Wouldn’t it be great if all your team members enthusiastically generated referrals? Well, there are a couple steps to help make that happen.
- Reward your team members for introducing new clients. People respond better to an incentive, so make your team aware of what they can expect if they generate more business for you. The team should know that the level of the reward will depend on the value of the new business. A client worth $20,000 should generate them a greater reward than a client worth $1,000.
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- Explain to your team members the characteristics of your ideal client. Many of your team would have no idea who you’d like to have as a client and, as a consequence, they’re not game to recommend their families, friends or acquaintances. They’re not quite sure whether you would welcome those people and, rather than embarrass you, they’ll let these potential clients go to your competitors. So outline the key features of the new prospects you are interested in pursuing and then tell them their friends and relatives are welcome if they fit in with that definition. You’ll be amazed how many people your staff know and can introduce.
- Make your team aware of what is unique, special and different about your organisation— how you stand out from your competitors, offer a better service, a wider range of ideas and so on— so they can tell other people. There’s nothing wrong with instilling a bit of company pride. If somebody works for you, they should be thinking they work for the best people in town. Generate some major team spirit by holding a ‘boast session’ at your team meetings from time to time. Get the team together and talk about some of the latest achievements. Make sure each team member talks about one or two successes they’ve had so everybody understands they’re part of a very successful team.
It’s comparatively easy to get your team to generate more business. Give them the incentive and the system to make it happen. It really is amazing! When you have the right system and you generously reward team members for the introductions you’ll have virtually an endless stream of new clients.
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