The following excerpt is from Ivan Misner, Ph.D. and Brian Hilliard’s book Networking Like a Pro. Buy it now from Amazon | Barnes & Noble | iTunes | IndieBound
Has anyone ever said to you, “If there’s anything I can do to help you with your business, let me know”?
And was your response, “Thank you. Now that you mention it, there are a few things I need” or did you say, “Well, thanks, I’ll let you know”?
If you’re like most of us, you aren’t prepared to accept help at the moment it’s offered. Before you can do so, you have to make the connection between specific items or services you need and the people who can supply them.
Systematic referral marketing helps you do that by determining, as precisely as possible, the types of help you want and need. Some are simple, cheap and quick; others are complex, costly and time-consuming. Here are some examples of the ways others can promote you and your business.
1. Display or distribute your literature and products. Your sources can exhibit your marketing materials and products in their offices or homes. If these items are displayed well, such as on a counter or a bulletin board, visitors will ask questions about them or read the information. Some may take your promotional materials and display them in other places, increasing your visibility. A dry cleaner attaches a coupon from the hair salon next door to each plastic bag he uses to cover his customers’ clothing; a grocery store includes other businesses’ marketing literature in or on its grocery bags or on the back of the printed receipt.
2. Make an announcement. When attending meetings or speaking to groups, your sources can increase your visibility by announcing an event you’re involved in or a sale your business is conducting or by setting up exhibits of your products or services. They can also invite you to make an announcement yourself.
3. Invite you to attend events. Workshops and seminars are opportunities to increase your skills, knowledge, visibility and contacts. Members of personal or business groups you don’t belong to can invite you to their events and programs, which gives you an opportunity to meet prospective sources and clients. Even better, they could invite you to speak at their event, effectively positioning you as an expert in your field.
4. Endorse…
