Tag Archives: referral process

By Referral Only – Wed Dec 30 event

8 Dec

If you’d like to learn more about building and strengthening your business 100% thru referrals then I highly recommend you attending this special event from a master networker and early Inquisix member, Rick Roberge.

Rick’s program, “By Referral Only” will be offered on Wednesday December 30th, 2009 from noon to 1:30pm US ET. You have two options of attending  – you can be there in-person in Westboro, MA, USA or participate via webinar.

But act fast, as the first 24 people who register for each event using “RR1230” as the discount code will receive a $50 discount when they register.

Pick your option but don’t do nothing!

Join in-person

Join online

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Successful Referrals Require More than Just Your Reputation

26 May

Paul McCord has an excellent series of posts on the 4 requirements for a successful referral.

pillars

Pillar 1: Your Relationship to Your Client
Pillar 2: Your Client’s Purchasing Experience
Pillar 3: Your Client’s Relationship to the Referred Prospect
Pillar 4: How You Contact Your Referred Prospect

Paul says that clients don’t like to give referrals. I agree, I think they’re much better at being a reference then pro-actively giving you a referral.  But referrals can be earned and Paul details the “how” which mostly revolves around your reputation with your client.

What’s really interesting is discussed in Paul’s 3rd pillar.  He says, “Your referred prospect will view YOU the same way they view your Client– Good, Bad, or Indifferent”  I absolutely agree.  Inquisix’s data on the quality of a reputation given shows that the better the relationship between the the person giving the referral and their referred colleague, the better the referral experience.  The first hint of a bad referral is how the referral is handled, which is Paul’s 4th Pillar.

So the primary reputation factor in a good referral is not between the person asking and the person giving the referral. Rather, it’s between the person giving the referral and their referred colleague.

Pillars 3 and 4 are why Inquisix allows members to rate each side of the referral via reputation points.  If you give a referral, that member will rate you on the quality of the referral given.  If you get a referral, that member will rate you on how well you treated their trusted colleague. Your Inquisix reputation rating of giving and getting referrals then becomes the badge that all other members can use to validate your credentials.

memberrating

Minding Your Money Interview with Inquisix

25 Mar

Tom Cafarella, Inquisix member, owner of accounting firm CMB Accounting and host of “Minding Your Money” on TV, interviewed Michael Kreppein of Inquisix recently. Tom and Michael spoke about the challenges facing small businesses, specifically how they can find new business.

http://www.viddler.com/simple/59f0d3df/

Creating a Referral Machine

7 Jan

John Jantsch has a great blog post about creating a systematic process for creating referrals that everyone in the company should be using.

You can find the link here.  I don’t see anything dramatically unique in his steps but they’re all important and it’s surprising how many people forget some of the steps.  Of course his big reminder is to “make giving referrals a business strategy…best way to get is to give.”

He closes with “…everybody’s in marketing…” to which I’d reply, “…everybody’s in sales!”

Happy Referring!

Where to start networking?

5 Dec

Everyone agrees that getting referrals to new prospects is so much better than cold calling down that long list that your company provided you. But how do you get started? John Jantsch of Duct Tape Marketing fame has put together a brief video primer on just this very topic. He focuses on

– defining your value proposition
– who you tell this to
– why you are asking for the referral

http://workbench.ducttapemarketing.com/kickapps/flash/premium_drop_v3.swf?b=1&widgetHost=workbench.ducttapemarketing.com&mediaType=VIDEO&mediaId=114181&as=10266

In principle I agree with how John suggests you get started even if it seems a bit pushy and low-tech. A vital part of any networking program is to ensure the people you want referrals from understand exactly what you do – ie your value proposition. Sure, your customers probably know that already but what about your friends, family and colleagues? Don’t bore them with a feature/benefit pitch – think of your elevator pitch that gets makes them chuckle and excited about telling other people about you. What do I tell people we do at Inquisix? “We’re matchmakers [pause] for salespeople!” Joanne Black, author of “No More Cold Calling” announces, “I’m the Referral Queen!”What do you tell people so they’re remember you?