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How Do I Grow My Know, Like, &Trust List?

Written by: Adam Sonnhalter

Article Overview: The key to getting more referrals in your business is to help the people who Know, Like, and Trust ("KLT") you to refer you more often. While everyone reading this (including you) has a list of people who KLT you, this is a list you should constantly be growing. The more folks who KLT you and your business, the more referrals you will receive. Here are a couple of tips for how to grow the Know portion of your list.

How Do I Grow My Know, Like, &Trust List?

The key to getting more referrals in your business is to help the people who Know, Like, and Trust ("KLT") you to refer you more often. While everyone reading this (including you) has a list of people who KLT you, this is a list you should constantly be growing. The more folks who KLT you and your business, the more referrals you will receive.

Here are a couple of tips for how to grow the Know portion of your list:

1. Networking: there's no better way to meet new people than to get out there and get belly to belly with people at networking functions. When it comes to business, here are some suggestions for where to network: i) Tip Clubs (e.g. BNI, LeTip); ii) Business Groups (e.g. Chambers of Commerce, Toastmasters, Economic Development Groups); iii) Civic/Community Activities (e.g. Rotary, Lions, Kiwanis, local park/nature center); iv) Faith Based Groups (e.g. church/synagogue, bible study groups, spiritual retreats); v) Online (e.g. LinkedIn, Facebook, Twitter); and vi) Your Other Interests (e.g. hobbies, kids/grandkids activities, PTA).

2. Public Speaking: figure out where your target market congregates in groups and see if they have regular events where they have speakers who address the group. Take a look at the list above in #1 for places to network for some ideas if you're drawing a blank. One key thing to keep in mind when speaking to groups is that YOU SHOULD NOT TRY TO SELL YOUR STUFF! If you are speaking to a group, make sure your message delivers some sort of value to that group. For instance, I recently spoke to a newly formed Kiwanis Club that was looking for some ideas of how to recruit and retain new members. So the fact that I'm a business coach came up as part of my introduction, but my entire message was directed to helping the group.

3. Help People/Make Introductions/Refer People: I have quite often found that when I make introductions for someone to help them out, they feel the need to reciprocate and will introduce me to someone to help me out as well.

4. Get on Boards: take a look at the groups you are currently involved with to see if there is an opportunity for you to get more involved by joining the Board of Directors. If you're not involved in any groups like that, find some non-profit that is of interest to you and find out how you can get involved.

5. Write: if you enjoy writing, there are many outlets in today's world to get your message out. Everything from blogs and Twitter to the local newspaper and trade association magazines.

6. Trade Shows: get a booth or at least visit and "work the floor" at some trade shows in the industries you are targeting to make sure you are meeting the right people.

7. Press Releases: don't be afraid to get the word out about your business. This is a great way to get some "free" publicity.

8. Host Your Own Events: these can be anything from a networking/after-hours event to a holiday party. The key is everyone wants to meet the host at these parties.

9. Radio/TV: while this investment can be relatively expensive in terms of dollars (the prior suggestions are more an investment of time vs. money), this can still be an effective way to get your name out in front of people.

10. Direct Mail: there's a reason people keep sending direct mail (you may refer to it as "junk" mail), it's because it works when done well and in volume.

11. Sponsorships: similar to Speaking, if you can find places where your target market congregates on a regular basis (e.g. annual golf outings and trade shows) then sponsorship can help to get your name in front of the right people.

OK you say, that's a pretty long list. But where do I start? While I believe Networking and Speaking are the top 2 ways to get to know more people, they aren't the only ways.

The simple answer to the question of "where to start" is to look at where your referrals have come from in the past and build on that. For instance, if 20% of your business comes from Trade Shows, but you only attend one show per year, you should start looking for more trade shows to attend and perhaps at which to exhibit.

Keep in mind, growing your KLT list should be a lifelong pursuit. So the key is to get started if you haven't already or to get moving on doing something new in the coming year. Let me know how you do.

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Article Tags: know like and trust, networking, online, public speaking, referrals, tip clubs, trade shows



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