1. Be more generous: Simple but elusive for many. Give people a few extra minutes of
your time. Give away more ideas. Be known as someone who will go out of their way to help. You make the referrer look good in the process, which makes them want to refer you that much more.
2. Write thank you notes: And make it a part of your routine. When you want to just write an email or Facebook post, pick up a note card and stamp and make it happen! If you’re lazier than that, try MailLift. Send them a formatted email and retired school teachers (I’m not making this up) will write and send your letters for you.
3. Leave voicemails: People may not reply to them, but they listen to them. Even just a couple seconds of your voice makes a huge difference. It makes you stand out, it makes you more memorable, and it makes you more likely to get the referral with all other things equal. Little things like this matter.
4. Follow up: Another simple but elusive tactic (or habit). Put another way, do what you say you’ll do. Make a habit of taking notes of what you promised to do, and go over those notes EVERY night or the next morning.
5. Be synonymous for something: What’s one thing you do (that you make money on) that you’re better at than anybody? How do you make that synonymous with your name, business or brand?
6. Use daily tools…daily: Make a habit of scanning and following up with trigger events in Newsle, Nudge, Accompany, Contactually, and others.
7. Make a Daily To Do List: Something you look at every day that reminds you to do many of the habits and tactics above (and more).
8. Use excuses to reach out: Birthdays, promotions, whatever. Simply being in the right place at the right time more often will get you more referrals. Period.
9. Respond to EVERY happy birthday message you get: Your birthday is the most important networking and referral-generating day of the year. Each one of those inbound notes is an opportunity to engage with someone you might not often reach. Don’t worry about asking for referrals, just have natural conversations and I guarantee you’ll get new business in return.
10. Offer free samples: Not just products but ideas too! This is a variation on being generous, but with something specific and tangible to carry even more value.
11. Write more letters: Not just thank you notes. Say congratulations via a letter. Clip out someone’s press mention and send them a copy. Little, even dumb, excuses to write a note. Use MailLift again if you have to, just make your messages stand out more.
12. Lead with problems you solve (NOT what you do): If someone in a networking situation asks you what you do, respond as if they asked you what you do to help your customers.
That’s a far better answer.
About the Author:
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.
Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.