Get Better Leads ? How to Evaluate Your Referral Relationships And Get Better Referrals

Would you like more leads and referrals? How about better referrals?

Read on for a key 7-step strategy that will help you get both more and higher quality referrals that are a better fit for you.

You’ve probably heard it before. To get more of what’s working for you… do more of what’s working. It seems almost too obvious but it’s surprising how most of us miss this and instead keep trying to come up with something new. So the good news is… you don’t need to reinvent the wheel to reap huge benefits:o).
So how do you figure out what’s working when it’s coming to referrals? Start tracking your results. One of my favorite sayings is “you can’t manage what you don’t measure.” So start measuring your referral success by scheduling a coffee date with yourself and complete the following seven steps to get even better referral results.

1. Make a list of all your referrals
Start by making a list of all the referrals you’ve received in the past 3 – 6 months regardless of whether or not they resulted in any business. Make a note of which referrals you’ve received that did NOT turn into clients. This is a key step you don’t want to miss if you want better leads and referrals.

2. Consider how did you get those referrals?
Next, for each referral, record detailed information about who referred them. In addition, write down what follow-up you did that may or may not have resulted in a sale.

3. Add the product and service(s)
List which products and services each referral purchased and the total value. Also note if they become repeat clients.

4. What do the successful referrals have in common?
Now go back over your lists of all referrals — and look for a pattern. Look at the referrals who became clients as opposed to those who didn’t. What seemed to have made the difference? Did they come from specific referral partners or referral sources? Were they looking for or purchased a specific product or service of yours?

5. What do the referrals who did not buy have in common?
Do the same for those referrals who did not end up buying. What happened? Was there a specific reason they did not buy? Were they looking for something else? Make a note of who referred them.
6. Which referrals became your ideal clients?

Now look back over the list of successful referrals and pick out those clients you’d consider as your ideal or best clients. What makes them different from your other successful referrals? Who referred them? Did they come through a specific referral source or were they referred by other clients?

7. Follow up with everyone who referred you
First of all, thank everyone for their referrals once again. You hopefully thanked them when you first got the referral! This time, though, also take time to give them some feedback on the outcome of the referral – even if the referral didn’t turn into a client. This will give you the opportunity to share information that will help them find more and better fitting referrals in the future.

How would you like to get more and better leads and referrals?

Access Sue Clement’s FREE webinar on networking success and on getting more and better referrals, and get ready to watch your business grow.

Business Networking Strategies ? Five Networking Mistakes that are Costing You Clients

Are you networking to grow your business?  Are you constantly looking for more prospects?  If you’re wearing yourself out attending scores of networking events and still have very little to show for it, it’s time to try something else.

A good way to get started is by learning from your mistakes…

How many of these five mistakes are YOU committing on your quest for more sales leads?
* You go to networking events “expecting” to find clients.
* You try to pass out as many business cards as possible at every opportunity.
* You don’t like to waste time with ‘chit chat’ and instead tell people about what you have to offer as soon as possible.
* You try to close the sale right then and there — after all, you may not have another opportunity.
* You follow up with everyone, making them an enticing offer they can’t refuse — and are puzzled that they decline anyway.

So what should you do instead?

1. If you’re going to networking events focusing on getting clients, you’ll miss out on what you COULD find: connections.

Focus on getting to know people instead.  They may not buy your product today, or ever, but in time they may send numerous people your way who could – but not unless you develop a relationship with them.

2. If you think passing out business cards is a numbers game, you’re sadly mistaken.

Instead, focus on getting to know people — and get their cards as well.  Quality is far more important than quantity.  Make sure that you have made enough of a connection that people actually remember you when you call later or see them next time — and remember you in a positive light.

3. Don’t jump in with your offer.

Instead focus on the other person, get to know more about them and their business. Start by building rapport and connections. Try and find ways that you can be of service or help them, make introductions and refer them if you can. Ultimately, just get to know them.

4. The hard sell is dead.

If you want to chase away prospects, this is exactly how to do it.  It’s ok to talk about what you do or offer, the problems you solve and outcomes your clients get. Where you cross the line is when you assume what you do is what they need and start selling and pushing your product or service on them.

If the person you’re talking to is interested in your services – schedule a sales appointment. You’ll be much more likely to make the sale once you’ve established a relationship.

5. When you follow up with people after networking events, don’t start selling them.
Again, develop the relationship by finding out more about them, seek to be of service and continue to build that relationship. If your follow-up is by email – don’t send a sales pitch. Instead reference a point in your conversation and offer them something of value – an informational article, resource link or introduction.
Keep thinking about ways to build “relationships” and be of service. You’ll find your networking will start yielding more connections, friends, referrals and opportunities!

Ready to get more out of your own networking efforts? Join Sue Clement at her FREE webinar on networking and get ready to take your business to the next level: http://www.sueclement.com/webinar