyone's mind.
ARE YOU GROWING YOUR BUSINESS WITH NETWORKING?
At Roundhouse, we have learnt through personal experience that networking is a reliable and rewarding way to grow your business. Networking is a great way to build meaningful connections with other businesses, prospects and your industry peers. If you would like to learn more about how to use the power of personal networking to grow your business, please call us for an informal chat.
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