Referrals on a Shoestring Budget

When I talk about how to create your referral generating plan, most people think a large budget is needed to make it work. It’s not (thankfully). But I understand how that perception happens. When I use words like “experience,” “memorable and meaningful” and “top of mind throughout the year” the typical thought is a sizeable budget is needed to go along with it. But the truth is you can have a successful referral generating plan on a shoestring budget or any size budget. Here are some basic "rules" to consider when building a referral generating plan on a shoestring budget. One idea I am going to give you for free so read on! Rule 1. Focus on Building Connections At the heart [...]

Understanding the Referral Mindset

“Can you tell me the catch?” she leaned in and asked. “The catch?” I said, confused. “Yes, the catch to how you generate referrals without asking. It seems too good to be true so there has to be a catch…” her voice trailed off sounding disappointed. This question wasn’t a surprise to me – when I share that I am able to generate more than 100 referrals each year for multiple years and do it without asking for those referrals, it piques interest and questions…like this one. “There isn’t really a catch,” I started to explain when she jumped in and said, “But on that podcast interview, you mentioned having a ‘secret sauce’ to how you generate referrals without asking.” I [...]

30 Ways to Take Control of Your Referrals (Cool Infographic too)

So if I can't ask for referrals and I can't pay for referrals, how in the heck do I generate referrals? Excellent question. And it is one I hear a lot. My answer is always the same...just because you shouldn't ask for referrals or pay for them doesn't mean you do nothing.  You just have to know what to do and then do it consistently to generate referrals in your business.  It is how I consistently generate triple digit referrals (over 100) year in and year out in my coaching practice.  Or how an attorney has generated 2,730 referrals in the last 13 years (that's approximately 210 referrals per year).  Or how a CPA brings in 57% of new clients [...]

Referral Platinum Principles that Can’t be Disregarded

I’m guessing you’ve heard of the golden rule and the platinum rule.  They provide a rule of thumb or practice to live by on how you treat other people.  When it comes to referrals there are practices to live by as well.  Which is good because having rules to live by provide us with a roadmap to follow and a context to use when we have an issue we aren’t sure how to proceed on.  There are 3 principles that govern the world of referrals…the 3 Platinum Principles™. 3 Platinum Principles™ Must be all about them Must be authentic to you Must keep you top of mind Let’s look at each on in more detail.  But first a reminder…referrals come [...]

All “Referrals” Aren’t Referrals and Aren’t Created Equal

The definition of a referral has become extremely diluted today.  Most sales lingo generalizes different types of lead generation and unfortunately groups together terms because they seem similar.  Terms like introduction and word of mouth buzz are explained to be the same as a referral.  But nothing could be further from the truth. Being introduced to someone is not necessarily the same as being referred to someone.  And even though someone spoke really highly of you to a friend yesterday (word of mouth buzz) it doesn’t mean it’s a referral. I see people confuse and misuse these terms all the time. So how do you know the difference?  How do you know what is a real referral? Let me break [...]

Do You Believe These Four Referral Myths?

The truth is most people don’t understand that referral marketing is – by far – your most powerful sales and marketing tactic. That’s right…it is not Snapchat or Periscope or some other latest social media channel. And no, it’s not cold calling or a tradeshow sponsorship. While all of those may work and complement your overall sales and marketing strategy…nothing has the ability to directly connect your efforts with new clients like referrals. Unfortunately, Referral Marketing is the least utilized and least understood business growth tactic. But most people only dabble in referral marketing – they get a few referrals here and there so they don’t take it seriously as the powerful tactic that it is…because they don’t understand how [...]