S6 E13 (The Referral Guy) End of Season Wrap - Steve Sweeney

The Referral Guy
S6 Episode 13
Episode Title – End of Season Wrap

​Introduction
This show is a highlights package of the season so far. From all the material covered, this show will review the four standout points all referral marketers should know and practice to grow their networks and attract referrals.

Of the dozens of topics and sub-topics covered, it is vital you master the four below to maximise your ROI. 

Show Objectives

To reinforce knowledge already transferred because repetition is one of the most powerful teaching tools.

We will rediscover the critical elements of – 

• Referral Planning Meetings
• Spicing Up Your Referral Meetings
• 10 Knock ‘Em Dead Networking Strategies
• Be the Go-To for Connections

S6 Episode 5 
Referral Planning Meetings

Referral Planning Meetings are conducted within Strategic Referral Teams. They are specially designed meetings enabling team members to educate other members in how each can assist the others. They may be both 1-2-1 and group meetings.

So let’s learn some valuable information that gives business owners the ability to better understand how Referral Planning Meetings can help generate more and better quality referrals. 

Members join Strategic Referral Teams (SRTs) because they want to attract more and better quality referrals. This requires organisation and accountability. Accordingly, these meetings are not member recruitment meetings for the parent networking organisation.

So, there are no visitors.

During their formation and under the guidance of their facilitator, members – 

• Develop their own agendas for their SRT
• Decide how frequently to meet and the duration of their meetings
• Create their own goals
• Create the KPIs that enable the goals to be met.

Then during normal meetings, members – 

• Educate each other on the types of referrals they are looking for
  • Battery Hen/Golden Egg/Goose
  • The industry sectors they’d like to work with
  • The nature of any particular businesses within the sectors
  • The position within the business they would prefer to be connected with
• Teach each other how they can assist other members in the week/fortnight/month ahead
• Plan networking events to attend
• Plan networking events to host as a group
• Plan their 1-2-1s for the next week/fortnight/month
• Use Referral Tools to generate referrals for each other
• Further develop their referral generation communication skills through training
• Discuss growth strategies if desired
• Give presentations on how they can help other members
• Present to the group on what they have done to achieve their KPIs
• Discuss member outcomes and work together to ensure all members are receiving sufficient referrals
• May seek guidance from their Facilitator on any issues, improvements, events, problems… you name it, your Facilitator is there for the SRT.

Listen in or download the podcast to learn more.

S6 Episode 9
4 ways to Spice Up Your Humdrum Referral Meeting

Within any given referral organisation, there are groups and there are groups. While there are similarities, no two are the same. Some are humming along with 40-50 members while others are floundering with 12-18 and delivering limited benefits to members. Some outliers have 70-80 members. Others are in single digits. 

The groups that are humming along are probably best left to follow the same agenda since it’s working for them. However, the groups that are floundering have often lost faith in the current agenda to deliver benefits and this significantly affects their outcomes. After all, belief in the system is a large part of what makes people follow the system and make no mistake… the agenda is a large part of the system!

So if you’re in a group that’s struggling, buck the trend and try something new. Here’s the thing… too many small groups slide to their doom by doing the same ole same ole and expecting a different result. 

Here are 4 sure-fire ways to create a vibe in the room to get your group back on track and producing results…

1. Speed Networking with Visitors
2. Training with Visitors
3. Referral Planning with Visitors
4. Goal Setting with Visitors

Before undertaking any of these, ensure your group is primed to invite. There are two approaches to make this happen with struggling groups. Each requires specialist training

Whatever you do, don’t put on yet another Visitor Day with the same ole same ole agenda in force that didn’t work last time!! DON’T PUT YOUR MEMBERS THROUGH THE PAIN OF DOING THAT AGAIN. This is often the trigger that quickly sees the decline of struggling groups as they believe nothing can save them.

There’s a better way. Contact me and let’s work on which of the two approaches you’d like for your group.

S6 Episode 8 
10 Knock ‘Em Dead Networking Strategies
Many business owners are intimidated by networking events because they feel out of their depth or that they are a waste of time.

This week’s show is all about giving you some tips and strategies to remove the insecurity and enable you to use your time wisely.

I’ve trained these strategies to hundreds of business owners and it’s like a weight has been lifted. They approach their next event with more confidence and a plan that produces results.

So listen in and learn some valuable information that gives business owners the confidence to attend networking events and obtain a result.

Here are 5 of the 10 tips mentioned in the show. To receive the remainder, email me at info@referralacademy.com.au

• Bring quality business cards
• Arrive Early, Leave Late
• Practice your USP before you go
• Make sure the event is right for you
• Leave any emotional baggage at home

These are the bare basics of networking. There are many more tips available specifically relating to networking to attract referrals. Contact me if you’d like to enroll in that course.

S6 Episode 10
Be the Go-To for Connections!
Many seasoned networkers understand the importance of being regarded as the Go-To in their field. But most have never considered the benefits of being considered the Go-To for Connections.

This show was dedicated to demonstrating the benefits of being considered the Go-To for Connections and the strategies to employ to give you this status. 

So… let’s show you how it’s done and why it’s important.

To be considered the Go-To for Connections, you need to be – 

• Accessible
• Approachable
• Connected
  • And understand the businesses of your connections 
• Helpful
• A problem solver
• Curious 
• Organised 
• A good listener  
• A trusted specialist in your field

But why does all this matter? 

Because Go-To’s for Connections are…

• Regarded as Business Leaders
• Invited to give presentations
• Constantly brought into contact with a stream of new people
• May follow these new people up and build relationships
• Referred and introduced into new networks

Sound attractive?

What You Need to Do
This episode scrapes the surface of these huge topics. To gain a deeper understanding so you’re able to maximize your ROI, contact Steve at info@referralacademy.com.au for further information.

Specific training is available for all topics mentioned in this show.
Whatever you do, don’t languish in a group that is not delivering the ROI you expect or keep trying to attract referral with techniques that aren’t working. Solutions are available so make contact and address these issues.

Previous Show
Season 6 Show 12 – Get Your Website Making Your Referrable
Chances are your website is the flagship of your business’s marketing effort. It’s the first of your marketing collateral prospects will see. 
What do they say about a first impression?

Too often, business owners work hard to attract referrals only to have the prospect check out their website prior to meeting them face-to-face and the website looks like a 9-year-old put it together. And in those moments when the prospect is checking out the website, their confidence in the referred supplier is dwindling.

This show will pass on 4 of the 6 simple steps all business owners can take to ensure their websites build on the confidence their Referral Partners have initiated. 

Let’s face it… all the hard work of your Referral Partner can be undone in a heartbeat if your website is below par.

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