Referral Success Starts with a Give First Mentality
Recently Constant Contact reported 82.6% of businesses rely on referrals for new customers. What Constant Contact did not say is; how you can increase your referrals to build your business.
Increasing referrals is best accomplished with a give first mentality. When you refer a potential customer, employee, product or service; you are serving two people, having specific needs. You are helping both parties solve their problem and you MUST have no expectations.
A Successful Referral Network Starts When Your Network Knows You Are Different
First, Your Network Is Not About You!
Your network members must know you are different! You must demonstrate you are networking for mutual benefit; not personal gain. Mutual benefit does not simply mean an exchange of goods and services; mutual benefit means a legitimate concern for each party and an interest in each other’s success.
Second, A Referral Network Is Based Upon Knowledge of the Value Proposition of Your Members
- What value do your network members offer to their audience?
- What differentiates your network member from their competitors?
- What stories can you relate of how your network members helped their audience to explain their value?
- How would you describe their ideal audience? and
- Can you connect the dots between opportunities and the members of your network?
When you take the time to learn this information about your network members; they will understand your sincerity in being a valuable contact. When you make your first referral they will understand your commitment to being a referral member.
In one of his many training programs, Power Networking, Brian Tracy speaks of his networking process. He asks people he meets to describe their ideal client, he makes notes on the back of their business card and immediately begins looking for an individual or organization which meets the description so he can make a referral.
Do you do this? Are you looking for ways to help the members of your network find new opportunities and business?