Top Producers are intentional and systematic about adding value to their top referral sources.
As a result, they get a steady stream of quality referrals: The big time producers I’ve coached all have a stable of great referral sources that they handle with white glove treatment. For example, they are constantly looking to refer them business, taking them on golf outings, sporting events and even fishing trips. The truth is, the right referral source is always worth more to you than your largest client.
According to Bill Cates author of Get More Referrals Now, “most service professionals treat referrals as the icing on the cake and miss a huge opportunity. Your best clients have a database of other clients just like them.” Your low hanging fruit (and most profitable I might add) is getting referrals from your ideal client. To prime that pump, simply send them a solid referral and be sure to build them up in the intro. It’s huge and so easy to do. Start doing an introduction a week and watch what happens.
Here’s another low cost/proven referral generator every professional can use:
Write a thank you note for every referral and insert a gift card for their spouses favorite retail store. Use the note to communicate your gratitude and acknowledge what you truly appreciate about the person. Making things personal by involving the spouse can instantly catapult your relationship and top of mind awareness. I once had a vendor who discovered my wife loved Morton’s steakhouse. He sent a note thanking and edifying me with $100 gift card. During our steak dinner, we spent 20-minutes talking about the vendor and what a great guy he was. I sent him all of our marketing and design work over the next three years and referred him his next anchor client.
Now that social networking is all the buzz, more and more people are hiring professionals by referral only……With our current level of connectivity, there’s simply no reason to take a risk with someone without third party endorsement.
Key Action:
1. I strongly recommend the book, Get More Referrals Now by Bill Cates.
It is loaded with great ideas and practical ways to build a strong referral network.
2. Develop a Team 100 Network.
Email me and I will gladly send you the Team 100 program, with instructions. I would be delighted to help you and or your team maximize their referral potential.
Next week, I will share why Top Producers are monsters of effectiveness. How they create support/accountability systems for peak performance. Stay tuned!