"Referrals" + Social Media = $

The best part of waking up is Referrals in your cup!  I can't think of a more powerful selling tool.

Fact or Foe: People would rather do business with people they know--or know of--than with strangers. When you're introduced to a prospect through a personal recommendation, that prospect has a vastly higher comfort level than, let’s say, a potential prospect you find through cold calling. After all, few things are more reassuring than a positive endorsement from someone you know and trust. 

So why is it that, while we all long for referrals, yet we don't pursue them as much as possible? I think it is because relationships aid in the development of good referrals.  If you lack integrity, trust, drive, or even motivation, why would somebody give you a recommendation…I wouldn’t.  Referrals are like a badge of honor, they represent something, something that stands for a code, ethics, brands, etc.  Without them you are dead in the water!

Imagine your business as an infinite web of relationships. Each of your business contacts has the potential to connect you to a gateway of other contacts. The relationships are out there, but they'll likely remain out of reach unless you actively pursue them, but yield some strategy. It may never occur to your current contacts to broker an introduction. It's up to you to put the idea in their heads.

Don't feel uncomfortable about asking for referrals because it is a sign of strength and a willingness to help others. People won't give you referrals unless you deserve them. In fact, getting a referral is the highest compliment you can receive. Again, it’s similar to a brand…you I mean.

I know one entrepreneur who built a successful business almost solely on referrals. How could that be possible you might be asking? From the moment of time that he was an eager young sales apprentice, his manager mentored him well. Every time he glanced at his cell phone, which occurred every few minutes, it meant it was time to ask for a referral. Eventually, it became second nature.

Below are tactics or positioning statements you can use to help drive a referral base:

• "When I do a great job for you--which I will--you agree to give me “x” number of referrals."
   
• "I'm so pleased you're happy with my work. Do you know anyone else who can benefit from my services?"
   
• “I know our meeting is over, which I must say I am very pleased and by the look on your face you are too, however, as you can see I thrive on helping others, who have you spoken to that may need my services?”

Below are strategies to keep you on point:
 

• Set a weekly goal for yourself. Keep track of the number of referrals you ask for each day. You don't need to limit your requests to clients; you can also ask business associates, acquaintances and prospects.
   
• Make the most of every networking opportunity. Step out of your comfort zone at networking events and set a goal to talk to at least three new people. Plan in advance what you might say. We're all drawn to interesting, enthusiastic people.
   
• Always be specific when asking for a referral. Looking for high net worth individuals? Say so. Interested in midsize companies? Let them know. If you don't tell your contacts who your target customer is, you'll waste time pursuing leads you can't use.

Below are examples of how to ask for referrals in Social Media:

• Facebook/Google+: The Facebook/Google+ message should sound like your advocates are speaking to their friends directly. It’s the advocate’s rationale on why they are personally sharing the offer with their close network of friends. Using an @Brand within the Facebook share message will also help with SEO initiatives
   

• Twitter: The Twitter message is more of a message to the world at large—people you don’t necessarily know. It should be less personalized, condensed, quick and to the point. The message can be no more than 140 characters in length, including the URL. It’s also beneficial to use an @TwitterHandle and the name of the brand within the post to increase SEO and social tracking value, as well as a hashtag (#) attributed to the social referral program
   
• LinkedIn: Ask for your connections to give you recommendations or endorse your skills set.  Don’t be generic.  Guide them to the information that you want them to disclose about you.  This is a strategy and a smart tactic.

“Do to others as you would have them do to you” …give them generously yourself. Whenever you have the opportunity to refer an associate or bring two contacts together, do so. And when you're attending the aforementioned networking event, make a point of introducing people to one another. Most people will appreciate the referral, and it may inspire them to respond in kind.

One last thought: Always thank someone who has given you a referral. Send them a note, keep them informed of your progress and remind them how valuable they are in your connected relationship with them.

So, stop reading this and start asking for referrals…I could be the first you ask one from.  Just post a comment or sending me an email @ travis.rothstein@gmail.com.