The end result we want from networking is to grow our business. And also to help other people grow their businesses. The referral is how we start that growth.

Referrals are only the beginning. So, let's go back to the beginning. Actually, before the beginning.

1. You identify who you want to become your customer.

Who's your best customer? Wouldn't it be great to replicate them? All you have to do is ask to meet people just like them. What about them makes them a good customer? It might be the industry they're in. There are probably similar industries to explore.

2. You ask to meet them in your 30-second commercial.

Tell your networking group EXACTLY who you want to meet. Be specific in your request. If you ask to meet someone I know, then I can actually introduce you to them.

3. Other networkers give you names and introduce you to the referral.

Manage the introduction. Don't just call someone whose name and number you were given. That's practically a cold call. We network so we don't have to make cold calls.

Send an email to the referrer with your information and your 30-second commercial. Ask the referrer to forward the email and copy you. Have them tell the referral to expect your call.

Now it's not a cold call. It's a warm introduction from a mutual friend or associate.

4. You visit with the referral to decide if they are a prospect.

Once you're introduced to the referral, it's up to the two of you (y'all) to decide if they are a potential customer.

Are they a hot prospect? They are if they have a need right now. Especially if they know they have the need.

Or are they a warm prospect? They are if you can identify a pain point that you can relieve.

Or maybe they're a cold prospect. They will have a need for your services and you can keep them in your pipeline.

They also might not be a prospect. That's okay, too. It's a numbers game. The more referrals you get, the more people you meet, the more that can become prospects. But they won't all be potential customers. But you've added to the network of people you can refer to and be referred by.

5. Use your sales skills to turn the prospect into a customer.

They also might not be a prospect. That's okay, too. It's a numbers game. The more referrals you get, the more people you meet, the more that can become prospects. But they won't all be potential customers. But you've added to the network of people you can refer to and be referred by.

Now it's also up to both of y'all to decide if they will become a customer.

So, ask for the referral you want to meet, so you can be introduced to them, you can determine if they're a prospect, and close the deal to make them your next customer.

If you ask for what you want, you just might get it!

At Klein Creative Advertising, we create advertising that has a positive impact on the bottom line. Meet with us today to talk about how we can help you create ads that resonate with your target prospects to turn them into customers.

Call Today! (972) 994-9793

(How's that for asking?)

Thanks,
Jeff

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