Talk about a blast from the past. This week I have connected with two of my former referral partners ending up getting business from one and giving a referral to other one. This wouldn’t be that unusual, except both were from a networking group from a different town about 3 years ago. This is harvest season for me.
The concept of “farming” and “cultivating” relationships successfully to yield results is not for the impatient. How long do you work and invest in your referral partners? When is enough? The word is commitment. I know, for some of you “kiddos” this is not a good word. Like any good relationship commitment must be the glue. Commitment and Foolish are not synonymous. You can be committed all day long and not be happy.
How do you get your contacts to refer you?
a. You work them. It is your responsibility to train them to refer you. (That means no complaining. If they aren’t referring, odds are you didn’t do your job right)
b. You gain their trust.
* Visibility
* Credibility
c. They know you, really. Invest the time to know them and in return for them to know you.
d. Find ways to help them first.
If you want more info on referral marketing, email me for workshop dates. hillary@thinkmarketingtexas.com
