The 4 Keys to Referral Success
The 4 Keys to Referral Success
Key #1: WORK WITH ENOUGH REFERRAL SOURCES
You need to have around 12 “core” centers of influence and about 100 potential centers of influence. The core COI’s are the ones you’ll take to lunch regularly. The others are people you are working to develop a relationship with. Two good ways to increase your core centers of influence are to attend networking events and to ask your current core COI’s for suggestions.
Key #2: HAVE A REFERRAL “SYSTEM”
This key to referral success focuses on the need to have REGULAR contact with your COI’s. This may be in the form of lunches, cards, emails, voicemails, or letters. It is ONLY by regular contact that you will create a stream of referrals. (Feel free to contact me about automated solutions.)
KEY #3: DIFFERENTIATE YOURSELF
Stop using a “vanilla” message. Work on developing a message that sets you apart from everyone else out there and gives people a reason to remember you. By the way, an excellent way to set yourself apart is to develop a niche.
KEY #4: CREATE A RELATIONSHIP “BANK ACCOUNT”
This is the key that almost everyone misses. In order to create a reliable stream of referrals, you need to make “deposits” into the relationship (emotional) bank account of each of your referral sources. You need to take the time to get to know them, find ways to add to the relationship, and create an impression with each of your sources. Although this takes some work up front, once the foundation is set, it’s easy to sustain.
In summary, the four keys to referral success are to work with 12 or more centers of influence, implement a systematic way to stay in touch, differentiate yourself from everyone else, and build a connection with each center of influence. If you take the time to get each step right, you will become one of the few professionals who grow their business strictly by referrals.
The 4 Keys to Referral Success - To learn more about this author, visit Michael Beck's Website.
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In contrast to previous article titled “Why Do Referral Efforts Fail”, how can we turn these shortfalls around? How can we put ALL the pieces together to generate an ongoing stream of referrals? Here are the 4 keys to referral success…
Key #1: WORK WITH ENOUGH REFERRAL SOURCES
You need to have around 12 “core” centers of influence and about 100 potential centers of influence. The core COI’s are the ones you’ll take to lunch regularly. The others are people you are working to develop a relationship with. Two good ways to increase your core centers of influence are to attend networking events and to ask your current core COI’s for suggestions.
Key #2: HAVE A REFERRAL “SYSTEM”
This key to referral success focuses on the need to have REGULAR contact with your COI’s. This may be in the form of lunches, cards, emails, voicemails, or letters. It is ONLY by regular contact that you will create a stream of referrals. (Feel free to contact me about automated solutions.)
KEY #3: DIFFERENTIATE YOURSELF
Stop using a “vanilla” message. Work on developing a message that sets you apart from everyone else out there and gives people a reason to remember you. By the way, an excellent way to set yourself apart is to develop a niche.
KEY #4: CREATE A RELATIONSHIP “BANK ACCOUNT”
This is the key that almost everyone misses. In order to create a reliable stream of referrals, you need to make “deposits” into the relationship (emotional) bank account of each of your referral sources. You need to take the time to get to know them, find ways to add to the relationship, and create an impression with each of your sources. Although this takes some work up front, once the foundation is set, it’s easy to sustain.
In summary, the four keys to referral success are to work with 12 or more centers of influence, implement a systematic way to stay in touch, differentiate yourself from everyone else, and build a connection with each center of influence. If you take the time to get each step right, you will become one of the few professionals who grow their business strictly by referrals.
The 4 Keys to Referral Success - To learn more about this author, visit Michael Beck's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. - Visit Dianne Crampton's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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