Want More Referrals? Get a CAT

Okay, I confess! While I am a cat lover, the title is misleading But stay with me here because I do have a great lesson to share…

CAT is actually an acronym I like to use for Client Attraction Tactic.

A Client Attraction Tactic is a method used or a course of action followed in order to attract new and prospective clients.

One of my favorite CATs is Finding Solid Referral Partners.

Being purposeful and proactive when it comes to increasing your referral business is your key to attracting more and better clients. The actions you take will determine how quickly and easily you can attract new business.

Here are some essentials when looking to develop solid referral partners:

1) Before you set out to find referral partners, you need to know what a perfect referral is for you.  In order for someone to refer business to you, they need to know what you do and what it is you’re looking for. You want to be as specific as possible and communicate your needs in a way that makes sense to your referral partners.  Good communication skills are key here (on both sides!).

2) Next, create a list of complimentary not competing businesses who service the same market. These are logical, win-win referral partners for you.  i.e. a bridal shop owner and a florist are a good example…same target market but complimentary product/service.

3) Now you need to connect with the businesses that you’ve identified.  It pays to have done your research so that you can communicate the value of developing a referral relationship in a way that demonstrates what’s in it for them.

4) Build good will and trust by adding value to their business thru referrals, introductions, testimonials and more…What goes around comes around.  Be the example and give them a reason to want to reciprocate rather than sit back and wait for them to pass referrals to you.  Ask what their needs are and be sure that you understand.  Be willing to give in order to receive.

5) Understand that referral marketing takes TIME.  Mutually beneficial business relationships must evolve from contact to credibility to trust before it can become consistently prosperous.

Finding “good” referral partners takes time, work and some trial and error.  The key word is “partner”.  It’s important that you focus on developing win-win relationships with people you like, trust, who have a giving attitude, and who understand what it means to be a team player.  Being proactive and preparing in advance will increase the likelihood that you will connect with like-minded and motivated potential referral partners.

Happy Networking!