Referral Marketing Skills From A Master
Wise words from Julie Futcher ...
POSTED BY JACKY SHERMAN ON 20/09/2017 @ 8:00AM
When I asked Julie Futcher, the Sales Manager, to write about referral marketing, I knew I'd get a gem. Do read on for an excellent example of how to get yourself referred ...
Julie Futcher, the Sales Manager, writes about referral marketing this week!
For a busy small business owner, I learnt very quickly that referrals are one of the best sources of new business. The person referred to you wants to talk to you, and they have been told how good you are. In some cases, and it has happened to me, they decide to work with you before you have even contacted them.
"All of this without me spending lots of time and energy to bring in a new lead!"
This happened to me last year. It was a significant piece of business to me at the time and has led to repeat business and a long-term relationship with this client.
So how did I get this referral? Well, as all best stories start ... are you sitting comfortably? Then I will begin.
One of my business development strategies was (and still is) to attend networking events. I met a lovely lady at one of these events, we had a nice chat about her and the business she worked for.
I was the 'star turn' and had been given the opportunity to deliver a small training session to the group, of which this lady actively participated. Everything went well, the event ended, and that was that.
"Roll the clock forward several months!"
Out of the blue, I received an enquiry to deliver sales training to a large corporate company. I followed it up by picking up the phone and speaking to the contact. It turned out to be the lady I had met several months earlier at the networking event.
She had changed companies since we met and had remembered me. In fact, she had been following me on social media, and when her new employer was looking for sales training, she immediately put my name forward. I expected to have to attend a meeting and to provide a quote, but no ... she booked three days training there and then over the phone.
She chose me because when we met, she felt that I had been very supportive and made her first networking event easier. She admitted to being severely nervous at the time, and the fact that I had chatted with her helped to put her at ease.
She also felt that having seen me deliver the training and following my social media posts had confirmed to her that I knew my stuff.
"And that referral is still paying
Like Julie, if you integrate your marketing activities in person and online, you can practice Givers Gain® with small acts of kindness to others whenever you can. Just like Julie did with the nervous lady at her first networking group.
If you want a consummate professional to work with your sales team, call Julie on 01604 532004 or visit her website at http://thesales-manager.co.uk to read more about how she can help you.
Until next time ...
More 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 a-ha 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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