A business grows faster when you receive referrals. Creating a Dream Team of just five referral partners will grow your business faster than trying to find five new clients.
So what’s a Dream Team?
Dream Team (noun): A team of people perceived as the perfect combination for a particular purpose.
Here’s how to create your very own D.R.E.A.M. Team of 5 referral partners and grow your business way faster than if you were trying to get 5 new clients.
D. DECIDE which professions share or have a complementary target market to your own. Think Power Partners or Referral Partners. The idea is the folks in these professionals can refer to you when their clients need a product / service you offer that they don’t and vice versa. Think Graphic Designer and Printer… someone coming for graphic design work might not have chosen a printer yet and vice versa. It’ll be nice to be the vetted recommendation on someone else’s D.R.E.A.M Team and also have them to refer to should your clients need what they offer.
R. REQUEST introductions to people in the 5 professions you’ve identified and invite them to join you in exploring a referral partnership. Your phone call might sound something like this… “Hi Nancy, my name is Kevin. I’m a Graphic Designer in Denver looking to partner with a printer to share leads and referrals and Scott Doe highly recommended you. Are you open to exploring a referral partnership with me?”
E. EVALUATE their business model, services and target market for compatibility when you meet or talk. Do you offer something they don’t, yet their customers need? It’s highly likely a Massage Therapist will need to refer their clients to a Chiropractor on occasion and vice versa. There’s natural synergy between these two businesses and they’d do well being on each other’s D.R.E.A.M Team.
A. ARRANGE a referral partnership with at least 5 folks – one person from each of 5 different industries or 5 people in fewer industries. Our Massage Therapist might choose 3 in Chiropractic and 2 in Acupuncture. Be sure to educate and guide each D.R.E.A.M. Team Member as to who and how to refer to you. You’ll want to learn the same from them.
M. MONITOR the giving and taking and adjust accordingly. There’s nothing worse than giving referrals and never receiving anything in return and a smart business person knows they must eventually receive something in exchange for all their giving. But maybe they don’t know how to refer to you, they’re the wrong partner for you because their clients don’t need your service or they’ve forgotten all about you. Here are 4 things to consider when you give and give and receive nothing in return from a D.R.E.A.M. Team Member.
Creating a D.R.E.A.M. Team of just 5 referral partners, acting as your external sales force, will grow your business much more quickly than acquiring 5 new clients. Your D.R.E.A.M Team will refer far more than 5 clients to you over the course of your partnership.
What line of work are you in and which professions will you partner with to create your very own D.R.E.A.M. Team?
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