Are Your Referrals Haphazard? - Part 1

By Daryl Logullo | September 5, 2007 | Popularity: 5% | 212 views

Everyone wants to generate more referred business. So why are people haphazard about it?

Based on my nearly 20 years of experience I'd like to offer five powerful referral strategies. Use them individually or collectively. When you do, it will cause a flood of new introductions.

Let me reveal each and offer precise Action Steps.

I'll begin today with numbers 1 and 2.

1. Focus on ensuring your colleagues, clients and customers fully understand all of your products and service offerings.

It amazes me how many people the average professional has in their active business network, yet how many truly don't understand all of their product or service offerings. Don't believe me? All you need to do is show a client or colleague a new product or service offering, and watch for their typical response, "Geeze, I never knew you did that also!"

For example, if you're a Public Relations expert, your client may understand that you wrote and distributed a press release. But they may have never understood the work involved to distribute that release: assemble the media list, plan the email and phone pitch protocol, send the release, follow-up each pitch, send supporting materials to editors or producers. And if your client had a need, for example, to hire you only to build a media list, well this experience with all of your work now may open new opportunities to sell additional services!

Action Step: Give colleagues, clients and customers a glimpse into all of the work required for you to execute a certain service you are now providing to them.

2. Block 15 minutes at the end of each prospect or client meeting to "brainstorm" on the subject of referrals and communicate this ahead of time with a meeting agenda.

Here is another task everyone engages in that can produce excellent referral generating traction: Meetings. While most professionals are experts at holding "meetings" with clients or prospects, many are utter disappointments at holding a meeting with an agenda-let alone, one that allots time for the discussion of referrals. Why? I believe it is because most professionals are uncomfortable bringing up the subject of referrals with their clients or prospects for the fear of damaging the relationship. What a ridiculous fear! Overcome the fear by learning how to segue into this topic by discussing your visions of growth.

Action Step: For every meeting you hold, mail a written agenda ahead of time to your clients or prospects. On the agenda, place an item to discuss the subject of referrals and begin the discussion by sharing your desire to grow your business and serve others.

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