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Referral Generation

Referral Generation. How to make it work for you. Agenda. What is a referral? Types of referrals? Why do we want referrals? Problems with gaining referrals Successful Referral Process Ensure Referral Success Next Steps. What is a Referral.

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Referral Generation

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  1. Referral Generation How to make it work for you

  2. Agenda • What is a referral? • Types of referrals? • Why do we want referrals? • Problems with gaining referrals • Successful Referral Process • Ensure Referral Success • Next Steps

  3. What is a Referral 1. an act of referring; the state of being referred. 2. an instance of referring. 3. a person recommended to someone or for something.

  4. Types of referrals? • Word of Mouth • Referrals • Introductions

  5. Why do we want referrals? • The power of a referral is its potential to open doors, to generate interest, to get an appointment.  Seldom can a referral sell for you.  That's not the goal of a referral.  The goal is to open a door and, hopefully, begin the relationship from a position of strength and trust. • Sisyphus Example

  6. Problems with gaining referrals • Asking without first introducing the topic of referrals - it's an unexpected and unwelcome request. • It puts your client on the spot.  • It doesn't define for the client who a good referral is • It ignores the psychology of the client- and simply asking for referrals doesn't give the client a reason to give them • They must have an objective way to determine if you've earned the referrals. • It doesn't make giving referrals easy for the client--it makes them do all the work.

  7. Successful Referral Process • Lets your client get comfortable with idea of giving referrals • Gives the client ample time to think of quality referrals to give • Defines for the client exactly who a quality prospect for you is • Gives the client a real reason as to why giving you referrals is in their own best interests • Gives the client an objective way to determine if you've really earned the referrals • Makes giving a large number of high quality referrals easy

  8. Ensure Referral Success 1.  Ask for referrals:   2.  Ask more than once:   3.  Really Ask:   4.  Let the client know who's a good referral:   5  Help them:   6.  Give them time to think:   7  Don't get names and phone numbers, get introduced. 

  9. Next Steps • Put Business Card In/ Enter Draw • Register for New Monthly Email • Watch Out for Referral Training Seminars in 2009 • Maximise the BNI Opportunity • Succeed with the Safest Long Term Business Strategy Known to Mankind – Referral Selling!!!!!

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