When you are in the business of sales, among the many key ingredients to your success is receiving referrals from as many sources as possible.
Wouldn't it be nice if every morning you walked into your office and had a referral sitting there waiting for you on your desk?
Unfortunately it doesn't work that way, but here are few suggestions that should help steer some referrals your way.
1. Referral Groups
There are many referral groups out there for you to choose from. The premise of a referral group is first and foremost to receive and give referrals.
It works something like this;
Once a week your referral group meets at a designated spot for breakfast or lunch, and the meeting typically lasts for an hour to an hour and a half.
These groups normally don't allow for any kind of conflict between industries, so you will most likely be the only one representing your industry. For instance there is only one banker, one printer, one loan officer, etc., etc.
In the beginning you spend some time catching up and exchanging business cards. As you are eating, each person is given a minute or two to take the floor and talk about themselves and the company that they work for, and give the group an idea of what a good referral would be for them.
Personally, I have been involved with these groups in the past and find them to work extremely well. One of the more popular ones is Business Networking International (BNI). You can find a local chapter on the web.
Look at it from this point of view, if your group has twenty-five people in it, than consider it a sales force working for you. Don't forget, you are required to give referrals also.
2. Chambers of Commerce
Every city, town, or county has a Chamber of Commerce. They are not hard to find, and they are fairly simple to join. You can easily find your local chapter on the web or in the yellow pages. They also advertise in local business directories and news papers.
The chamber is a very friendly and relaxed atmosphere. They meet once a week usually with a luncheon at a local restaurant. The first half hour is a network and business card exchange, followed by lunch with announcements about upcoming events, and a guest speaker.
Before hand, tables are provided to display your literature and props, and be on hand to discuss your business.
Chambers also hold annual events that you can participate in. Their events are normally held in the form of business expositions where you can rent a booth to display and sell your products.
Chambers normally have a lot of members depending upon the location, so you will probably find yourself competing for business with other people in your industry.
I continue to be involved with my local chamber, and have found it to be very beneficial to my career. I have found these organizations great for meeting people as well.
Keep in mind, these organizations come with very reasonable annual fees', so make sure it fits your budget.
3.Giving Referrals
Perhaps one of the best ways to get referrals is to give referrals. If you give someone a referral and it works out for them, they will love you and remember you forever. And in turn, send referrals back your way.
I have to say, throughout my career, I found this to be one very effective way to get referrals. You might want to consider teaming up with someone with a similar job in your industry. For instance, if you are a loan officer, team up with a realtor, or if you are a home inspector, you might team up with an appraiser.
These are three very effective ways to keep those referrals coming your way. They have worked for me, and I have found them to be a nice way to break up my week, and build relationships with other business people in my community. Give it a shot. You won't be disappointed. Good luck!
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.
![]() |
|
![]() |
|
![]() |
|
![]() |
Britney Spears has recently caused controversy with suggestions that the... Read More
When it comes to buying mortgage leads, there are many... Read More
First, recognize that motivation is an inside job. The word... Read More
If you are in Sales, you have probably heard these... Read More
Your prospect is in the market for a widget, just... Read More
The other night I was watching a classic western from... Read More
Where many marketing conversations get off-track are the ones you... Read More
As a result of providing marketing consulting, training and coaching... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
The Importance of setting appointments is crucial to running a... Read More
So it's finally come time to sell the business. After... Read More
Usually my essays discuss the issues that the 'sales' method... Read More
The best of all worlds is to have a product... Read More
"Value-added." That word is used so much it has become... Read More
Have you ever sat through a movie and got to... Read More
On an introductory call, how do you gather all of... Read More
A white paper supports PR, marketing and sales because it... Read More
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
By a show of hands, how many of you grew... Read More
Knowing what to do when meeting a prospective client forlunch,... Read More
Value is in the Eye of the BeholderSales today is... Read More
You've polished your sales page over and over againuntil it's... Read More
Barter is becoming an increasingly popular method of commerce. The... Read More
If you were selling a mansion, and you were selling... Read More
Going into your workday and waiting for things to happen,... Read More
If you are in the mortgage business, the very first... Read More
Wherever you turn these days you'll find articles covering every... Read More
It is fairly common for real estate companies and mortgage... Read More
When you are in sales and you come across a... Read More
So the other day I'm watching the movie The Matrix,... Read More
Many participants in my programs ask how to deal with... Read More
Growing up in the South, I used the phrase "big... Read More
A few weekends back, the Brobdingnagian Bards performed at the... Read More
So often sales men and woman are the very people... Read More
Do you hang up on telemarketers? 9 times out of... Read More
Imagine being in a crowded concert or bar. All of... Read More
You can make a difference in the second half! You... Read More
The multi million pound cosmetics industry is acutely aware of... Read More
If you were selling a mansion, and you were selling... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Any company in today's global economy must eventually face the... Read More
For technology companies, service after the sale has emerged on... Read More
If you need to hold a fundraiser and don't know... Read More
Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More
I believe that everyone understands that no matter what business... Read More
One of the top brewing companies in America is a... Read More
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Selling your services to corporations is an attractive proposition. The... Read More
Keeping the 80/20 rule in mind; that is that 80%... Read More
A challenge facing many businesses is how to maintain a... Read More
Ever feel like you were "just a salesperson"? I think... Read More
A few days ago, I was signing copies of my... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
The traditional "Quotation" was originally devised during the Industrial Revolution... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
There are several ways to get your information into the... Read More
You have a great product, but it's not flying off... Read More
Steps - it is unrealistic for most salespeople to expect... Read More
Many participants in my programs ask how to deal with... Read More
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
To be effective your sales letter must be opened, read,... Read More
Sales is a critical part of any business, including non-profits.... Read More
Now business owners and sales professionals can develop a Faster... Read More
You arrived on time and completed your calculations. You worked... Read More
The time comes for all mortgage brokers and loan officers... Read More
Cold calling can be a great way to generate quality... Read More
Sales |