I have been on great Team Women Road Trips, opening 8 new chapters in
As the economy tightens, people ask how Team Women is growing so quickly. My answer is as business becomes harder to find, savvy business women recognize the Team Women model works and are committing to growing their businesses while helping other women do likewise. And guess what? It works!
Highly qualified referrals are the most effective way to grow your business. When you have a team of women working as your business advocate and outside sales force, your business will grow. While we do not have a minimum number of referrals, we have a defined guideline as to what constitutes a “qualified referral.” As a result a very large percentage of the referrals received result in actual business (a.k.a. CASH) for our members.
In the December newsletter, I have created a theme and a focus for this coming year which is “Business is Great in 2008!” The goal is to educate and support our members in generating MORE “outside referrals” in their chapters. I am seeing how well we all support each others businesses. It is time to kick it up a notch and share our team members businesses with every one we see and talk to.
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“People who are cocky and arrogant say, ‘I know that’ and move along. People who are confident and positive ask themselves,’ How good am I at that?’ and seek to improve.”
~Jeffery Gitomer
In 2008, let’s all focus on improving the number of outside referrals we pass to our team members!
Keep Pushing Play,
Judi
www.teamwomen.com
www.in-homecoach.com
Referrals are great to give and to receive. Referrals are a way of others showing their trust and confidence in our business and the products and services we provide.
Referrals are very, very valuable in growing our business and as such need to be treated with the respect they deserve.
Yesterday, we talked about the different kinds of referrals, both inside and outside. Today, I want to share more about the Team Women Protocol for handling referrals.
Number one, referrals are always time sensitive. In the instant access we all have to the world, via the World Wide Web, there is not a shortage of other people doing what we do. Often times the reason we get the business is because we contact them about their needs FIRST. And have you noticed we have all become more “instant gratification” directed and when we want or need something we want it NOW?
When we find someone who is interested in the products or services of one our Team Members, we need to get that information to them as soon as possible. Once we have their permission to have our Team Member Contact them and all of their contact information, we want to call that member at our first opportunity. Notice I said call and not email them. While many of us check our email several thousand times a day, not everyone does. A call is always the best way. If you do not reach them, leave them a message with the info or telling them you will email them the details. That way, they know to check their email.
Go ahead and fill out the referral slip and take completed to the next meeting. Have it filled out before you get there and turn into the treasurer when you are signing in paying your chapter dues. Don’t wait until you get there to fill them out because you could forget and if you do during the meeting, you are not paying attention to whoever is speaking.
When I ask the question in meeting what feels better to get a referral or give a referral, giving always wins. Helping others achieve success and supporting people we believe in is very rewarding and why networking is so valuable.
When another member has taken the time to send you a referral it is important you show them gratitude and appreciation. How do we do this? Begin by thanking them when you receive the referral. This acknowledges you have the referral and will take action. The second step is to contact the referral ASAP. The other member has put their reputation and credibility on the line and it is important you honor and respect that.
When I was selling real estate and a former client would send me a referral, I would always tell the referral how important it was for me to do a great job. Not just for them, but also for the person who referred them to me. Remember you are representing the person who gave you the referral. If I send you a referral and you do not do a good job, they will never remember who you are; however their trust in me being able to provide qualified referrals could be seriously damaged and that hurts both of us.
Next give the other member a call or email to let them know you have connected with the person they referred to you. I know personally I do not relax until I know that contact has been made. And be sure to let the member know how the referral turns out when the business is concluded, regardless of what happened.
And finally, in the testimonial portion of your next meeting, publicly thank the member; express your appreciation and how the referral benefited you and your business. This has a synergistic effect on stimulating more referrals in your chapter and everyone loves recognition.
The portion of the meeting where referrals are handed out and testimonials are given is one of the most important parts of every TW meeting… Remember that is why we are there! Start referring and referring and referring and referring… Remember you can never out give the universe and the more you give the more you will get. That is just the way it works.
Cheers,
Judi