- 3 easy ways to build a stream of warm qualified prospects through referrals.
- How to turn cold prospects into warm prospects so they can be ready to buy from you.
- How to get more sales calls booked than ever before.
I remember when I first started my business nearly a decade ago.
It was hard, I had NO clue and getting sales was the hardest part.
The distinction of having warm prospects to talk to = sales didn’t hit home for a number of years.
But when it did, it made me focus more on building out our marketing systems.
Here is a quick video on Why Sales Should Not Be Hard and what you should focus
Please leave me your insight or takeaway’s in the comments section
It is Friday morning, 5.30am and the alarm clock goes off, as it did every Friday.
It was networking time, at the weekly breakfast.
Now I enjoy creating new opportunities for my business.
I enjoy getting out and meeting others.
But, I just had the wrong plan and strategy to do it successfully back when I first started.
Most people go to networking events to sell.
They see it as their marketing strategy to get new clients and therefore they waste their time and effort.
Think about it, if everyone going to the networking event is there to sell, then who is there to buy?
How many people at the event really have the pain point that you solve and are looking for a solution?
The numbers might be 1 in 50.
Sure every now and then you will come across a person who has the pain point that you solve and is looking for a solution.
But that is like finding a needle in a hay stack.
Instead what you should be doing is going to networking events to build referral sources and grow your networks with perfect people.
Every person at that event has clients, has their own inner circle, has the ability to open doors for you, has the ability to share you or promote you out to their networks.
And that is where the real magic of networking lies.
It is a change in mindset, it is knowing what to do and how to do it, it is about having the right structure and foundations in place to allow people to help you.
When you go looking to collaborate and create win/wins with others rather than trying to pitch to them, then you too will start getting a great return on networking.
PS: We have a secret society that comes together to create new referrals for one another. Would you like to be a part of it? Check it out here
Marketing is not hope and luck… There is a very systematic way.
The best part is that it is not all that hard when you understand the 5 questions.
The biggest mistake business owners make is they feel if I just throw money at FB ads or SEO, if I just turn up to networking events, if I post content on social media then I will get clients.
It very rarely happens to the level you want it to.
In this ‘Get More Referrals Today’ podcast we explore the 5 Q’s
The 5 key questions you should ask yourself if you want your marketing to be a success.
You see we throw so much time, effort, energy into getting warm qualified leads.
We throw so much money at solutions hoping that it will bring in more clients.
And for the most part it doesn’t work.
Getting new clients, growing your business and having warm qualified leads daily, is not hope and luck, it’s a process.
Remember to subscribe to us and get our podcasts as they come out!
PS: If you would like help creating a plan to generate more referrals into your business, then hit reply and let me know and I can help you create a plan.
I was flicking through my emails last week and I came across this great question from Vanessa, who is in a small town in Canada.
Vanessa works with life coaches to help them build their business.
She was a little stuck to who she could team up with as a referral partner and how to find them.
Remember that referral partners are people who sell to the same people you sell to and you don’t compete with one another.
Depending on your business and how you operate, this would determine how you went out to find your referral partners.
If you are a local business, with local customers then you would want your referral partners to also be local businesses.
If you could work with anyone in your state, country or globally then you could build relationships with others through social media platforms.
The point is, there are so many opportunities when you ask yourself a few questions to get clarity on your ideal referral partners.
Who else sells to the same people I seel to and I don’t compete with?
Where else are my current clients spending money?
What are the types of businesses / industries that would be great referral sources?
Where would I find these types of people?
By getting a bit of clarity it makes searching for them and asking them so much simpler.
We would find 75% of our referral partners on social media platforms and people we have never spoken to or met before.
We search for the type of person we are looking for.
We reach out to them with a message asking to see if they would be interested in being referral partners.
We set up to have a quick chat and make sure we are a fit and want to help one another.
We then organise ways to help each other.
So it doesn’t matter where you are in the world, you have so many referral partner opportunities at your fingertips.
All you need to do is create a little plan to build up your referral partner numbers.
Your clients are the best business development managers that you could hire.
Your clients are the best ambassadors and walking billboards that you could hire.
BUT, the sorry fact is for most businesses you are lucky if 5% of your clients are actually finding you new business.
So why is this?
It all comes down to your engagement with your clients.
We think that if we do a good job, provide a good service, have a great product or program then that should be enough.
That are clients should be happy.
In today’s society it is not enough, your clients want to feel warm and fuzzy from you.
They want to know that you care and that you are part of their team.
It is more important than ever before to ensure you have a client engagement plan in place.
In this ‘Get More Referrals Today’ podcast we look at what a client engagement plan is and how to use them with your clients.
When you engage with your clients in the right way, you will go from having satisfied clients to committed clients!
Quite often we confuse sales and marketing and we combine them as the same thing
We go to networking events to sell
We run FB ads to sell
We do SEO to sell
Where in fact your marketing is all about getting sales opportunities and then your sales is all about converting them into new business.
When you think like this then you will all of a sudden start to run your marketing campaigns very differently.
Getting sales calls booked in or sales opportunities is usually the hardest part of the marketing triangle.
I did a quick recording the other day and focused in on the bottom of your marketing funnel ‘getting people to raise their hands’ and book in sales calls with you.
You can take a look below
Remember separate your marketing from your sales and make sure you have a system and clear approach for both elements.
When I look back over the past decade of being in business there are a lot of things I wish I did differently back at the start.
As they say, 90% of the journey is all about learning.
One of the major things I would do differently is how I managed my referral partners and what I should have concentrated on.
For most people their referral relationships fail for one reason and one reason only.
No, it’s not because you can’t find referrals for each other.
No, it’s no because you don’t trust each other.
Sure, they are all symptoms of this bigger problem.
But in this ‘Get More Referrals Today’ podcast I’ll go through what to do to keep your referral partners active, happy and referring you more business
It’s been a fun week doing grade 1 addition and subtraction jumping strategies with Soph, while drawing maps of the neighbourhood and locating every park close to us.
If you have never had the mentality of ‘Just Get It Done’, then I’m hoping that you are embracing and stating to change, because right now you just have to get it done and appreciate that the wind always changes.
One of the big lessons that I see coming out of this, is how we are starting to better engage with one another.
How we are creating new rules and doing things that we just didn’t think we could before.
Having Friday afternoon drinks via zoom with your friends.
Making Quarantini’s on your Saturday night through Facetime.
Leaving voice messages rather than just text so that the other person can hear your voice.
If engagement with others was never really your thing, then it is time to change the attitude and realise that it has to be.
What are you doing to keep your client tribe together?
What are you doing to keep in front of your networks?
To keep the relationships strong and to ensure that you are continuing to build your bond.
Whether it be with clients, referral partners, your networks, prospects or just people in your circle, engagement is more important than ever before.
Remember that quite often someone doesn’t know how much you really care until you do something out of the blue that makes them FEEL appreciated because you thought of them.
Here is a simple task today…
Reach out to 5 people in your networks and create a simple piece of engagement with them.
Not because you expect a sale, but because making someone else feel great is such an easy thing to do.