Build a stream of referrals

Joe Dager at Business901.com sends out a regular newsletter. These tips were included in his most recent:

Creating a Referral Strategy
In 7 Simple Steps

Step #1 -
Create a referral target market(s) - you must create a target list of companies and individuals who can be motivated to refer. This can be clients or a network of related businesses.

Step #2 -
Identify your ideal referral client - In order to receive high quality referrals you must be able to quickly communicate the exact type of person or business that makes a great referral.

Step #3 -
Create and communicate your core referral message - you must be able to easily explain the value you can bring to anyone who is referred. "We show remodeling contractors how to become famous in their specialty."

Step #4 -
Design a referral education system - When you meet with a potential referral source you can substantially increase the number and quality of referrals if you systematically educate them on: Who makes a great referral, what's in it for them to provide a referral, how to refer you, and the exact steps you plan to take with that referral

Step #5 -
Outline your referral lead offer and system - this is the heart and soul of the system. This is where you devise the creative offer that makes people want to refer you. Example: "Earn a 100% refund on your tax return preparation when you refer 4 people who become clients."

Step #6 -
Create a referral conversion strategy - what good are referral leads if they don't become referral clients? You must map out a specific set of steps that will allow you to convert your referral leads. What do you do if the phone rings?

Step #7 -
Identify a referral follow-up strategy - to bring your referral system full circle you need to devise two follow-up steps. 1) a way to continue to market to your referral leads that don't immediately turn into employees and 2) a way to systematically communicate the progress of a referral back to your referral sources to keep them motivated.

Sphere: Related Content