So, you’ve found a natural referral partner in your network. You want to help them out and let them help you and maximize the results. Here are some things you can do to optimize the relationship:
- Get personal! For referral partners to be effective, you have to know, value, and genuinely trust each other. Learn about each other’s interests, clubs, activities, and families. Finding things in common will create a bond and start to build trust. You can’t refer them if you are not sure of their quality level. Find out.
- Tell them stories. Over lunch or coffee, tell each other stories about customers you have helped, how you helped them, and the problem you solved for them. These stories will educate them about your products/services and provide issues and phrases to identify prospective clients. In turn, listen to their stories. It has to be 50/50.
- Each time you meet, talk about clients you have helped recently. Sharing current customer stories may spark an idea for referring the customer to their business or suggesting what you could ask to find out (i.e., Are you happy with your current business insurance?”).
- Tell them why you are an excellent referral to give. Do you have certifications or awards? Is your service unique? What separates you from the competition?
- Follow your referral partners on social media. Comment and share their posts so that they think of you often. A “like” is alright, but the beginning of a conversation is a real gift.
- Have your referral partner’s contact info handy. Either keep their business card with you or be ready to share that information via your phone.
- When you refer to them, use specifics. Instead of, “I recommend Joe’s Handyman service,” let them know, “I have worked with Joe on three occasions, and they provided quality work, on time, each time!” Your personalized referral works because it is 100% true, bringing us back to a genuine trust relationship. You never want to send your good client to a bad experience.
If you’d like more information on this topic, check out Connext Nation’s referral networking courses, or the BNI power team training. Both offer a wealth of information.
