• A menacing Colt 45 the father leaves by the entrance doorway… his daughter’s prom date sees it and gulps on the way out…
• The “I Love You” card the wife hides in the husband’s suitcase for his business trip…
• The endless cheap Schwag gifts handed out at the Channel Trade Shows.
All effective strategies to have someone’s face pop up instantly in the heads of their prospects when the anticipated opportunity presents itself.
We all do it when something REALLY BIG is on the line. So why don’t we do it in our referral strategy. Because without step #2, telecom agents will get no referrals. We first talked about the psychology required to get referrals for a telecom agency here, and then discussed the 1st Step in ORCHESTRATING Telecom Agent referrals.
The first step is that the referrer must recognize that there is a conversation taking place that could involve your telecom services.
The second step is subtle, but incredibly important.
Step #2: The potential referrer must think of you in the conversation.
So what’s the best way to make sure the potential referrer thinks of you when they’re in a specific conversation? Tell them, of course! You’ve already taken the time to uncover what conversations the prospect could be having that they could introduce you into.
So next you can send them a customized email to each specific type of referrer, asking them to keep you in their minds when they are having specific conversations. You can include instructions in your monthly newsletter to your clients or even discuss with them over the phone.
As an example, this was the old way of doing Step #2 to get referrals:
You: “Please think of me if you talk to anyone who needs telecom services”
Here’s the New Way of Orchestrating Referrals:
You: Next time you’re at your Vistage CEO roundtable event, and someone is talking about expanding business locations, tell them you are going to call me or text me and I will [XYZ]. Then call me or text me”.
Can you see the difference in the 2 methods. One uses a laser and one uses a flashlight. And we all know which form of light is more powerful.
This is not rocket science. But most successful business principles aren’t. Simply plant the seed for the client to think of you when in the specific situations that you’ve already foreseen them being in. Then you’ll leave them with Step #3, which I'll discuss next week. Step 3 is by far the most important, and most overlooked step in the process. Step three is the proverbial grease for the slide that ties everything together when it comes to gathering more referrals for your telecom agency.
Do you have any tips for getting more referrals for you telecom agency? Please share below in the comments section. Or learn about The Third Step in orchestrating referrals here.