Just because you want this referral machine does not mean that you get it. You have to build it using a three-step process to do so.
You start by establishing relationships.
Then within those relationships (which is essentially a network of people), you empower them to not just understand what you do, but how to talk about it.
Finally, you remain in continual contact to appropriately guide and re-adjust the process. Yes, this takes work, but in the end the rewards far outpace the effort.
The foundation on which you will create a referral machine is the relationships you have with others. This is the most important point: people do business with and refer business to those that they know, like and trust. Those who get the most and best referrals are simply those who have the best relationships. They are widely known, highly liked, and implicitly trusted.
We will cover this process in greater detail starting in Part 3.
Frank Agin, host of Networking Rx, shares an experience trying to connect two people and makes the point that you never know what can become of these connections, so have the courage to lean into them.
Frank Agin, host of Networking Rx and founder of AmSpirit Business Connections, has a conversation with Michelle Tillis Lederman about her book The Connector’s Advantage and how to embrace abundance. Find her at https://michelletillislederman.com/
You are ambitious. You are savvy. You want
to be more successful. You want to work smarter and not harder. You know that
referrals are the means of achieving that. Referrals are the most effective
means of creating this greater success.
The best place to be in business, (any
business or profession) is the point where your new clients are almost
exclusively generated from people in your network. These are friends,
colleagues, strategic partners and even former clients sending you prospective
At this point, your network becomes your
sales force. In short, you have effectively created a referral machine and that
machine (i.e., your network) is working for you, even when you are not working.
This begs the question, “How do I create a referral machine?” We start on this in Part 2.