It takes a lot of time and energy to build a business from the ground up, especially if you do it on your own, this is why it helps to have a good referral network. It will not be you against the world if you think of some ways to create a network of people that you would refer business to and who, in return, will refer business to you.
Building a good referral network should start with the group of people that you already know, if you can get them to understand your product and the services that you offer and who can then refer others to you who are looking for what you have to offer. When you have a great network in place you will no longer have to rely on cold calls because you will get referrals from that network you built. Once you have educated those around you, your clients, colleagues and people that you meet at various sales conferences. When these people know enough about your product then they will be able to direct others towards you.
When you start out on building your network then you may want to think of some inducement that you can offer to people who pass on referrals to you. To begin with, you may want to offer newcomers to your network a small referral fee each time that they refer business your way. Commissioned sales associates are often highly motivated by a great check, so think of the situation when you give your customers a referral fee, they will be motivated to send more business your way. A powerful referral network will do almost all of your marketing for you.
Don’t be afraid to ask. If a customer is really happy with your service, they are going to be pleased to assist you with referrals. If there is a referral fee or type of incentive at the end of it, then they will be even more willing to assist you. If you want to grow your business and develop a powerful network then you have to be proactive. nstead of waiting for a referral to you, just get out there and ask for them, most people will lend a hand, especially when that help is reciprocated in some way.
I have found that if I get uncomfortable in a situation, such as asking people for referrals, I will write down what I want to say and practice or role-play with a family member until I ok with it. When people see that you are comfortable in asking for their help then they are often more than willing to give it and this is a good way of building up a powerful referral network.
If a client compliments you on your product or service then ask them for a referral, this is the best time to do so. Your network will be able to refer people to you with ease if they fully understand your product and/or service. If you continue in this way then you will soon have a powerful referral network that will help you to grow your business.