Your Referral Business Hub

“Building your business is firstly about building your team around you”– Rose Gibbens NRG Director

Are you a Sole Trader or a Small Business Owner, but you do not have staff? How then can you build your business without taking on staff and extra debt you well may ask? Well lean in and listen carefully because I will share my secret with you……

The SECRET is in building your own Referral Business Hub. You may have never heard of this expression, or you may not know what it actually means, well then let me explain this concept to you.

I first learnt of building a Referral Business Hub when I was Brisbane South’s Regional Manager for Mr Lindsay Adams from The Referral Institute as I was doing my training course to become an accredit trainer with The Referral Institute four years ago. This made so much sense to me at that time, I immediately implemented this into my business from that day forward.

Step 1 You select Four business people that share the same or similar client base to you, that you know and trust and that have high integrity in business.

Step 2 You then set up a Coffee Meeting with them and discuss the concept of having them as your Referral Partner(someone who you can send quality clients to) and building a strong business relationship with.

Step 3 You sit down and interview each other and write down the following: What services or products do you each offer? Who is your ideal client? What services or products do the clients require? What words or phrases do they say that would indicate that they may need your Referral Partners services? How do I best introduce my client to my Referral Partner? What other businesses do our clients see before and after us?

Step 4 You agree to meet for a Coffee Meeting monthly to grow the relationship and to keep in touch with each other. To look at different ways to bring a new connection or client to each other at this meeting. To ensure that you will pre-qualify the client prior to sending through a referral, so that the client knows that your Referral Partner will be calling them to chat and help them.

Step 5 You just Do It!! Go through your data base of good clients and look for the people that are ‘a good fit’ for your Referral Partner and put them in touch with each other. The most effective way is to set up a Three Way Coffee Meeting and introduce them to each other. The success rate in doing this is about 90% to a closed sale. You will find by implementing this into your business, you will soon feel confident to refer your Gold Clients to one another. This is when second tier referrals begin to happen. Your referred clients, then refer their best clients….

Step 6 You then repeat this process three more times to establish YOUR Business Referral Hub. If you have Four Referral Partners that you spend quality time with each month and you regularly send qualified referrals to, you will be amazed how quickly this will help you build a strong base of Referred Clients to you.
Remember-The best clients are Referred Clients.

Step 7 You may be asking will this work for my business? Well the answer in my opinion is Yes, it will. You just need to sit down and think, who sees my clients before and after me. Usually these will be the best Referral Partners for your Referral Business Hub.

If you would like to know more about how to build your Referral Business Hub, then come along to one of my five Networkers Referral Groups for ‘A Two Week Free Visit’ as my guest. Call Rose Gibbens (Director) on 0478 201 866
Website: www.nrggroups.com.au and go to Weekly Meetings tab to find a NRG close to you.

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Networking and Nurturing = New Clients

“Nurturing takes place before harvesting”… Rose Gibbens

Networking is one of the very first steps in obtaining new clients. Learning how to network effectively is the key to building a strong base of referred clients. Networking is a step by step process of building trust and confidence in you as a person. Your clients need to trust you and what you say. This is done by using ‘Touch Points’ to build credibility with your prospective clients before they then become your clients. Each time you interact with  your prospective clients you build trust with them. It will often take 6-8 ‘Touch Points’ before a prospective clients will trust you and what you are saying to want to do business with you.

Being a Passionate Networker I have grown my business in this way. These are the steps that I have followed in growing my network of members and strategic alliance partnerships. The ‘Touch Points’ that I often use to build a strong relationship of trust are as follows:

  1. Meet at a networking event
  2. Go online and look up their details on Google Search, LinkedIn and Facebook to find out more about their business, to give you background information about them and their business before your meeting
  3. Follow up the following day with an email inviting the prospective client to have a Coffee Meeting
  4. Meet with them to get to know one another and build trust at a Coffee Meeting
  5. Send them a LinkedIn and Facebook invitation to connect with you and start interacting via social media
  6.  Send a thank you note in the mail thanking them for the meeting and outlining what was discussed
  7. Call and set up a second appointment to specifically discuss how you can assist them
  8. At the second appointment it is now the time to look at how you can now do business with each other

Trust and respect has now been built and you will find that your prospective client will now be very open to becoming a client who wants to do business with you. It is a much slower process than the ‘hard sell’ but it will build you long term clients that will seek you out as a trusted business associate.

Your harvest will be a strong base of referred clients that speak well of you to their own business associates.

Rose Gibbens-Director Networkers Referral Group

Website: www.nrggroups.com.au