Have you discovered that a client has used one of your competitors? Can you be sure that your sales pros are generating all the referrals they could? Maybe they could use a Referral Activator! Pass on these rules to help them develop this key networking tool:

KEEP IT SHORT.

No one’s going to remember a three-paragraph mission statement when a referral opportunity pops up. You need a short Referral Activator – generally just a few words or a phrase. Background Investigator Darrel Israel’s Referral Activator is simply, “I get the facts.” During a conversation about prospective employees it’s easy to bring Darrell into the conversation by saying “Call Darrell. He’ll get the facts.”

KEEP IT POSITIVE.

This isn’t the time for self-deprecating humor or sarcasm. To offer referrals, people must have confidence in your competence.

USE IT EVERYWHERE, ALL THE TIME.

Frequency and repetition are key. Where can you use a Referral Activator? On your fax cover sheet, in your email signature, in your web profile, in your voice mail message.

Cindy Miller of Bedrock Concepts “rocks the web.” How do I know? A friend of hers told me while we were talking about web designers. That’s referral success!