In our previous blog we discussed the three types of network in your Support, Information and Referral Networks. How did you get on with identifying your people in each? If you didn’t get a chance to do this then read through the previous blog here and remember to take action – Your People – Part 1.
In this article I want to discuss with you the next stage of building Your People and your team around you. Some of these people will of course be the same people you consider from your information, support and referral sources. However, some may be entirely new categories of people and may surprise you.
If you can run a business entirely on the sales you make through referrals you will be the envy of all business owners. Good business professionals who know and cultivate their most likely referral sources will get the largest number of high quality referrals and the more referrals they get, the more revenue they generate in the long run.
Sounds good to me. What about to you?
Your referral sources, contact sphere, power teams and referral partners give you the support and the strength to build a great business.
So, who are these people and how do we categorise them. To some of you the terminology mentioned above will be familiar but to others it may be new. In the interest of clarification let me confirm what each one means to me and how they are classified for Referral Marketing Strategies through Asentiv and our training:
Contact Sphere definition:
“A group of business or professions that complement rather than compete with your business”
Power Team definition:
“The people with whom you have a credible relationship and are in your contact sphere and you are actively engaging in a referral relationship.”
Referral Partners definition:
“Referral partners provide consistent, proactive and reciprocal referrals to each other”
I love working with my clients on this process and taking them through the stage of identifying who they already know and who might be missing from their networks. There are a lot of light-bulb and “A-Ha” moments and from here we can build a solid foundation for their referral strategy and helping them to create an amazing business.
Get in touch on firstname.lastname@example.org or give me a call on the office number to discuss how you are doing and if you would like to understand more. I am always happy to have a conversation around this topic.