Last Friday I was invited to a Referral Institute pipeline class by one of my key referral partners. As all my business comes through referrals of one sort or another I felt it was high time I found out how to maximise the opportunities for cross referral with my strategic introducers.
I think many of us think of ourselves as being good referrers because we pass lots of referrals to people we trust – I certainly would fall into that category – but how many of us actually take the time to work out how effective our referrals are? Before Friday I had not spent any time really analysing how much a good referral is worth to my business, how many referrals I actually need, and had no proper strategy for achieving them.
I love networking and have made an effort over the years to use my networking time effectively. However, it is only recently that I have come to realise that you don’t need to have a large number of contacts – you just need a small number of really good ones. If you can have great strategic introducers in your team it is much more likely that you will get the types of referrals you want.
Now I have the makings of a clear strategy for working with one of my key referral partners, I think we can develop a great referral partnership. And that, for a person who hates ‘selling’ herself, is a great result!