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I was asked to share some examples as to how I have built my referral base. I decided to start with local Networking
Building referrals on people that you meet (Local)
I may have to change this up a bit once the QR Codes really take hold, but for now this works for me. I have one rolodex file for this purpose only. Years ago, before my contacts grew internationally, I just kept business cards on file. With the internet, I have moved to a rolodex, so all my contacts are one size and they don’t get lost. It does not take much time to maintain.
All are filed alphabetically by what they do and if a category starts getting more than the others in the same category, I will break it down again … for example, painters. There are house painters, car painters etc…
At one point, I sold Life and Health. My client, Jack knows this and calls me because he needs temporary international medical insurance due to going on a vacation in Spain, do I know anyone? Not every insurance company carries this type of medical coverage, but yes, I do. But I have not used this agent.
I give the info to Jack but I let him know that he is my first referral to the agent, but also the agent has been in business for 16 years. I make a note on my calendar to call Jack and see how things went.
When I do that follow up call with Jack, and explain I just want to know how things went. Was he taken care of etc … Jack is very grateful that I cared enough to call him and yes he has coverage. He will tell this story many times
Since Jack is satisfied, then I ‘ll call the agent and tell him how much I appreciate his fine work. Now on the back of the agent rolodex card, I write Jack’s name and the date. On the front side, I draw one small star and put back in the rolodex. The star lets me know Jack was very satisfied
I already have Jack giving me referrals, now the agent hopefully will send referrals back to me because he wants me to send more to him. I make it a point to find the agent at the next networking meeting and reintroduce myself. I want to start building a relationship. After a while the agent may decide he needs an APP for his business. Now I may have two customers plus possibly more.
Depending on the size of the networking group kind of determines how fast your base may grow. But once you start referring people to someone, they almost always return the favor. I encourage you to be active in at least a couple of networking groups
When starting out, I look for other business that sells to the same niche as me. When I sold hearing aids, I reached out to those that had a service or a product for that group.
Every person you meet is a potential key to your business, anywhere and at anytime. Carry your information with you at all times and look for opportunities to introduce yourself.
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