Mid-Season Wrap - Steve Sweeney

Steve Sweeney - The Referral Guy
S4 Episode 7

Episode Title – Mid-Season Wrap
This show is an amalgamation of the season so far. It will review the major points all referral marketers should know and practice to grow their networks and attract referrals.

Show Objectives
To reinforce knowledge gained from previous shows this season covering... 

• Using Networking Functions to Attract Referrals
• Strategic Referral Team Advantages
• What Makes Referral Groups Work
• Making Referral Partner Meetings Work

Key Benefits

• Deeper understanding of the referral process and how to make it work for your business.
• Quick reference guide to the most important aspects of referral marketing covered so far.

What You Need to Know 
Using Networking Events

• Don’t sell yourself.
• Arrive early. Leave late. It’s a numbers game and time spent there is a number you’re in control of.
• Call the host first to find out what professions will be in the room. This way, you can decide if it’s worth going.
• Go in with a plan to meet 4-6 people.

Strategic Referral Team Advantages

• You’re not a member of a larger organisation.
• No membership fees.
• No requirement to bring visitors.
• No performance management of members.
• Training available on demand.
• Your team develops its own goals and standards.

What Makes Referral Groups Work?

• Ownership/control/leadership structure.
• Member retention rate.
• Training availability and quality
• Presentation quality.

Referral Partner Meeting Questions & Etiquette

• What do you love most about it?
• Tell me a business achievement you’re proud of…
• What’s your point of difference?
• What networks are you part of?
• How would you like me to describe you to others?
• What goals do you have for your business?
• Prepare for your meeting.
• Go in with a plan to reach a goal. 
• Be on time.
• Look professional.
• Build a library of Referral Partner documents.
• Plan to meet again.

What Your Need to Do

• Contact Steve at info@referralacademy.com.au to be certain you are across the nuances associated with each of these aspects.
• Listen to the podcast to cement your knowledge.
• Remember, repetition is one of the most effective teaching techniques.

Previous Show
Make Your Referral Partner Meetings Pay Off – Part 3
This show was a further edition about the questions to ask when conducting Referral Partner meetings and the etiquette of these meetings.

This episode delved into each of these to explain their importance and how you can decode the answers to achieve a greater understanding.

Be sure to listen to the podcast and make contact if you have any questions.

Next Show
Convert Referred Prospects into Clients
This show will advance your knowledge of the communication subtleties that create rapport quickly. Mastering even a few of these will produce better results when meeting with prospects.

Your Host and Resource
Hey, I’m Steve Sweeney… The Referral Guy.

Being a Specialist Referral Marketing Trainer provides me with wonderful opportunities to help business owners attract more business by referral. This is one of the most cost-effective methods of marketing as it relies 100% on the quality of relationships you have with people in your network. Once trained, your skills last a lifetime and continue to pay dividends.

The Australian Referral Training Academy (ARTA) exists to teach business owners and sales professionals the art and science of attracting referrals and helps them build their own Strategic Referral Teams (SRT)

Shoot me an email if you’d like to learn more info@referralacademy.com.au