A fully functioning referral marketing system includes each of the following components.

1) A clear definition of WHO makes a good referral

2) A clear definition of WHEN you are going to ask for referrals

3) A clear definition of HOW your referral sources should recommend you

4) A clear definition of WHAT you are going to do with that referral

5) A clear definition of WHY your referral source will recommend you

6) A clear definition of a PROCESS to turn each referral into a client

Seems like a lot? Not really when you have the short cut guide called Referral Flood.

Next installment of this course includes my personal favorite referral marketing system!

Now, don’t downplay this strategy because at first it seems too simple. What I’m presenting in this lesson is probably a bit more advanced than it appears at first glance, so stick with this one.

There are many variations on this referral strategy. You can make donations to a designated charity in your referral source’s name. You can allow your referral sources to designate a charity of their choice. If you have a product or service the non-profit agency uses or buys, you can donate that.

Do you want to know a really powerful way to land a big fish of a client? Pick out one particularly influential prospect, one big fish you really want to do business with. Find out if he or she has a favorite cause or charity.

My experience tells me they usually do. Next step is to present some form of referral proposal that involves that charity. Simply go to them and suggest that if they would endorse or promote your service a portion of the proceeds would go to their charity - in their name.

One of the hidden powers behind this strategy is that the non-profit agencies can become strong referral partners. If they benefit from referring clients, then they may be highly motivated to provide referrals. In many cases, non-profit agencies have loyal donors, board members, community activists and volunteers who would be happy to do business with a firm that was providing funding for the non-profit agency through a referral marketing program.

Here’s a great strategy for just such a situation.

1) Join an important trade, business or industry group that contains a high number of your target market.

2) Seek out one or two influential members of that group (board members are good candidates)

3) Go to those influencers and make this proposal - “I will (provide the product or service that your company does) for full test drive.  All I ask in return is that, if you as pleased as we know you will be, you agree to send a letter to the organization endorsing our service.”

I guess it goes without saying that if you can strike this deal, you better deliver the goods for your test case, but if you do…watch out for a flood of business.

The key here is that you get an influential member of a target group to endorse your product or service. Try to get them to send the letter on their own company stationary and even enclose some sort of literature or call to action from you.

If they have a store, office, or sales people in the field, see if they will agree to distribute some of your marketing materials through that way.

There are two pretty good rules to remember when looking for ways to get more referrals.

1) It never hurts to ask

2) Creativity wins every time.

Finally, I want to challenge you. One of the things I have learned working with hundreds of small business owners over the years is that they are great at signing up for a course, reading a book or attending a seminar…but they are not always the best at taking what they learn and acting upon it. Read, listen, learn… then TAKE ACTION and implement!