Developing Referrer Relationships Within Your Network

Developing referrer relationships with those people who are likely to recommend your products or services is essential to your referral marketing strategy.

So, how do you go about developing referrer relationships and maintaining a network of people who will be willing to, in effect, act as your sales force?

Firstly remember it is better to put your time and effort into building strong relationships with a smaller number of selected people who really will be able to help you than make half hearted attempts at maintaining contact with lots of people on a superficial level. Once you have identified who these people are you can follow these tips.

  • Find out how you can help them first and seek to find referrals for them – they are bound to reciprocate
  • Make it clear that you are looking for referral business…often people don’t refer if they think you are too busy for more work
  • Be open and ask the question – ‘how can we help each other pass referrals to one another?’
  • Clearly communicate what your target market and how your products or services benefits this market, ensuring that you are specific about what you are looking for
  • Explain how your referrer might be able to identify someone who needs your service
  • Make yourself referable – People will only refer you if they feel comfortable referring you. They need to know, like and trust you so ensure you really are good at what you do and use case studies and testimonials to show how you have benefitted others
  • Ask for referrals at the right time
  • Follow up any referrals
  • Thank them for any referrals and update them on the outcome
  • If a referral turns out not to be appropriate use this as learning for both you and your referrer for next time
  • Maintain regular contact with all your referrers

Recommended Reading:-

Get More Referrals Now!: The Four Cornerstones That Turn Business Relationships Into Gold (Facts on File Science Library) by Bill Cates (Paperback - 4 Jul 2004)

The Jelly Effect: How to Make Your Communication Stick by Andy Bounds (Paperback - 4 April 2007)

Rapid Result Referrals: Practical Tips and Ideas to Increase Your Sales (Knowledge Nugget Guides) by Roy Sheppard (Paperback - 11 Jun 2001)

See Also:-

Referral Marketing
Referral Marketing Strategy
How to Generate Referrals
My Single Best Referral Winning Tip
When To Ask For A Referral
How To Give Quality Referrals
Getting To Know, Like And Trust People
When To Ask For A Referral

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