Getting more referrals is a process.

Do you have enough leads? I think it’s a safe bet that you don’t. This is the number one biggest problem network marketers have don’t you know. This blog post will show you how getting more referrals might be easier than you think.

Referrals are a great source for leads but largely overlooked . Could it be “The No” you get while prospecting throws you for a loop and you don’t think to ask for the referral?  I know it stings to get ” No” as a response but try not to let  it disrupt your composure…. The thing to do is train yourself instead is ask for a referral?  You’re missing a great opportunity if you don’t do this! Never fear,experience will help you with this but you must begin and don’t forget to ask.

I recently read a book titled “Endless Referrals” by Bob Burg. As the title implys  Bob Burg is an expert at getting referrals. His book is full of great tips.

Getting more referrals is a process and there are steps to take before asking for the referral and also there are different ways to go about getting the referral.  To get more referrals you must begin by building relationships but that is what network marketing is all about anyway, right? I’m sure right now you have many people on your list who might have said no but could actually give you more leads for your business.

Below is an example of  one of the ways you can use networking events to begin the process of getting more referrals.

You’ve gone to a networking event and you’ve met some great people who could be potential customers or perhaps join your business. What do you do? Do you start the pitch? NO that would be the kiss of death. The best thing to do in this situation is not talk about yourself at all! The key to being remembered is simply to listen and ask questions. Let the other guy do the talking.

Listening is a great asset and it’s a key component to getting more referrals. You make a bigger impression by listening, everyone wants to talk about themselves, resist the urge to dominate the conversation. One of the best bosses  I ever had hardly ever talked, but his skill at listening was world class…you always felt better after talking to him. He would sit there and nod his head at every sentence, you just knew he heard you and understood your problem. What a great guy!

The art of asking questions and keeping the spotlight on your new potential prospect is also a great skill to develop. You should strive for asking questions 99% of the time. Your prospect will remember you in a favorable way and they might not even realize why.

It’s also important to meet people at the networking event who are centers of influence.  You will recognize them by the large group of people constantly surrounding them. People who are centers of influence know many people and are a great resource for referrals, so get to know them and have them get to know you. Make a positive impression by asking questions and listening.

After you’ve left the networking event your work begins for  getting more referrals.

Do this after every networking event.  Send a personalized thank you note to the people you met at the event.

As Bob Burg explains in his book this is Basic Sales Training 101 but hardly anyone does it and that’s why you will stand out from the crowd.

There is a proper way to make this lasting impression as explained below:

#1  Design a note card that measures 8 X3.5″ Put your picture on it (very important) and company logo on the card.

#2 Keep the “Thank You” short and sweet. example  “Hi ____, Thank you, it was a pleasure meeting you. If I can ever refer business your way, I certainly will.” Keep your message understated and don’t try to sell anything.

#3 Make sure you mail the card the day of the event/meeting so the recipient gets the note the next day.                                         2012-09-18_09-53-09_358

This card needs to be put into a #10 envelope and hand addressed and hand stamped, reason being if it’s sent as a post card it could be easily tossed into the trash. A hand addressed envelope on the other hand makes it a mystery  which makes it much more likely to be opened and read. You don’t want it to look like junk mail.

I think this is a great idea for getting more referrals  and I have used it in my own business. People definitely will remember you the next time they see you and I have made sales this way.

You might say well I really don’t have time to write everyone I meet while out networking but if you prepare ahead of time you do have the time. You can prepare by taking a stack of the notes and writing the message in mass. When the time comes to send them out all you have to do is add the name and address the envelope.

Keep a stack of notes ready to send.

This is such a simple thing, writing a thank you note but it is this and other things like this that really separates the successful people from those who are not so successful.

I think you can see how these tips can go a long way to set the stage for asking your contacts and prospects for referrals. There are many more in the book!

Are you in business where you need “offline” tips and tricks? If you are let me know what some of your problems are or share the things you have used to make a great impression on your prospects.

 

To Your Unique Online Success,

Tonya Stephens

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