When is the Timing Right to Give an Outside Lead?

Here’s an important question that referral leads group members should ask of one another. When is the timing right to give an outside lead? Put another way, when is the timing right for referring someone outside of your group to another member? Right now, or yesterday are the obvious answers.

Owning a Prospect’s Trust

Building relationships old and new will help you give (and receive) outside leads | People hanging out in grassThe fact is, we can’t refer someone as an outside lead without owning that person’s trust, especially if you’re referring them to someone who provides a big ticket product or service. If you’re referring to someone in financial services or say a business coach, you really need the prospect’s trust. You also need a certain level of own credibility, and a reputation for surrounding yourself with exceptional people–people who deliver crazy amounts of value.

Do you deliver crazy amounts of value?

Do you provide the kind of value and expertise that earns the trust of your clients? If not, you have a big fat obstacle on your hands; but let’s assume for the sake of argument, that you have a reputation that screams trust, credibility, and value bombs. In this case, you have the trust of your clients and prospects. You’re good to go, right? Maybe.

Placing trust in your referral partner

Asking good questions and really listening will help build strong relationships, and might even produce an outside lead | People hanging in cafe, a view from oustide windowHere’s another important question referral leads group members should ask of one another. Do I trust my referral partners?

In order to refer one of your group member referral partners, you need to trust that they can and will deliver value at the highest level. Well do you trust your referral partners? If the answer is anything but yes, the next question is why not? Here’s a possibility. You haven’t taken the time to really know them and their business. Your weekly meetings and recurring/rotating 1-on-1s are instruments for deepening partner relationships and trust. Leverage them.

If you have any concerns with any of your partners, it’s time to have some honest and open discussion. By doing so, you’ll help your member partner and you’ll help your group. Or you could just never refer them and hope that they eventually go away, but I would encourage discourse. Open and honest discussion provides the best chance for you and your partner(s) to overcome situations where trust and confidence are lacking.

The Opportune Time to Give an Outside Lead

The opportune time to give an outside lead will present itself if you’re listening to your prospects–really listening. You can improve your chances of finding these opportune moments by asking better questions. Better questions are those that give you insight into a prospect’s business. If you’re really good at asking questions, you’ll also get insights into your prospects personal life, what keeps them up at night, and why the do what they do. You might even get them asking you questions about your business, your personal life, and your why. The aforementioned trust is all about relationships. You already have some of those relationships. You also have opportunities to improve existing relationship, and to develop new ones. The simple truth where creating and nurturing relationships is concerned, is that you need to be seen and heard in order do create and nurture them. You need to regularly meet with people, with new people. You need to meet with friends, old friends, new friends and friends you’ve not yet made. Go to networking events. Host networking events. Join groups. Volunteer. Schmooze a little, and remember to listen.

September Networking Events

Partner4Leads Activity FeedThe month of September is filled with some unique event happenings, as well as the usual event activity at Partner4Leads. We have new group kickoff events in San Francisco, Sunnyvale and Sandy, Utah, and a happy hour mixer event in Santa Rosa, CA. For more info about these various events, see our Eventbrite listings.

Sunnyvale Success Partners Kickoff Event
Fog City Business Group Kickoff Event
Referral Business Now Kickoff Event
Happy Hour for the North Bay Masses

 

Why Inviting Guests is So Important!

When we look at referral groups we frequently find the most successful groups and members in groups tend to be those that put a real emphasis on inviting guests to meetings. Learn the 4 key reasons why it’s in YOUR interest to look to invite guests to your referral group meetings on a regular basis…

Great Ways to Find Your Ideal Referral Partners

(Article) To build a powerful, active, professional referral network you have to connect with your ideal referral partners. How do find those professionals? Discover a few simple sources to find your best referral partners…

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Getting the Most Out of Linkedin

(Article & Video): See what happens when some people join Linkedin and discover things you can do to get the most out of Linkedin.

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How to Get the Most Out of a Referral Group

Magnifying glass over pages (Article) Marketing & Referral Groups have been around for almost 3 decades.  Their purpose and objective is simple — create a local business community where members actively work to get to know and support one another through referral. But, to get the most out of a referral group you have to follow a few simple guidelines…

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How to Uncover Referral Opportunities & Ask Someone if They Need a Referral

(Article) Not sure how to generate referrals for others or uncover referral opportunities for your referral partners. Explore some of the core principles, best practices and techniques used by professional networkers to digg-up referral opportunities…



Understanding Who Your Ideal Referral Partners Are – Why It’s Important!

(Article) One of the keys to making a referral network pay dividends is to make sure you surround yourself with your “IDEAL” referral partners. Learn who those professionals are and why you want to make an extra effort to connect and invite those professionals to your network or group.



Four Steps to More Referral Business

(Article) In some industries referrals can account for as much as 90% of business. And for many professionals referrals are the primary source of new business. So, how do you create a true referral network that generates maximum referral business? Follow four simple steps…

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How to Work a Room “Making the Most of Networking Events”

(Article) Networking events can be a great source for referral partners and introductions to new clients, but what you get out of an event depends on understanding how to work an event. Follow these proven guidelines to make the most of networking events you attend.


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