In this “Get More Referrals Today” podcast we look at how you can pumpkin plan your referral partners and get more opportunities from them. There is a great book called ‘The Pumpkin Plan’ and it talks about to grow a prize winning “A” grade pumpkin you need to weed out the smaller B, C & D size pumpkins. Well the same is true for your referral partners. You need to spend more time with the A partners and start weeding out your C & D partners. The reason most people don’t get enough referrals from their partners is that they are not spending enough time doing the right activities with these partners. In this episode we will change that all around.
We spend a lot of time talking about how to start a conversation. But what we often forget to spend time with is how to also leave that conversation just as easily as we entered it. When you attend a networking event, it’s important to connect with multiple people rather than spending the entire time with just a few.
Everyone knows and understands this part of networking, but sometimes we get stuck. These tips will help you step out smoothly, allowing you can continue networking with ease.
Use a common excuse
Most networking events provide you plenty of outs in case you get stuck somewhere too long. You could say you need to grab a refreshment, take a break to use the restroom or make a quick call.
Ask for a business card
A natural way to close the conversation at a networking event is to ask for their business card. This is the networking equivalent of serving coffee and dessert when you’d like to end your dinner party. If your conversation has reached a plateau or you’d like to network with others in the room, ask for the person’s business card. Alternatively, you could offer your card.
Introduce the person to someone else
Introduce them or bring them along as you join another conversation. If you join another discussion then the conversation you were having with the original person essentially unofficially dissolves. Be subtle and genuine when you do this. If you do things in a fake, insincere way the other person will feel like you’re blowing them off by trying to foist them on someone else.
Summarise and close out the conversation
To wrap up the conversation and excuse yourself, summarize the topic of your exchange. Say something simple but direct like “It was great to learn more about your business. Let me know if there’s anything I can do to help. I’m going to get some fresh air/grab a drink/catch up with so-and-so,” Then move to another location.
Always be sure to leave things on a positive note. No matter how you excuse yourself, express that you enjoyed the conversation.
Finally, here are some more example to try:
- “Please excuse me, I’m going to make a quick restroom trip. It was lovely to meet you!”
- “I’ve had such a nice time talking to you. And I’ll definitely connect with you on LinkedIn so I can keep up with all of your innovative ventures. In the meantime, I’m going to go [grab some hors d’oeuvres/say hi to a friend/go to the next panel].”
- “I’m sorry to leave so quickly, but it’s been a pleasure and I hope we can reconnect soon. Do you have a business card?”
- “I’m going to mingle a bit more, but before I go, can I introduce you to someone? [Introduce them to each other.] I’ll let you talk”
In this ‘Get More Referrals Today’ podcast Michael Griffiths the #1 authority on referral marketing and founder of Referral Marketing Guru shows you how to generate more referrals with the right sorts of referral partners. Please make sure you subscribe for great referral, networking and partnership tips and tricks to grow your business. Creating referral partnerships is the cornerstone of our Million Dollar Referral System and why you are going to get referrals. You need to understand what makes a great referral partner for you and then where to go and find your referral partners. Finally once you have referral partners you need to create action plans to ensure your business referrals come into your business. Getting referrals is a smart business marketing strategy and one that all small business marketing plans should contain. As Brian Tracy has always said building your referral teams is a much smarter way of getting referrals and certainly easier than business networking events. It is a smart way to build your coaching business. Remember to leave a comment with any questions, share, like and subscribe.
In this Get More Referrals Today podcast we look at the Social Media Marketing Channel in our Million Dollar Referral System that we help coaches, consultants and professional service business build. Most small business coaches and consultants don’t even come come to using social media properly to generate more leads and fill their leads bucket. We look at the 4 key components and how you can use the referral system correctly to have a steady flow of leads and prospects knocking at your door. The #1 referral coaching training around right here on Referral TV.
In this ‘ Get More Referrals Today’ podcast we look at the 2nd marketing channel in the Referral Machine system, ‘Your Networks’. For most people they are lucky if they are using 15% of their networks and therefore not creating as many opportunities as what they should be and leaving lots of money on the table. When you treat your networks as a transaction it makes it very hard for them to create new opportunities for you. Discover some simple changes you could make to benefit greatly from the networks you have around you.
To get more good customers, focus on your best customers
Your most valuable customers are most likely your most loyal ones and most likely to refer. Look through your CRM system for your best customers and leverage your personal relationship to ask for referrals.
Ask after the checkout process
Timing is a critical factor in referral requests. The end of the checkout process is a good place for it. At this point, it won’t distract your visitor from converting, and given the fact that they just converted, they probably have a positive attitude towards you.
Use a cheeky questionnaire
If you find a direct request for referrals doesn’t quite work for you, you can hide the request in the shape of a questionnaire as well. Start with, “How likely are you to advise [insert your product, service or business] to a friend?” Instead of asking for a favour, you start by asking for their opinion, which makes them feel valued, and boosts their self-esteem. At the same time you make them realize how much they appreciate your service/product and direct their mind towards the idea of referring.
Get close to their friends and minimize the effort with autofill
Sorry to say it, but most customers are lazy in nature. But if you can make it easier for them, they’re more likely to refer you. You can try adding auto fill forms or integrate the referral platform to their social networks and allow them to pick the referrals they would like to make.
If you’re after reviews, make it super easy
Follow these steps to make it as easy as possible so you don’t lose them along the way.
- Add links to your website pages (in multiple places that make sense) for all the review sites on which you appear (Yelp, Angie’s List, Google, etc.).
- Put links to review sites in all your communications: In your emails, your Facebook company page, in direct mail or deliveries, really any point of contact you have.
- Make it easy for customers to find the answers to “What do I do?” and “Why me?” no matter where they go. For example, you can put them in downloadable PDFs on your website and then share that link through all your communication channels
- Help them figure out how to describe their experience. Many people are afraid of looking silly in print or while taking to peers, so make it easy to find other reviews people have done as models. Plus, this will enhance your social proof.
Here is the latest episode of the Get More Referrals Today Podcast. Please make sure you subscribe to stay up to date with great referral training from the #1 authority on referral marketing, Michael Griffiths.
If you are a business coach, consultant, professional service business, the worse thing you could do is be the worlds best kept secret. This makes getting business hard. It is amazing how many people are brilliant at what they do, could make a great impact for others, but can’t get themselves out of their own way.
In this Get More Referrals Today podcast we show you why you must leverage into new networks, but more importantly why you must have a plan and process to move people from seeing you and into your leads bucket. More exposure certainly equals more referrals and referral opportunities and that will help grow your business.
Enjoy the podcast and make sure you subscribe for future episodes.
Listening is one of the most important skills you can have and how well you listen has a major impact on almost every area of your life as any social interaction requires effective listening skills.
Let’s explore how this impacts your networking abilities. Have you ever been caught mid-way through a conversation at a networking event, only to lose the person’s interest along with their potential referral partnership?
Unfortunately, you’re not alone. Research suggests that we remember between 25% and 50% of what we hear. Wow! So what do you do? The way to improve your listening skills is to practice “active listening,” where you make a conscious effort to hear not only the words that another person is saying but, more importantly, try to understand the complete message being sent.
To do this, start by paying careful attention to the other person. Avoid getting distracted or bored.
To enhance your listening skills, you need to let the other person know that you’re listening to them and sometimes a simple acknowledgement is al it takes. This can be something as simple as a nod of the head or a simple “uh huh.”
Active Listening Tips: There are five key active listening techniques. They all help you ensure that you hear the other person, and that the other person knows you are hearing what they say.
- Pay Attention: Give the speaker your undivided attention, and acknowledge the message. Recognize that non-verbal communication also “speaks” loudly. Ex: nod, avoid distractions.
- Show That You’re Listening: Use your own body language and gestures to convey your attention. Ex: Nod occasionally, smile and use other facial expressions, make sure your posture is open and inviting, Encourage the speaker to continue with small verbal comments like “yes,” and “uh huh.”
- Provide Feedback: Our personal filters, assumptions, judgments, and beliefs can distort what we hear. As a listener, focus on understanding what’s being said. You may need to reflect and ask questions. Ex: Reflect what has been said by paraphrasing. “What I’m hearing is,” and “Sounds like you are saying,” are great ways to reflect back. Ask questions to clarify certain points. “What do you mean when you say.” “Is this what you mean?” or Summarize the speaker’s
- Defer Judgment: Don’t interrupt. It frustrates the speaker and limits full understanding of the message.
- Respond Appropriately: Active listening is a model for respect and understanding. Ex: Be candid, open, and honest in your response, assert your opinions respectfully.
Happy customers are your most powerful business tool. When you make your customers happy, they’re more likely to share your business. However, even though for you it’s obvious how much you appreciate referrals, the average customer simply doesn’t think about it.
There’s nothing wrong with creating awareness. Check out these tips to get your customers thinking about you and referring their friends to you when they’re happy.
Start with your customer
Before asking your best customers to refer, you need to make sure you’ve created a meaningful, long-lasting relationship with them. By delivering a delightful customer experience, your customers will be ready and willing to refer.
Add a referral note to your products
You could include a note in the box of your product asking whether they know somebody that might be interested and giving them instructions on how your customer can establish a connection. The moment your customer receives a package delivery is one of positive excitement and it’s a great idea to catch them while they’re in a good mood.
Reward your customer for referring
There are a lot of ways to do this. You can offer your referrers monetary-related gifts, such as discounts on future products/services, gift cards, or even cash. Make sure there’s a short time-window between the referral and the handout of the reward (if possible immediate).
Reward your (potential) new customer for being referred
Friends don’t spam each other. But real friends don’t keep great opportunities for themselves either. Therefore, splitting up the referral gift between your customer and the new referral is an extremely powerful practice.
Show you care – say thank you
When people refer to you they are doing you a favor. When they then don’t hear back from you they feel unappreciated. Get back to your referring customers whenever possible and thank them for their efforts. Thank them regardless of whether they successfully generated customers for you or not. Positive feedback stimulates more referrals.
Return the favour
Referring customers to your strategic partnerships or business acquaintances is a great way to build up referral karma and receive back in the future. Make it a habit to go through the customers you have the best relationship with and think about what services could benefit them. Refer them on and make sure these companies know the referrals came from you.
Smart entrepreneurs know how to build good habits for their business and many have managed to build successful businesses almost solely on referrals. You may have heard the story about how a successful entrepreneur became so good at asking for his referrals. As the story goes, when he was an eager young sales apprentice, his manager trained him well. Every time he glanced at his watch, which he did often in his zeal to stay on schedule, it meant it was time to ask for a referral. Eventually, it became second nature. He was building his smartest business habit.
Below are more easy ways to start developing good referral-building habits:
When you begin working with a new customer, make referrals part of your initial agreement. “If I do a great job for you–and I will–you agree to give me X number of referrals.” Chances are your customer will be impressed by your dedication and drive.
Whenever a customer compliments you, respond with a thank you, quickly followed by a referral request. For example, “I’m so pleased you’re happy with my work. Do you know anyone else who can benefit from my services?”
Use every client meeting as an opportunity to collect referrals. To keep yourself on track, jot a reminder down in your meeting preparation notes. Make it one of your standard talking points.
Set a weekly goal for yourself. Keep track of the number of referrals you ask for each day. You don’t need to limit your requests to clients; you can also ask business associates, acquaintances and prospects.
Make the most of every networking opportunity. Step out of your comfort zone at networking events and set a goal to talk to at least three new people. Plan in advance what you might say. We’re all drawn to interesting, enthusiastic people.
Always be specific when asking for a referral. Looking for high net worth individuals? Say so. Interested in midsize companies? Let them know. If you don’t tell your contacts who your target customer is, you’ll waste time pursuing leads you can’t use.