Look around. What do you see?
Most people don’t realize that they are always
standing in the middle of a referral. Look around you. Do you see carpeting
that needs to be cleaned? A frustrated mother who needs a bigger house? A company
that needs a new accountant, a window that needs to be replaced, or new friend
who needs a banker?
The
key to giving good referrals is to be aware of your surroundings. Listen for a
need or a problem that someone may have. You become a resource for them. You
can refer someone that you know, like and trust to help resolve the problem or
situation.
Here
is a good example of how easy it is to give referrals.
While
walking the dog, my husband Todd stopped to visit with the neighbor and asked
what lawn service he was using. Doug went on to say that he hired a company
because he was having a lot of neck and back pain. He said that the doctor said
it was arthritis and to “get used to the pain”.
Immediately,
Todd pulled out his phone and gave Doug Dr. Jolley’s phone number. Luke Jolley
is in one of our clubs in Tulsa and he is our personal Chiropractor. After
hearing how much we love going Dr. Jolley, Doug promised to call him.
Knowing
Todd, he will follow up with Doug in a few days to see if he made that
appointment.
Here are
some suggestions on how to give good referrals:
§ Always have the business cards of the members of your group
readily available.
§ Program your phone with the telephone numbers of all
your members.
§ Keep your club members cards and brochures visible at
your place of business.
§ Be the “resource person” for all your friends, family,
connections and business associates.
§ Invite your customers to call you for a recommendation
before they go to the Yellow Pages.
§ Try to personally use your club member’s services and
products as often as you can.
§ Don’t hesitate to tell success stories about another
member’s business.
§ Invite a visitor to attend your referral group to personally
meet a member.
§ Arrange to have lunch with a potential client and a
club member.
§ Ask them, “Would it be okay if I had his office call
you to explain what they do?”
§ Get the customer’s business card and get permission
for the member to call. Say, “I’ll have him call you, would that be okay?”
§ Invite your customer to go through your business cards
while they wait.
§ Send a thank you card to your customer and include
names and numbers of some other businesses that may help them with the next
step or with a future need.
§ Connect online with your clients and recommend
connections to members in your referral group.
