Referrals – grow your Social/Direct selling business fast!
I have recently been asked whether an incentive is needed to ‘gain referrals’ or whether ‘the right phrase’ is all that is needed.
I believe a bit of both goes a long way. We forget just how often we refer our friends, family, work colleagues and others, to go and see a film, check out a new shop that is opening, to watch the John Lewis Christmas advert etc. just by casually mentioning it. Referring people is actually second nature to us humans. In our dynamic, but often less well-known, ‘Social/Direct Selling Industry’ your business opportunity, and recommending products, needs to be something that you personally refer to others, In addition you can also ask others for referrals – do you? If not, read on!
It is 9 November today – many people have just started their Christmas shopping. Lots more haven’t – but are probably thinking, ‘Oh my word, where do I begin and how much extra money do I need to budget for this year?’ This is where you come in. You can help by offering these people the chance to come on board for ‘Cash for Christmas’ – if someone were to join your team this week they could still earn from ten presentations (two a week for the next five weeks) so at an average of just £50 earnings from one presentation that gives them £500 for Christmas. By the way – you don’t know WHO needs extra money so you need to simply offer your business opportunity to everyone!
You need to do three simple things:
1. Make phone calls to everyone on your contact list – have a couple of hours blitzing it but make sure you are in a positive mood and enthusiastic as this transmits over the phone.
2. When you meet people and strike up a conversation ask, ‘Have you begun Christmas shopping yet?’ then, as the conversation progresses ask, ‘Who do you know that might need extra money this Christmas?’ (then get the telephone number of those mentioned …if you cannot get the number ask the person with whom you are chatting to pass your details on, and offer them ‘a little something’ if their friend joins your business for Cash for Christmas).
3. Use social media (Facebook, Twitter, Linked-in etc) to promote both the chance to earn ‘Cash for Christmas’ and a ‘Time-Smart Shopping Experience – in the comfort of your home or place or work’ – just once a week place some information on at least three S.M platforms (Weds/Thurs/Fri mornings work very well). Do not use S.M excessively as it really does turn people off!!! (See my book for practical information on using S.M)
Did you note the key words in the phrase I use when asking for referrals? ‘Who do you know?’…not ‘Do you know anyone?’
When chatting to past customers, family, friends, your hairdresser, chiropractor, gym receptionist, pilates teacher (get the picture), ask for referrals and offer a small incentive. It can be a beautifully wrapped box of chocolates or bottle of fizz, or even a percentage off the cost of one of your products that they would love to own. We all like to receive a gift and you don’t need to spend a fortune – it is not a bribe! It is just a ‘Thank you’.
If you have just finished an ‘interview/coffee and chat’ with someone who has decided not to join your team, or are setting up a display in a home or business with the host/organiser helping you, ask them, ‘Can you jot down the names of a couple of people who are a little bit like you?’ Pop out of the room (to the bathroom or to grab something from your car whilst you leave them to do so). When you come back simply say, ‘I find people like you make fabulous Social Sellers. If I contact these two people, and either was to join my team or host a presentation, I will get you a little Thank-you gift, how does that sound?’ Whether they say, ‘Great’, or ‘Let me speak to them first’ that’s fine. Two referrals from one person will certainly grow your team!
Warm wishes
Leigh