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Small Business Coach>
Growing Your Business with Referrals
GROW YOUR BUSINESS BY BUIDLING LEADS
The number one way to grow a business is to find new
clients from previous or existing clients. The next best
way is through what I call a network of strategic referral
partners – or SRP's.
DO YOU KNOW WHAT TO LOOK FOR IN A REFERRAL SOURCE ?
An effective SRP person is someone who meets the following
criteria:
• Is in a position of influence or power as part of their
profession, education, or standing in your community
• Is in regular contact with your target audience
• Is comfortable with you, your interpersonal style and the
quality of your service or product
• Is someone with whom you either already have a trusting
relationship or can quickly develop one
• Is someone you feel comfortable with and are willing to
openly agree to refer people to when it is appropriate
DO YOU KNOW HOW TO TURN A MEETING INTO A SOURCE OF
REFFERALS ?
When meeting with some who may be an SRP, never make the
mistake of trying to sell them your service or product. If
you do, they will believe you misled them and you will not
develop the thrust necessary to work together. In addition,
you also don't want to make the mistake of spending most
of your time talking about yourself or your company. You
are there to learn about him/her and their business - how
you can be a part of their success.
Some great questions to as a potential SRP are:
1. How did you first get started in your business ?
2. What are some of your greatest challenges ?
3. What do you believe sets you apart from your competitors
4. How has your industry changed over the past several
years ?
5. how do you find new clients / customers ?
6. How can I know if someone I'm talking to is a good
prospect for you ? (this is a questions professional
networked marketers will ask)
HOW SHOULD YOU PRESENT YOUR SERVICE OR BUSINESS ?
The appropriate time to start talking about your business
is when your potential SRP starts asking questions to you,
not before. This usually happens after the period of time
that you have shown interest in what they are doing, they
will then look to reciprocate.
When that happens, share with them your core marketing
story and the benefits you offer your clients/customers.
Try as well to give them a short illustration of how you
helped a recent client - preferably someone with
similarities to the type of clients you would get from the
SRP
HOW DO YOU IDENTIFY THE SRP THAT IS RIGHT FOR YOU
There are several practical ways you can categorize
strategic partner – by industry, by "hunger quotient" and
by membership in the elite ranks of those people known as
centers of influence.
The most important criteria in a referral source is trust.
You should only work with people whom you would trust with
your own business. In addition, remember that your SRP is
in the right industry, that your SRP has a desire to build
their business and grow, and that your SRP is a natural
networking person themselves
Examples of SRP relationships I have helped my business
coaching clients develop are: a tax attorney specializing
in estate tax and trusts with financial planners, and a
furniture retailer with an interior designer.
WHAT ARE THE KEY ISSUES TO KEEP IN MIND ?
Remember that when an influential person, like a potential
SRP, refers one of their clients to you, recognize that
they are putting their reputation on the line. If you mess
and fail or act in an unprofessional manner, you will never
get another referral from that person
You want the potential SRP to walk away from your
conversation with the feeling that you are a giving person
and want to be of service to them.
You want them to see YOU as THEIR strategic partner. Small Business Coaching, About Editor-Morris N. Mann Online Resources, Articles for Success, Link to Business Success, , Home, Make a Business Plan, Money for Business, Successful Entrepreneur Sales Management Tools, Profitable Business Strategies, From Editor, Table of Contents, Contact Us,
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