by Katrina
Sawa
http://www.GetFreeMarketingTips.com
©
2008 How many referrals did you give out in the last 30
days? I give out anywhere from 20-40 referrals every month. Sometimes it's just
to connect two people who should know each other, sometimes it's for direct business
exchange, either way it sure does feel good to do it. Yes,
I know you want to get referrals...but if you give them, you will get them in
return. Maybe not by the same people, sometimes referrals are only workable one-way,
but that doesn't matter...if you give enough, you will gain them back. You
want to take the time to do this, you know why? It comes back to you threefold
or more. It's easy to do, follow these "8 Simple Steps to Giving Good Referrals": -
Carry a card file book with you at all times.
It should have at least 3
business cards of everyone you know, like and would recommend their services.
(you will look like a really important person and a valuable resource)
-
When someone brings up a topic in a discussion that has to do with a specific
industry you have a referral for, give out their card and write your name on the
back, so they remember who gave it to them.
That way, when they contact
the referral, they will remember to reference that you suggested they call (hence,
you score points with that person too). Always be thinking about how you can help
the other person. Not everyone is a prospect for you and your business so you
might as well try to help other people out by connecting them to someone they
can do business with.
- If you don't have your card file book on
you then take that person's card and write on the back who you were going to connect
them with, make notes.
Then follow up with them and the referral the same
day! (or within 24 hours tops) If you wait a week, the power of your referral
and your connections isn't as greatly received; it's still good, just not as impressive.
-
Ask questions of people you come in contact with and if they are looking to buy
any products or services any time soon.
Normally this comes up in conversation
and you just need to dig a little deeper into the conversation instead of just
nodding and moving on. They may refer to something that you have a contact for
and you can make a connection for them.
- Actively seek out people
to refer to.
For example, you meet a pool service owner at a networking
event one day. You call your friends with pools the next day and ask if they have
a pool company that they are happy with or if they would like for the one you
know to give them a call. Then you call the person you met the other day and tell
him/her you may have a lead for them and you give them your friend's number. Even
if your friend doesn't hire that pool company you have still given the pool company
a valid referral.
- Send out a letter to your current contacts.
Tell
them about something new in your business, but then add in a comment or testimonial
about another one of your contacts and mention how you would refer them if someone
were to need that product or service.
- Mail something of interest
in a newspaper to someone else.
Keep your eyes out and if you see something
that might be of interest say in the newspaper to someone else, cut it out and
mail it to them.
- Finally, follow up with both parties to make
sure they connected.
Make sure the person you referred is worthy of that
referral and contacts the person within 24 hours as well - this is important,
if they don't, they may not be worthy of your referral. Therefore, you may need
to build another base of people in that industry.
These
are things I do and I find that people greatly appreciate them. They are often
shocked by the speed at which I get things done too. I know that by doing this
for others it has brought me business, it may not be as trackable, but that's
ok. I can't express how important this is to any business.
After doing this for a few years it will really pay off and soon you will
be working "by referral only". Then you won't need to spend all that
money on those darn yellow pages!
Credit:
About The Author:
© Copyright 2008 K.Sawa Marketing
Katrina Sawa is an Award-Winning Relationship Marketing Coach who's helped
hundreds of small business owners take dramatic steps in their businesses to get
them to the next level in business, revenues and life. She offers one-on-one coaching,
group coaching and do-it-yourself marketing planning products. Go online now to
get started with her Free Report and Free Audio at
http://www.GetFreeMarketingTips.com
!
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