7 Step Process to Get More Referrals in 2017

For some of you this will be an excellent starting point and for others, a reminder that following a process to build solid business relationships is the best way to go.

1. Write a list of all the businesses and professionals that you want to meet with. They may be in your local area or associated with your clients. We never cold call, ever! Instead, after you have created your spreadsheet, add a column that says how you will contact them. You can reach people in so many ways nowadays. The most obvious are through other people that already know them or, via LinkedIn. Find their details on LinkedIn and send them a personalised message inviting them to connect. They either will or they won’t.
2. When you communicate with people be very open and honest about the purpose of reaching out and meeting them. A lot of this comes down to your confidence. Knowing that what you do, adds so much value to people’s lives and also to other professionals businesses too.
3. You need to communicate your value – and what it is that you actually do – more than once. Simply having one meeting with someone and expecting them to understand you and refer to you is simply crazy. Think of this as the dating stage. Remember when you were dating? Chances are you didn’t decide to get married during the first date – or did you? Be realistic and strategic at this stage.
4. The more specific you can be about the types of people you can help, the more you will be remembered, understood and referred. Speaking with accountants about the clients you can help is easy. Other people may require a bit more information from you.
5. 80% of people when asked will say, “Yes I referred Fred to my friends,” and they probably have, but their friends just haven’t done anything about it! Even referral partners will tell you, “Yes, I told one of my clients to call you today”, but their client didn’t call you. I think this is where a lot of advisers struggle. You feel awkward being specific about how people can recommend you and introduce others to your business. If you want help with this part, feel free to contact me. One strategy doesn’t fit all here!
6. Become impossible to ignore. Create a strategy of how you will remain in contact. Out of sight = out of mind. Top of mind = tip of tongue. There are 101 ways to stay in touch with people without being annoying. Agree on how you will remain in contact.
7. Take a proactive approach. If someone you have built a professional relationship with, isn’t introducing potential clients to you, find some more. It amazes me how many advisers ignore this step. If someone hasn’t introduced a potential client to you within the last six months [I’d actually like to say three months], then go out and develop more professional relationships.

None of these tips are earth shattering. They are all rock solid, proven strategies which is why I share them with you. However, I share them with you because I know, working with advisers every day, that sometimes we just need a reminder of what the steps are.

There are several other ideas that I can share depending on the size of your business and the stage of your growth. If you would like more information about how to attract professional alliances to your business, please feel free to contact me.

About the author

Rachel Staggs provides insights to help advisers market their business to potential (and existing) clients.

Rachel is the founder and Managing Director of SRS Coaching & Consulting, a specialist financial services consulting firm, and Business Growth Hub Specialist Partner.

For more information on SRS and to contact Rachel visit srscc.com.au or visit the Business Growth Hub.