“Relationship Marketing…A better, smarter way of doing business”
Determine the value of referrals to your business.
• Are referrals an important part of your business?
• What percentage of your business comes from referrals?
• What percentage of your business do you want to come from referrals?
• How are you currently developing referrals for your business?
• What, or who, are the sources of your referrals? Your clients? Friends? Contacts?
• What is the basis for you to receive referrals? Your reputation? Credibility? Quality of services?
Once you have determined the value of referrals to your business, look for ways to develop good referral sources for your business.
Ask yourself the following:
Are you professionally visible? Being an “expert” is not enough. You need to be visible, approachable, understood, trusted and be able to leave a lasting impression. Check your professional visibility by answering these questions.
• How visible am I in my community?
• Do people seek me out for my expertise?
• Is my impression better than my competitors?
• Do people view me as a credible resource?
• How do people react when I present information about my services?
• Are my “networking activities” productive?
Networking Do’s and Don’ts:
DO:
• Have a networking plan in place. Know what you want to achieve from your networking activities and how you plan to get it.
• Know your own strengths, talents and resources. Listen for when a situation may be right.
• Help others build relationships. Make only those offers you intend to fulfill. Relationship marketing only works when you are genuine.
• Have business cards with you at all times.
• Develop a system to track your networking activities and the results.
• Follow up promptly and professionally on the referrals you receive.
• Remember to thank the person who referred you.
DON’T
• Wait until you need a network to develop one. It takes time to develop the right relationships.
• Give out your business card indiscriminately. Ask for a business card from someone you would like to give your business card to.
• Don’t be afraid to jump in and network! Networking is a contact sport; it requires your physical presence.
Once you have begun your journey of doing better, smarter business with Relationship Marketing, there will come a time when you need to take those relationships to the next level. You have worked on building relationships with your “Power Partners”, other networking partners and with the professionals in your local chamber of commerce, perhaps also a community service organization or in your own personal/social sphere. But do you really know them? Better question, do they really know you?
Getting together for a meeting once a week or once a month is good, but what would happen with your relationships if you invested the time to meet with your networking partners outside of the normal networking meeting, business mixer, committee or board meeting? I call these meetings “Coaching Sessions”.
“Coaching Sessions”
For your networking partners to refer business to you, they must first get to know who you are and what you have to offer. Meet for lunch or coffee with a different networking partner each week. At this meeting, use the time so you can each share information about one another. Getting to know your networking partners will help you give more referrals and receive more and better referrals.
Here is a guideline to use when you get together:
• Share information about who your clients are, where they live, work, etc.
• Share with each other your background, education and any recognition/awards you’ve received.
• Tell each other about your family life, hobbies and interests.
• Talk about other organizations you participate in.
• Exchange literature and/or selling tools.
• Schedule a visit each other’s place of business.
• Take the opportunity to make these “Coaching Sessions” part of your marketing plans.
Kelli C. Holmes is the Founder of TEAM Referral Network, a professional referral organization that turns success-oriented business people into a strong team of networking professionals who work together to build their businesses by referral. Relationship marketing is a better, smarter way of doing business. For more information visit their website www.teamreferralnetwork.com or call (866)311-TEAM.
Recent Comments