A week ago today, I outlined a brief description of each of the first four of the eight referral sources. I encouraged blog readers to spend the past week taking action in developing at least two of those referral sources and promised that this week I would explain the last four referral sources.
* Remember, the more you learn about each referral source, the more referral sources you will develop; the more referral sources you develop, the more referrals you will get and the more your business will grow!
The Eight Referral Sources: Sources #5 — #8
- Staff Members
Except for customers, no one understands better than staff members how your products or services perform. Not just sales and marketing staff–generating sales is what they were hired to do–but part-time or full-time staff members in administration, production, and other functions give your business a boost when they talk with friends, neighbors, associates, and people they meet in their daily lives. Keep them happy; a disgruntled employee can do your business a lot of harm. Don’t overlook former staff members, either. Working for your company will always be a part of their history, and often part of their conversation with prospects as well.
- People to Whom You’ve Given Referrals
You’re more likely to get a referral from someone to whom you’ve given a referral. The more you give, the more you’ll get.
- Anyone Who Has Given You Referrals
People who give you referrals for business or direct others to you for networking or advice are demonstrating that they think highly of you and what you do. If they didn’t, they would refer people elsewhere. Strengthen and nurture these prospective referral sources; don’t take them for granted. Show your appreciation with personal gestures and by referring prospects to them. Call on them for further referrals, but don’t abuse their generosity. Maintain the business standards that earned you their respect.
- Other Members of Business Referral Groups
Referral groups are set up by their members mainly to exchange leads and referrals. A typical weekly meeting of such a group includes time devoted exclusively to networking and referring business. If you’re a member, this is what you signed up for: ready access to potential new clients. To encourage communication and limit possible competitive conflicts, business referral groups often restrict membership to one person per profession or specialty.
Between last Monday’s blog and today’s blog, you should now have a good understanding of the eight referral sources and there is no better time than right now to start developing them for more referrals!
If you accepted last week’s challenge of developing at least two of the first four referral sources, I’d love to hear about which sources you chose to focus on and what your experience was. Now the question is, which of these next four sources are you going to work on developing next? Please leave your thoughts in the comments section.