LEARNING POINT - REFERRALS

The Importance of passing Referrals for Networking:
Delivered by Claire Curzon of Brighter Directions
www.brighterdirections.co.uk

What is a referral?

A Referral is: A lead for a potential client..

Otherwise known as a ‘warm lead’ meaning a requirement has been established before passing on..

As apposed to a ‘cold lead’ which is someone passing contact details on before actually speaking to anyone

How to recognise a Referral?

We ALL network, speaking to new contacts, clients and associates on a daily if not weekly basis..

This is how you will find ‘referrals’ for the other businesses around the room
During your meetings and conversations you will discuss areas outside of your ‘expertise’

Could that be a referral opportunity?

During your conversations you will establish a NEED and have identified a referral opportunity for someone in the group to fill that NEED

This is when you say to them “I have someone in mind who can help you with this…I will ask them to contact you”

They will be HAPPY you are helping them!!

Get to know the businesses around the room

How can you pass business to someone you know nothing about?

How do you know if a service will suit the clients (referrals) needs or solutions?

Get to know the businesses around the table outside of the networking meetings

I haven't got time..

Then how will you get business referrals passed to you?

If people don’t # know # like # trust you..

Or know anything about your business does?

THINK, LISTEN AND GIVE BEFORE YOU EXPECT..

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