6 Steps to a Great Referral Strategy
6 Steps to a Great Referral Strategy
1. Establish a Campaign
Prepare written details of your entire campaign including the next 5 steps, and the scripts and processes that accompany each step. You should know exactly what you are going to do and say each step of the way.
2. Implement Your Campaign
Prepare, or review scripts (the sentences you use to ask for referrals) that you are comfortable with.
Consider alternative places and ways of asking. You don't have to ask for referrals in client meetings, for example. You can ask for them in your newsletter.
Advisors who have strong relationships with their clients can ask for referrals almost anytime. One industry expert says one of the best times to ask is when you deliver your products, or services to your new client.
3. Provide Marketing Support
Follow up your referral program with such other initiatives as: introducing referrals to your web site, subscribing them to your newsletter, or sending them a pamphlet (or business card CD) about you and your services, with links to other marketing initiatives.
4. Provide Different Ways to Refer
So referrals or referrors don't feel obligated, provide several options. Then use other ways so they'll remember you, and give them other opportunities to become your client.
5. Track the Process
Have a defined tracking process so no-one falls through the cracks, and all are treated professionally. Knowing you have a well-defined process, clients are more confident in giving you names. And you are more efficient, and effective in both the process and follow-up with both referrals and referrors.
6. Follow Through
As important as asking for referrals is following through with the referrals, and thanking the referrors. Keep them updated on how the introduction went. This includes letting them know if the referrals became clients, and thanking them for referring you.
People want to know that not only do you appreciate their support, but that you made an effort to help their friend. Do a good job here, and your clients will look good to you, and to their friends or colleagues - the best incentive to keep on referring.
Kirk Lowe shares his marketing know-how in his ezine for financial advisors, (FREE at Freedomarketing.ca ) and in his FREE eBook, Building Your Business In The 21st Century - For Financial Advisors. Call him at 416.828.5475, or email Kirk Lowe for tips and insight on building your business with online techniques.
6 Steps to a Great Referral Strategy - To learn more about this author, visit Donald F. Pooley's Website.
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Use this six step strategy to get more qualified referrals:
1. Establish a Campaign
Prepare written details of your entire campaign including the next 5 steps, and the scripts and processes that accompany each step. You should know exactly what you are going to do and say each step of the way.
2. Implement Your Campaign
Prepare, or review scripts (the sentences you use to ask for referrals) that you are comfortable with.
Consider alternative places and ways of asking. You don't have to ask for referrals in client meetings, for example. You can ask for them in your newsletter.
Advisors who have strong relationships with their clients can ask for referrals almost anytime. One industry expert says one of the best times to ask is when you deliver your products, or services to your new client.
3. Provide Marketing Support
Follow up your referral program with such other initiatives as: introducing referrals to your web site, subscribing them to your newsletter, or sending them a pamphlet (or business card CD) about you and your services, with links to other marketing initiatives.
4. Provide Different Ways to Refer
So referrals or referrors don't feel obligated, provide several options. Then use other ways so they'll remember you, and give them other opportunities to become your client.
5. Track the Process
Have a defined tracking process so no-one falls through the cracks, and all are treated professionally. Knowing you have a well-defined process, clients are more confident in giving you names. And you are more efficient, and effective in both the process and follow-up with both referrals and referrors.
6. Follow Through
As important as asking for referrals is following through with the referrals, and thanking the referrors. Keep them updated on how the introduction went. This includes letting them know if the referrals became clients, and thanking them for referring you.
People want to know that not only do you appreciate their support, but that you made an effort to help their friend. Do a good job here, and your clients will look good to you, and to their friends or colleagues - the best incentive to keep on referring.
Kirk Lowe shares his marketing know-how in his ezine for financial advisors, (FREE at Freedomarketing.ca ) and in his FREE eBook, Building Your Business In The 21st Century - For Financial Advisors. Call him at 416.828.5475, or email Kirk Lowe for tips and insight on building your business with online techniques.
6 Steps to a Great Referral Strategy - To learn more about this author, visit Donald F. Pooley'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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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson'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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