Referrals are the key to growing your business. But instead of adopting a wait and see approach, hoping to get some references, a proactive approach is to strategically develop referral partners – people who have a relationship and proactively introduce and refer to the prospects of its goal. The prospects are sent to it easier to convert the opportunities you’ll ever own.
Why not simply turn the focus around a regular customer prospecting. Instead of trying to recruit customers, will be much better if you focus on finding referral partners in place.
But where to look?
There are a variety of ways to find, but do not want just “anyone.” To succeed in receiving quality references one of the most important criteria is that your referral partners should have the “opportunity”. That is, the opportunity to interact with potential target customers on a regular basis.
You see, if not get enough exposure to your target prospects that will not be able to find many references and be able to recommend very often. So take that idea to its logical conclusion, and realize that you need to start with potential customers …
So here is a 4 step process to find referral partners:
1. Know your target customers find partners before referring successful, you need to know their target customers. Find out all you can about them. What they need and want. What other products and services they buy? What events they attend? Where the network? What charities do they support? And so on.
This step actually serves in two ways. Not only will it help you connect with potential referral partners, but also will help us better serve its customers, as they have a better understanding and appreciation for them.
2. Explore who have regular contact with your target customers This step brings us closer to potential candidates for partner referral. Find out what other products and services your ideal target customers to buy. Who bought their supplies, and make the services they need?
For example, if you want to put the restaurants can be found who would offer services or products. Knowing that cleans your clothes, and coffee supplies. Providers are doing the same for many other restaurants in town. This puts them in a perfect position to present to their other restaurant owners.
3. Go to where to go once you’ve made a list of potential industries that their referral partners are possible in the next step is to address them. In order to find and connect with the prospects of partner referral using a network strategy. Do not just rely on the facts the House, but will take time to assess where they are going – What associations they belong to, attend conferences, etc?
4. Ask your current customers Not sure where to start? A great way to find out is to simply ask their own ideals that otherwise customers to buy and use its network of suppliers and service providers. So keep the restaurant example above, if you want to know what makes your linen service or their books, just ask your customers current restaurant. And then seek to introduction.
Once you have some potential referral partners in mind, get on the phone and set a date for coffee to discuss how they can help each other. When you meet, do not forget to describe as “opportunity” – is what really has sufficient contact with the kind of view you want to meet? And finally, like any relationship, remember that it takes time to develop.