Archive for Referral
Referral Follow-up – Step 7
Posted by: | CommentsStep 7 – Referral Follow-up
Service, Product, Retail, Construction, Professional services, Employee, and Volunteer … it doesn’t matter. A referral system should include 7 basic steps that helps you identify and succeed in ways you never imagined. It is the basic understanding on how to apply the Referral Flood program to Your Business or Organization .
Step #7 – To bring your referral system full circle you need to devise two follow-up steps:
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Continue to market to your referral leads that don’t immediately turn into clients.
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Systematically communicate the progress of a referral back to your referral sources to keep them motivated.
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Since you inspect a shorter sales cycle you sometimes will give up on a referral more quickly. Well, you may find out since they entered the Hour Glass or Marketing Funnel at a different stage that maybe for this particular client you missed a step. Or, they may not have been that good of a referral and need to be educated more about your product. You should develop a system to re-qualify these people and send them back through your funnel. they may not have been viable candidates at all . However, by re-qualifying them you will have to make a decision of how to continue with them. Re-purpose some of the material in the top of the funnel and feed it back through to them. Keep the material fresh and try to automate this process as much as possible.
Referral Conversion System – Step 6
Posted by: | CommentsStep 6 – Referral Conversion System 
Service, Product, Retail, Construction, Professional services, Employee, and Volunteer … it doesn’t matter. A referral system should include 7 basic steps that helps you identify and succeed in ways you never imagined. It is the basic understanding on how to apply the Referral Flood program to Your Business or Organization.
Step #6 – What good are referral leads if they don’t become referral clients? You must map out a specific set of steps that will allow you to convert your referral leads. What I would recommend is developing a hour glass for this process just like you do a regular sales channel. If you do this, your steps in developing a referral client will become very clear. After a while, you will begin to recognize where the referral is entering your sales cycle at. Why is this important? If the referral is strong enough the prospect may already know, like and trust you. They may be ready for a trial offer. You may only confuse them by trying to build more knowledge and sending them additional information about your company. Understand the process and work it! A nice surprise would be that a significant portion of the sales cycle is skipped there by reducing your cost of sales.
Referral Lead Offer – STEP 5
Posted by: | CommentsStep 5 – Referral Lead offer
Service, Product, Retail, Construction, Professional services, Employee, and Volunteer … it doesn’t matter. A referral system should include 7 basic steps that helps you identify and succeed in ways you never imagined. It is the basic understanding on how to apply the Referral Flood program to Your Business or Organization.
Step #5 – This is where you devise the creative offer that makes people want to refer you. Example: “Refer 4 people that become clients and yours is free.” There are numerous offers available but be creative. A gift certificate, dinner, and discounts can be great incentives. But know your audiences and try to be outlandish. The old adage of What is in it for ME, is never more important than right now. This single step may determine the success of your program so be creative, easy to understand, and something no one else would do.
REFERRAL PROCESS – STEP 4 – Education
Posted by: | CommentsStep 4 – Referral Education System
Service, Product, Retail, Construction, Professional services, Employee, and Volunteer … it doesn’t matter. A referral system should include 7 basic steps that helps you identify and succeed in ways you never imagined. It is the basic understanding on how to apply the Referral Flood program to Your Business or Organization .
Step #4 – Most people when meeting with a potential referral source will not only increase the number but the quality of referrals if you educate them on:
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Who makes a great referral.
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What’s in it for them to provide a referral.
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How to refer you.
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The exact steps you plan to take with that referral.
If people don’t know who makes a great referral they will either never refer or pass you leads that are not qualified at all. I always likened it to buying a new car. You very seldom see one till after you buy it. Afterward, you see the car at every corner. If you tell people what opportunity it is, it may come knocking.
You need to provide an incentive to refer someone to you. Don’t just assume they are going to do it. But before you can construct an incentive, be sure to understand what may motivate them. Some people will be satisfied with recognition, others discounts on future purchase and others may want referrals from you.
Many times people will misunderstand not only who to refer but what to say when referring you. Defining who you are to your referral partner is extremely important. Not being a client they may not understand exactly what you do. So to communicate that, the description must be short and to the point.
It is also imperative that you tell people what you are going to do with the referral. They are not going to send their friends and family to someone that is going to relentlessly pursue them. Tell your partners the exact steps you will take and do them. It will go a long way in developing the trust you need.
