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.