How to get a referral group to WORK for you
By Jan Wynns & Martin Brossman
A referral group can be one of your best resources for developing new business. The steps are simple; however, the execution requires an investment of time from you.
• Regular attendance. Give your group importance and priority. Schedule meeting times in advance and schedule other appointments around your weekly meeting. If you cannot attend a meeting, send someone to represent you or call another member who will let your group know you will not be attending. Your group will appreciate being informed, and will not feel “stood up” when you are missing.
• Plan effective weekly Intromercials (60 second presentations to educate the group about your product or service.) “Those who fail to prepare, prepare to fail.” This is your opportunity to make an impression. Make your presentation interesting, change it often, and try having some fun with it. Use your creativity. Be remembered. The more they know about you, and the easier it will be to keep you in mind for referrals, when going about their day to day business life. “Plan, prepare and rehearse.”
• Get involved. Groups are always evolving. Volunteer to do something to develop your group. Invite others to join, especially those in complementary businesses to whom you can easily refer. Welcome visitors, talk with them about their business and encourage them to join.
• Schedule one on one meetings with group members. Learn about the businesses of others. Focus on what you can do to help develop referrals for them. (“Givers get. That are easy to refer to!”). Make sure it is easy for people to know how to refer to you as well.
• Show up on time just like you would your valued customers. Being late communicates something just like being on time.
How long will it take to see results?
It is different from person to person, and can take from a couple of weeks to a couple of months. Remember it is about building relationships. The better you are at educating the group and building their confidence, the sooner you will see results.
What is the quickest way to integrate myself into the group?
Schedule one-on-one meetings. Attend regularly. Plan effective Intromercials. Invite guests. Get involved. Look to help instead of taking and you will experience being apart of the group.
What makes an interesting expanded featured presentation?
Some groups rotate speakers from among the group. This is your time to shine, and make an impression. It is an expanded Intromercial that shows who you are and what you do. (Some ideas from others — a drawing, a discount, bring small gifts, prepare a Q&A related to business and offer “prizes” for those who answer correctly, bring props,)
Most of all, enjoy yourself, enjoy the company of the group, and enjoy the benefits!
“Remember,
it’s not neteating,
and it’s not netsitting,
it’s networking.”
Jan Wynns is a realtor with Fonville Morisey Realty can be reached at 919-961-7777 and is involved in a referral group called Great Expectations. Martin Brossman is a life and business coach and leads the North Raleigh Triangle Business Builders. He can be reached at 919-847-4757
