Developing Referrer Relationships Within Your Network
Developing referrer relationships with those people who are likely to recommend your products or services is essential to your referral marketing strategy.
So, how do you go about developing referrer relationships and maintaining a network of people who will be willing to, in effect, act as your sales force?
Firstly remember it is better to put your time and effort into building strong relationships with a smaller number of selected people who really will be able to help you than make half hearted attempts at maintaining contact with lots of people on a superficial level. Once you have identified who these people are you can follow these tips.
Find out how you can help them first and seek to find referrals for them – they are bound to reciprocate
Make it clear that you are looking for referral business…often people don’t refer if they think you are too busy for more work
Be open and ask the question – ‘how can we help each other pass referrals to one another?’
Clearly communicate what your target market and how your products or services benefits this market, ensuring that you are specific about what you are looking for
Explain how your referrer might be able to identify someone who needs your service
Make yourself referable – People will only refer you if they feel comfortable referring you. They need to know, like and trust you so ensure you really are good at what you do and use case studies and testimonials to show how you have benefitted others
Ask for referrals at the right time
Follow up any referrals
Thank them for any referrals and update them on the outcome
If a referral turns out not to be appropriate use this as learning for both you and your referrer for next time
Maintain regular contact with all your referrers
Recommended Reading:-
Get More Referrals Now!: The Four Cornerstones That Turn Business Relationships Into Gold (Facts on File Science Library) by Bill Cates (Paperback - 4 Jul 2004)
: The Four Cornerstones That Turn Business Relationships Into Gold (Facts on File Science Library) by Bill Cates (Paperback - 4 Jul 2004)
by Andy Bounds (Paperback - 4 April 2007)
(Knowledge Nugget Guides) by Roy Sheppard (Paperback - 11 Jun 2001)
