Not getting the right kind of referrals is a common frustration for small business owners. In order to get the kind of referrals you want, you have to take the time to teach your referral sources how to spot your ideal prospect.
Even though people love to give referrals, it is still important to make it easy for them to do so. You wouldn’t send your paid sales force out into the world without the knowledge and tools to do their job, so why would you do that to your volunteer sales force?
Since most of the people you know are probably to busy to attend your 1/2 day seminar on how to work as a salesperson for no pay, you need an easier way to give them the information that they need to help you out.
Create a one page sheet that gives them all of the information they need to refer you properly. Having a written description of who makes an ideal prospect and how your referral system works is a powerful way to get more qualified leads.
It also is a great tool for introducing yourself to potential strategic partners.
Having this information in writing accomplishes several things. It is a more effective way to ask for referrals than the typical "do you know anyone that needs what I do?". Your services will be described in a more consistent manner by your referrers. It shows you are organized and professional.
So give your volunteer sales force the information they need and start receiving more qualified leads.
