Many business leaders chalk most of their sales up to “word of mouth”.
And having an active referral network of acquaintances and past clients that think of you first is a fantastic gift.
But have you considered how you nurture your network to get the most out of the relationships you have created over the years?
Referral marketing is a big part of our success (and we help teach referral marketing as part of our regular approach to the marketing hourglass).
A little effort put into your referral program goes a long way.
Here are a few ideas to get you going:
1. Set your intention and get committed.
Every week, I carve out time on my calendar for active outreach and meetings with people I already know. Set aside time on your calendar and protect that time for activities that help grow existing relationships (and create new ones).
2. Make it easy for people to refer you.
By asking questions about your referral partners’ ideal clients and how to refer them best *to them*, you’ll open up the opportunity to share your own story. The top 5 questions that need to be asked/answered are:
a. Who you are.
b. What you do.
c. What makes you different?
d. The best way to get in touch.
e. How to refer you.
3. Create a system that works for you.
Some people follow the 5/5/4/2 approach by creating 5 new contact requests, 5 contacts with your existing network, 4 follow-ups, and 2 new pieces of content as part of their daily outreach. If that sounds too daunting, spread it out over the week. But get those conversations rolling.
Relationships are expanded by having valuable conversations and contact over time. It takes time, work, and commitment. But man… it is worth it!
How are you going to expand your relationships this week? Let us know by dropping us a line.
