What Is A Referral Partner?
Developing the right relationships ...
Posted on: 19/02/2014 By: Jacky Sherman
I got asked this very question the other day and realised I'd fallen into the exact trap I warn others about - using my ''in house'' jargon. A Referral Partner has a very specific meaning in terms of what I teach. She/he is someone who has explicitly agreed to work with you in order to generate business for each other ...
develop the right referral partnerships and watch your sales grow!
It's not a legally binding partnership though. It's one based on mutual trust in you as individuals and in the quality of the services or products you both sell. It has no direct financial involvement as it is purely based on reciprocation.
Now, as any family or commercial lawyer will tell you, partnerships are fraught with dangers. So my advice is to take your time before agreeing to become a referral partner and get to know and trust the other person and to test out their business before even suggesting becoming a referral partner. You would want to see evidence that this relationship will result in good business for both sides.
So my tip this week is how to develop that relationship:
Identify some people in your network who know the sort of people you want as clients,
Get to know them and their business well,
Gather information from others about their services,
Give them this information about you too!
Maybe use them yourself if it's appropriate,
Start promoting each other's business (there are 15 different ways to do this),
Pass referrals both ways and see the outcome,
Then broach the subject of a closer relationship.
You may want to register for my next Referral Pipeline course as well!
If you'd like to know more about how to make these relationships result in high quality referrals time and time again, call me on +44 (0) 7970 638857 or click here to ping over an email because getting referral partnerships right from the start will result in increased sales for you both.
Until next time ...
I help people build and maintain productive working relationships both with their work colleagues and with a wider network to win more business. I do this by combining my skills in coaching, mediation and training with my extensive experience in senior management.
What I love most about my work is when my clients get those “aha” moments because I know they have seen for themselves the way that they want to move forwards. Then they will achieve their ambitions.
Helping people who are having challenges with their working relationships gives me enormous pleasure. It was my privilege when working in health care to see how people working together can make the impossible seem easy and accomplish miracles as a result.
So helping people build or restore strong relationship with their colleagues makes even the hardest work easier, alleviates distress for the individual and reduces problems for the whole organisation.
In all this work trust is an essential ingredient to winning business so most of my work comes through referrals. Referrals come through strong business relationships so it was a natural extension for me to work with Ascentiv and train others in how to get consistent and predictable referrals from their network.
What a fantastic way to earn a living!