In
a perfect world, all of
our business would come
from referrals and we
would never have to cold
call again, right? So,
why not make it happen?
Here are some ways I've
found to get high
quality "hot" referrals:
1.
Business
Networking
is a
must. If
you can
master
this
skill,
you will
reap
huge
rewards.
The key
to
networking
is to
simply
build a
few
valuable
relationships
with
other
professionals
- NOT to
hand out
as many
business
cards as
possible.
Just
find
small
groups
that
meet
once a
month.
You will
actually
make
true
friends
and it
won't
even
feel
like
work
after a
while.
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2. When
you meet
someone
for the
first
time,
only
mention
your
business
briefly
and
steer
the
conversation
completely
toward
the
other
person's
business.
Later
that
day,
forward
an
article
or a
helpful
something
pertaining
to your
earlier
conversation
that
they may
find
interesting.
They
will
think
you are
a
terrific
listener,
you
cared
about
their
business,
and they
will
jump
through
hoops to
return
the
favor by
giving
you a
referral!
This has
happened
to me
more
times
that I
can
count!
In fact,
when
folks
ask me
what I
do, I
just
tell
them
they can
go to my
website,
www.emeraldsuccess.com,
and then
ask them
to tell
me more
about
their
business.
3. Give
Referrals
whenever
possible.
The best
networks
believe
in the
"givers
gain"
philosophy
(what
goes
around
comes
around).
Just
make a
genuine
attempt
to help
those
that you
meet.
4. Prove
Yourself.
Most
folks
will
want to
try your
services/products,
etc.,
before
referring
you to
their
contacts.
So, when
someone
approaches
you
about
your
business,
always
treat
everyone
like
gold.
You have
to
provide
the
sense of
security
that you
will
take
excellent
care of
their
referrals
and they
will be
proud to
do
business
with
you.
5.
Always
be
specific
when
describing
your
"perfect
referral".
Don't
assume
that
everyone
understands
your
business
and
knows
who you
are
looking
to
"sell".
For
example,
I tell
folks
that I
would
like to
talk
with
extremely
sharp
business
professionals
who are
interested
in
Leadership,
Marketing
and
Business
Development.
All of a
sudden
when I
say
that,
people
start
visualizing
who they
know
that fit
that
description
and the
referrals
start
flowing...(especially
when I
tell
them
about my
referral
program!)
Referrals
can
truly be
the
lifeline
to a
full
pipeline!
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