Would you like to get more high quality referrals?
When coaching professional consultants looking to expand their reach we get them to do two things.
Transcript
Would you like to get more high quality referrals?
My name’s Rashid Kotwal.
When coaching professional consultants looking to expand their reach we get them to do two things.
First, find non competing consultants who have similar clients where you could cross refer.
For example our financial planner highly recommended an estate planning lawyer. We trusted him, so went with his recommendation.
Second, create a referral kit which can be handed out to prospects by your referrer.
A referral kit consists of material that educates your prospects on the challenges, consequences and opportunities that they may face and is aimed at motivating them to take a next step. Which could be anything from checking you out further to giving you a call.
So why do this?
As a referrer I may not be comfortable spruiking you. Maybe I don’t know you that well or know if you’ll be a good fit and will do what’s required.
So I don’t want to sell you to the potential prospect on having a meeting with you. After all if I build you up and it goes wrong it’s my reputation on the line for recommending you.
But if I simply hand over some material saying, here’s something I believe you’ll find useful, it’s up to you, the prospect to take action or not.
This takes any pressure off me and I’m far more likely to refer you on.
Now you’re probably wondering what goes into a kit.
It really doesn’t have to be complex. It could be an article you’ve written which positions you as a thought leader and helps your prospects better understand the issues they may be facing and show them ways to solve them.
Couple this with some case studies that demonstrate results.
Don’t over complicate it. Start with material you’ve got and then build up.
Wrapping up, I know material like this isn’t everyone’s bag. So if you’d like help creating a referral system which will predictably generate more leads, contact us at revealedresources.com.
Until next time, this is Rashid Kotwal.
