Secrets to Getting Referrals(獲得推薦人的秘訣)
獲得推薦人的秘訣
交流群組絕對可以幫助企業產生推薦人。在參加與轉介相關的人脈團體時，請記住，你的努力不應該集中在試圖 "完成銷售 "上。如果你想從你的人際關係小組成員中獲得業務，那麼就應該向這些人介紹你的業務的一些具體情況，以及為了有效地引薦你，需要尋找什麼。以下是一些在你的人脈群裡教育人脈群裡的人時要考慮的獲得引薦的秘訣：
培訓你的銷售團隊
只有當別人在時間允許的情況下，對你和你的業務有盡可能多的了解，才能通過推薦人。沒有人指望一個介紹小組的成員能成為所有成員的實際銷售人員；但是，如果你想獲得推薦人，其他成員確實需要接受培訓。因此，你的介紹方式會在很大程度上影響你從其他網絡群成員那裡獲得引薦的結果。
不要以偏概全
在我經營商業介紹機構的20年中，我在商業交流活動中聽到過成百上千次的介紹。很多人在概述他們想要什麼類型的介紹人時，都會用 "任何人"某人 "或 "大家 "來形容。我不建議你這樣做。還有一點很重要，如果你所在的小組每週都要開一次會，那麼你的演講內容每次都要集中在不同的內容上，這樣才能把教育的過程延續下去。
攜帶支援材料
有一些視覺上的東西供成員觀看或離開時使用。在當天的會議結束後，你的機會會在他們的腦海中停留很長時間。一張關於產品銷售的宣傳單或貴公司的通訊都是不錯的選擇。您也可以帶一些您的商店或營業場所的產品樣品。
將你的業務分解成關鍵詞
在介紹自己的時候，把你的業務分解成關鍵詞。每個星期只關注你的業務的一個方面。換句話說，把你的業務分解成非常小的部分。別人會用什麼詞來作為關於你的行業的搜索詞？這些就是你的關鍵詞。你可能會想用廣泛的方法，把你的業務涵蓋的所有領域都列出來。相反，如果你在每次會議上解釋你的業務的一個方面，你的同伴會更多地了解你。
如果你想從你的網絡推廣工作中獲得推薦人，記得培訓你的銷售人員，並為他們提供所需的支援材料，讓他們根據你的關鍵詞找到其他人搜索你。很有可能，你會看到你的結果有明顯的差異。
Secrets to Getting Referrals
Networking groups can definitely help businesses generate referrals. When attending referral-related networking groups, remember that your efforts should not focus on trying to “close a sale. If you want to get business from the fellow members of your networking group, educate these people about some of the specifics of your business and what to look for in order to refer you effectively. Here are some secrets to getting referrals to consider for educating people in your networking groups:
Train your Sales Force
The only way people can pass referrals is if they know as much about your business and you as time allows. No one expects a referral group’s member to be an actual salesperson for all the members; but, if you want referrals, the other members do need to be trained. Thus, the way your introductions are done can substantially impact your results in generating referrals from other networking group members.
Do not generalize
I have heard hundreds of thousands of introductions at business networking events in my 20 years of running a business referral organization. Many people, when outlining what type of referrals they want, use the words “anyone,” “someone” or “everyone.” I don’t recommend it. It is also important to remember that if you are in a group that meets weekly, your presentation should focus on something different each time in order to continue the educational process.
Bring support materials
Have something visual for members to view or leave with. Your chances of staying in their minds long after the day’s meeting are increased. A flier about a product sale or a newsletter from your company are good items to bring. You might also bring samples of an item you carry in your store or place of business.
Break your business down into keywords
When introducing yourself, break your business down into keywords. Each week you focus on simply one aspect of your business. In other words, break your business down into very small pieces. What are the words others will use as search terms about your industry? These are your keywords. You may be tempted to use broad approach-listing all the areas your business covers. Instead, consider that your fellow networkers will learn more about you if you explain one aspect of your business weekly at each meeting.
If you want to get referrals from your networking efforts, remember to train your sales force and provide them the support material they will need to find others searching for you based on your keywords. Chances are, you’ll see a noticeable difference in your results.
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