Warm up your lead pipeline with a referral mindset.
1. Start with a positive, referral-worthy mindset. Make sure your value proposition is clear to your team (your brand ambassadors). Then start creating multiple referral channels.
For example:
- — Educate prospects about how delighted they’ll be once they implement your program or purchase your product. Find ways to show your value.
- — Ask your existing customers/clients for introductions to professionals they know with whom you’d like to connect. Explain why you are asking and how you can make referrals for them.
- — Find and nurture your industry power partners, the strategic connections with whom you can exchange leads.
2. Have your sales team ready to convert leads into buyers. Make sure all the appropriate marketing materials are in place (hint: we can help with that!) and determine how you will measure your conversion rate.
3. Keep the referral wheels in motion by following up periodically with new buyers to make sure all is going as expected. And let them know you’re open to referrals!
4. Fuel the growing relationship (and create a new referral stream) by giving your clients something in return for their business and their referrals, such as a discount or gift certificate. Develop a professional two-way street by asking how you can help them. Be proactive and:
- — Send a helpful e-book or white paper
- — Host a networking lunch
- — Present a complimentary seminar for their employees
- — Invite them to present to your customer base
Advantage Marketing can help with building and implementing your referral engine to market your business and expand your market reach. Contact us to power your referral engine for growth.
Don’t miss the other articles in the Building Your Referral Engine series:
Part 1: 3 Important Building Blocks
Part 2: Warm up your pipeline
Part 3: Make it easy for others to make referrals
Part 4: Move prospects through your sales funnel
Special Offer! The Referral Engine Workbook
