Ideal Referral Partner
A strong referral partnership with another professional is the fast track to getting more and better clients.
An Ideal Referral Partnership is a mutually beneficial relationship with a complimentary and non-competing professional or someone within your profession who has a complimentary specialty. An Ideal Referral Partner across professions could be a real estate broker and a mortgage broker or a financial advisor and an accountant. Within a profession, a corporate litigator and a corporate attorney could refer clients to one another or a therapist whose clients are adults could partner with a child psychologist. Your ideal referral partner shares a similar level of experience, expertise, reputation and success.
An Ideal Referral Partner must be motivated to build their business and to help you build yours. To identify an Ideal Referral Partner, think about who refers the most people to you, who works with or associates with your ideal clients and who you know who loves making connections. Based on this list, seek out a professional who would like to develop a mutually beneficial referral partnership with you.
According to Alan Weiss, author or “Million Dollar Consulting”, you only need three strong referral partners along with asking for referrals from clients to keep your pipeline full. Your job is to keep these three people happy and the number one way to do that is to refer business to them. There is nothing that makes a self-employed professional or business owner happier than a great referral. Take that happiness to the next level and recommend someone with the potential to be an additional referral partner.
Since the referral partnership is mutual you will be referring business to your partner as well. You need to know what they are looking for. See if you can get them to be as specific as possible. You each want to be referring to your sweet spots.
When you are making a referral or introduction it is very important to include a passionate testimonial. Share something positive about their personal character and professional expertise and encourage them to do the same when they are recommending you.
Next time: Ideal Referral Source
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MarGO!
Blog post written by Margo Geller and Debra Livingston
