Click here to download documnet: Creating A Referral Machine Overview
1. Establish Relationships
- With Whom?
People You Already Know: Reconnect With Old Friends & Colleagues, As These People Presumably Already Like and Trust You Too.
Strategic Partners: Cultivate Relations With Those Who Run In The Same Circles, As Their Contacts Are Likely Good Contacts For You.
Everyone (or Anyone): Remember, Do Not Dismiss Anyone, As Every Contact Has Opportunity.
- How?
Add Value To Others: Focus On Giving Business & Referrals … Information & Encouragement … Contacts & Connections – These Gestures Endear You To Your Network.
Get Involved: Devote Your Time & Talents To Business Groups & Associations … Charitable Organizations … Civic Initiatives – These Activities Provide Great Exposure, Brand You As A Doer, and Connect You Further.
Be Reliable: Endeavor To Be On Time … Do What You Say … Follow-Up – These Efforts Demonstrate Your Commitment To Being Trustworthy.
2. Empower The Network
- Opportunity Recognition Education … Empower Your Network To Be Able To Identify Referrals For You By Refining Your 30-Second Commercials … Preparing & Using Leave-Behind Material … Illustrating Via Stories, Anecdotes & Examples.
- Connection Coaching … Empower Your Network With Probing Questions That Are Related To What You Do As Well As Enable Them To Be Generally Conversant About It.
3. Employ Ongoing Communication
- Ask … If It Seems Your Network Has Missed An Opportunity For You, Ask For The Referral, Information Or Connection.
- Appreciate … Whether Or Not The Referral Pans Out, A Heartfelt “Thanks” Serves As Positive Reinforcement To Keep Them Coming.
- Clarify … If A Referral Is Less Than Desirable, Do Not Despair – Rather Use The Opportunity To Better Explain What You Want.
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