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Secrets to Getting Referrals

Secrets to Getting Referrals

Networking groups can definitely help businesses generate referrals.  When attending referral-related networking groups, remember that your efforts should not focus on trying to “close a sale. If you want to get business from the fellow members of your networking group, educate these people about some of the specifics of your business and what to look for in order to refer you effectively. Here are some secrets to getting referrals to consider for educating people in your networking groups:

Train your Sales Force

Do not generalize

I have heard hundreds of thousands of introductions at business networking events in my 20 years of running a business referral organization. Many people, when outlining what type of referrals they want, use the words “anyone,” “someone” or “everyone.” I don’t recommend it. It is also important to remember that if you are in a group that meets weekly, your presentation should focus on something different each time in order to continue the educational process.

Bring support materials

Have something visual for members to view or leave with. Your chances of staying in their minds long after the day’s meeting are increased. A flier about a product sale or a newsletter from your company are good items to bring. You might also bring samples of an item you carry in your store or place of business.

Break your business down into keywords

When introducing yourself, break your business down into keywords. Each week you focus on simply one aspect of your business. In other words, break your business down into very small pieces. What are the words others will use as search terms about your industry? These are your keywords. You may be tempted to use broad approach-listing all the areas your business covers. Instead, consider that your fellow networkers will learn more about you if you explain one aspect of your business weekly at each meeting.

If you want to get referrals from your networking efforts, remember to train your sales force and provide them the support material they will need to find others searching for you based on your keywords. Chances are, you’ll see a noticeable difference in your results.

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