I often get asked, “Why am I not getting referrals?”
It takes me back about a decade ago when I was working with someone in a group. In year one, he got one referral. They didn’t trust him yet. In year two, he got a lot more referrals including a HUGE referral that resulted in a over a $30,000 commission. In year 3 it snowballed….he got a ton of referrals. He is still in the same group today.
It takes some members longer to get results than others, but the process is the same for all.
Goal #1- Build relationships and trust. You do this by:
-Being clear in your presentations, face-to-face meetings, and 30-90 second commercials weekly about how we can help you. Be prepared. It matters. People notice if you aren’t.
-Being realistic. Trust and relationships take time. It won’t happen in 4-6 months.
-Doing what you say you will do
-Activity: Attend the meetings. Do face-to-face meetings. Follow-up on referrals in a timely manner.
-Give referrals to get referrals.
You slow/damage the relationships building process by:
- Missing a lot of meetings
- Not logging referrals using the software.
*Logging referrals drives dialog. Dialog creates future opportunities.
-Being late (to regular meetings, face-to-face meetings) consistently does a few negative things:
1- Hurts groups trying to grow, because it sets a negative first impression for guests
2- Sends the message that you’ll also so up late to appointments you get from referrals we pass you
Neither is a good look for you!
- Having a short-term mindset
- Rescheduling a lot of face-to-face meetings
- Not using member marketing planner
- Acting like you are more important or your time is more valuable than other members. It crushes your reputation.
Goal #2- Once strong relationships are established focus on pro-actively promoting each other.
-Use your marketing plan to find ways you can create repeatable processes to actively promote other individual members.
-Track your results.
-See how things are working with key referral source members at least quarterly.
-Continue to find ways to motivate your referral sources. Remember to always say thank you.