Our System & Process
the seven steps to creating a
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. Some people are just wired to give referrals – focus on that group.
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.
Create and communicate your core referral message – you must be able to easily explain the value you can bring to anyone who is referred. It’s important that your referral sources know what makes you unique, what your brand has to offer that a referral might value most.
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.
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.
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. A referred lead is a warm lead, but in some cases, they may actually have higher expectation, due to the referral.
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 clients and 2) a way to systematically communicate the progress of a referral back to your referral sources to keep them motivated.