There are only three reasons why people do or don’t give you referrals:
1. They don’t understand what you do so they don’t recognize the referral opportunity when it happens.
2. They haven’t developed the trust and credibility required. Referring you to their client reflects directly on them.
3. They are not proactive about giving referrals, often because they don’t feel any benefit would come back to them.
Effective InfoMinutes result in referrals. InfoMinutes are so important to generating referrals that your membership includes a free 90 minute seminar on building an effective and profitable InfoMinute. Here are 3 tips that you can use now:
Tip One: Educate – 1 step at a time.
Avoid information overload. Choose one topic for each InfoMinute and repeat that topic for 4-6 weeks in a row (bonus tip: bracket with a 7-minute Presentation). Each week, some people don’t hear your InfoMinute, Members who have a sub, the person going through the card file, and the person who will speak after you. By repeating your specific topic for several weeks from several different angles, you educate all of your Team Members to recognize profitable referrals for you.
Tip Two: Develop – Trust & Credibility.
You are not selling to your Team Members so give them information that shows why they should refer YOU to their clients. Tell stories. Give examples of client’s pain solved. Explain what makes you unique and different from your competition. (bonus tip: eliminate the word “you”. It creates a yes/no response instead of a referral idea.)
Tip Three: Create – Referrals.
People have referrals to give because their clients respect them. Referrals increase the person’s value to their clients. And they know that “what goes around, comes around.” An effective, specific InfoMinute gives Members the information they need to give you the referrals they naturally have. (bonus tip: the more specific you are, the easier it is for your Team members to recognize those referral opportunities.)
Team Members want to learn about your business. Team Members want to give you referrals. Effective InfoMinutes put dollars in your pockets by giving Team Members the information they need to refer their best clients to you; naturally.