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By entering into a referral relationship with other businesses you can generate more referrals.
In practice, you and other businesses agree to refer their own clients and qualified leads to each other.
Potential Referral Partners
Businesses that supply your prospects and clients with home-related services make ideal referral partners.
These partners offer services such as cleaning, electrical, home security, landscape and renovation.
Prospects might deal with these businesses before they select you as their agent.
Or the dealings with other businesses might take place while you are actively helping clients with their real estate matters.
As part of researching your market niche, identify other businesses that also serve home-owners. And once you have identified specific businesses as potential partners, use the same techniques to connect with them as you do to connect with prospective clients.
When you do connect with them, tell them that you would like to meet them to talk about making referrals to each other.
In preparation for the meeting, focus on how you can tell these people about your personal brand, brand promise and generally what distinguishes you from the competition.
Since you will be referring clients to these other businesses, make sure you that you learn the same information about them.
Be sure to also take a supply of business cards, brochures and newsletters to your meeting…these items will make it easy for prospective clients to contact you.
Referrals…Getting Back What You Give Out
Referral relationships only work when the partners refer clients and leads to each other.
They don’t work when one partner expects referrals but does not make any.
There are 2 other critical factors to keep in mind when you receive referrals.
First, even though a partner referred a prospective client to you, it remains your responsibility to convince this prospect to hire you. Selling you is not your partners’ role.
Secondly, be sure to thank the referring partner…and let him or know how the referral worked out..for you and the prospect.
When you forget to acknowledge referrals, it looks like you are taking them for granted…and your partners will soon stop making referrals to you.
Keeping Your Partners Informed
If you want clients to generate repeat and referral business…and who doesn’t…you have to keep in touch in with them.
Regular contact through newsletters and and special occasion mailings are very effective ways to keep in touch with clients, reminding them of you and your great service.
The same considerations apply to keeping in touch with your referral partners. With their permission add their names to your mailing list for newsletters and and special occasion mailings.
But don’t stop there.
You and your referral partners are all involved in running a business… attracting and serving clients. Share your own non-confidential business resources with your referral partners.
Refer them to sources such as websites that you have found helpful. In all likelihood they to will find it helpful.
By helping your referral partners succeed, you will enhance your relationship with them…and they in turn will help you…with referrals and useful information.
Larry Easto
http://www.articlesbase.com/management-articles/help-other-businesses-send-more-referrals-to-you-683128.html
