One marketing method that is consistently underused is that of actively seeking referrals, and nowhere is this more apparent than at network meetings. After all, people can meet and get to know you in person in this environment. This builds trust, which is the foundation of any referral strategy. Yet so few people do it.
Here are 6 ways to use a referral marketing strategy more effectively in networking:
1. Go to the meeting with the aim of getting referrals, rather than sales. This will make the whole experience more interesting and fruitful. You may have no potential customers there – but everyone will know at least 1 or 2 potential customers that they can refer you to, given the right incentives.
2. Use your pitch to ask for referrals or set up joint ventures.
3. Offer any of the following incentives for anyone who recommends you: money back or cash, a percentage off your product or service, a free consultation (if appropriate) or free sample of what you offer.
4. If you offer a monetary incentive, take the actual amount in cash and hold it up during your pitch. The sight of a £50 note as you ask the question: “Anyone fancy this for 5 minutes work?” is certainly memorable!
5. Talk about people who’ve already recommended you, as well as statistics to prove you offer a great product or service. This will reassure people that they are not risking their reputation in referring you.
6. Make up, or have printed, some referral vouchers – this will stick better in people’s minds than your business card.
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