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How To Build Lucrative Referral Relationships for Your ...
jenniferbourn.com
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You Need Brand Clarity “when someone doesn’t know exactly what type of clients you want, they’ll end up sending you everyone, even if they’re not a good fit.” When you make a referral, you want to feel confident that your friends and family will get the best, get exactly what they are looking for, and get what they need — and you can’t do that without the right information.
Quality, vetted, strategic referrals will convert to paying clients are a much higher rate. “Lots of low-quality referrals will take up a lot of your time without producing any profits.” You Need Brand Clarity
When you have clarity about what you do best, how you’re different, why you’re the best choice, and what big results you help others achieve, something magical happens: other people gain the same clarity. “When you know exactly who your ideal client is and have a written ideal client profile that you can share with the world, something magical happens: other people discover who would be a perfect fit for what you offer.” When your network, audience, and peers know exactly who you are, what you do best, and who would be a perfect client or customer, it becomes very easy for them to identify potential referrals and send them your way.
When you make a referral, you want to feel confident that your friends and family will get the best, get exactly what they are looking for, and get what they need — and you can’t do that without the right information. “When you have clarity about what you do best, how you’re different, why you’re the best choice, and what big results you help others achieve, something magical happens: other people gain the same clarity.” When you know exactly who your ideal client is and have a written ideal client profile that you can share with the world, something magical happens: other people discover who would be a perfect fit for what you offer.
Somehow — and to this day, I don’t know how — we agreed to a trial run and over the next few months, I was inundated with referrals she sent my way. “This resulted in frustrated and irritated prospects who didn’t understand why they were referred to me in the first place” This experience taught me a lot about building referral relationships, creating brand ambassadors, and developing lucrative referral sources.
Somehow — and to this day, I don’t know how — we agreed to a trial run and over the next few months, I was inundated with referrals she sent my way. “none of the referrals were a good fit and zero converted to paying clients” This experience taught me a lot about building referral relationships, creating brand ambassadors, and developing lucrative referral sources.
She promised to send me tons of leads for web design but demanded a referral fee that was pretty hefty. “I shared that I don’t blindly refer or mass refer people to one person just for a commission, but always seek to find out what a prospect needs and refer them to the best person, agency, product, or training that fits their needs.” She wasn’t happy and told me point blank that she wanted to refer people to me because I was the best, but without a big referral fee, she would just send them to someone else even if that meant her clients would have worse results.
Use A Trial Period “Don’t rush into a referral partnership with a commission structure or affiliate payout too fast.” High quality and a good fit
She promised to send me tons of leads for web design but demanded a referral fee that was pretty hefty. “I shared that I don’t blindly refer or mass refer people to one person just for a commission, but always seek to find out what a prospect needs and refer them to the best person, agency, product, or training that fits their needs.” She wasn’t happy and told me point blank that she wanted to refer people to me because I was the best, but without a big referral fee, she would just send them to someone else even if that meant her clients would have worse results.
Somehow — and to this day, I don’t know how — we agreed to a trial run and over the next few months, I was inundated with referrals she sent my way. “none of the referrals were a good fit and zero converted to paying clients” This experience taught me a lot about building referral relationships, creating brand ambassadors, and developing lucrative referral sources.
She wasn’t happy and told me point blank that she wanted to refer people to me because I was the best, but without a big referral fee, she would just send them to someone else even if that meant her clients would have worse results. “I couldn’t believe that she bases her referrals on commissions, not on what was best for her clients.” Somehow — and to this day, I don’t know how — we agreed to a trial run and over the next few months, I was inundated with referrals she sent my way.
Don’t rush into a referral partnership with a commission structure or affiliate payout too fast. Create a trial period that lasts a certain amount of time or spans a certain number of projects first to make sure the referrals and leads you receive are: “High quality and a good fit” Clients you enjoy working with
High quality and a good fit “Clients you enjoy working with” Interesting projects aligned with your skill set
If something isn’t working for you, or the referrals you’re receiving aren’t a good fit, you can’t be afraid to stand up for yourself. You have to be the champion of your business and your time. “When they have better clarity about what type of referral is good for you, they will be able to make better referrals.” If a referral relationship isn’t working out, starts to feel out of alignment with your business practices, or reaches a point where integrity is lacking, speak up. Have a conversation with the referral partner about what is no longer working for you and see if you can reach a mutually beneficial solution — and if not, don’t be afraid to walk away.
The key to a successful referral relationship is regular, open, and honest communication. Help your referral partners stay excited about referring others to you by staying in touch with them and keep them in the loop. Be sure they are the first to know about your new services, products, launches, sales, and business changes. Create special referral opportunities and rewards and provide them with tools to make referring new people a breeze. “when you receive a referral, reach out to the referral source and provide updates during the sales process, so they know you’re taking care of those they send your way, even if they don’t end up becoming clients.” Stand Up For Yourself