Have you ever sat back and analysed your business network and assessed who gives you referrals that result in clients – one’s that pay.
- Building a collection of names – Easy
- Building relationships – Good Fun!
- Building a powerful referral network that results in $ales – ????
In my case, excluding existing and previous clients, I have received more referrals from one person, than the rest of my wide network put together .
This concept has had me thinking lately as to what defines and differentiates a person more likely to refer paying work to you than others.
Here is my list for an ideal referral agents – or a great person for your network:
- They like you – they can be bothered
- You have provided them clients – reciprocity .
- You both service a similar market – i.e their clients are good clients for you
- You have a mutual clear understanding of what you each do well – how clear is your pitch?
- It is clear that you are not in competition to them – My take is fear of a stealing clients gets in the way of most referrers
- If you are in the professional services area – you have seen each other in action. This is important because we may like people – but our own personal brand is associated with any referral.
Jits Doolabh’s Trust Model
I meet Jits (www.revonet.co.nz ) for the first time the other day over a coffee and he shared his model for building effective networks. Basically he goes through a process of shifting contacts – potential clients or referrers from knowing you to liking you then trusting you. This is evident by the clients matching responses and behaviour transitioning from agnostic through to being loyal and ultimately acting as a referrer for you.
He has systemised this model to help companies improve their sales performance. By working intensively with sales teams and owners he has managed some transformational results in sales results.
For those looking at boosting their networking power, there are some helpful tips can be found on jasons blog at www.thepeoplepeople.co.nz http://www.thepeoplepeople.co.nz/2011/01/the-top-13-of-2010/