Back To Basics: Make It Easier For People To Refer You
Times just got a whole lot tougher ...
POSTED BY JACKY SHERMAN ON 25/03/2020 @ 8:00AM
We’re in a countrywide lockdown and some companies are not going to make it. As a small business owner, that could very easily be someone we know, or even ourselves, so what can we do? It's simple! We can turn to our network for help ...
Get back to basics and reach out to your network! How can you help them? How can they help you?
copyright: dolgachov / 123rf
Whatever skills we have, there are clients and companies out there who need what you can offer, even now. Sure they may be in shorter supply, that just means you’ll have to work smarter to meet them.
"Working smarter doesn’t always mean making radical changes, sometimes it just means paying more attention to the basics!"
The one I believe will have the biggest difference is to make it easy for your contacts to spot an opportunity for you. When we’re stressed and worried how we’re going to pay the bills this month ... and the only phone calls are to cancel ... it’s hard to think about other people’s businesses.
The key is to plant a few (maximum 3) key triggers words or phrases in your contacts brain so that when they see or hear them mentioned, you automatically pop into their head!
Right now, the most usual way your contacts will be interacting with their network is online. You need them to spot these triggers in email subject headers, blog post, social media posts and comments on other people’s posts. However, we are in the early days of the lockdown so remind them of the people they already know as well as people they just spotted online.
You will have to prime your network to look at these before they automatically delete them. Here’s mine to give you the example.
Look out for: As you trawl through your emails and social media postings, or attend online networking groups, can you look out for people who have recently set up their own consultancy business support services.
What will you notice in their words: They will be trying to remain positive, but you will instinctively feel their inexperience and/or desperation. They may be looking for alternatives to going networking.
What questions to ask them: When you ask them who they want to meet they respond with, "Anyone who needs a ...". Or they might say, "It was xxx, but they all seem to have locked down so now I’ll take anyone". The key trigger word for me is 'anyone'.
You then suggest they talk to me for a free no-obligation conversation about how to get referrals during the time we're all in lockdown.
Once you’ve worked up your own version of this, arrange a video or phone one-to-one with key people in your network and share it with them. Remember, the very best way to stimulate referrals is to give them so help them to make it easy for you to refer them by getting their key trigger words.
Until next time ...
Would you like to know more?
Asentiv has a Referral Marketing Self-Assessment available which I'll happily send you. Ask yourself this: Do you need to brush up on your referral marketing skills? If you feel you do, call me on 07970 638857, leave a comment below, or click here to ping over an email and let's see how I can help.
About Jacky Sherman ...
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 â€œahaâ€ moments because I know they have seen for themselves the way that they want to move forward. 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!
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