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Wednesday, November 24, 2010

DAVE CLARKE: Get More Referrals by Using a System

by Dave Clarke

Last month I was with a group of Professionals and Small Business Owners in Birmingham learning more about Referral Marketing at the Referral Institute's UK & Ireland Conference. The theme of the day was about how you can dramatically increase your referred revenue. First by understanding the different sources of referral and then by adopting a system for your referral marketing.

The conference was hosted by Peter Sylvester and speakers included UK based Referral Institute experts Sarah Owen, Jill Green, Carmen Parkinson and Allison Timmins. They were joined by Brian Moore from Referral Institute Ireland.

The final topic of the day was from US based Trey McAlister. His talk was all about understanding 'Contact Sphere Professionals'. These people are in a position to regularly refer each other.

It is worth spending some time identifying this group for your business. Who else is often needed when you do business? What opportunities do you uncover as you go about your work? What other opportunities could you uncover as you go about your work?

This process of identifying them also gives you an idea of the opportunities you have for referring and building your inner network. As you do this for them you are demonstrating how they can do the same for you and others. You are advocating them and providing the motivation for them to do it for you.

You really can get all the business you need through a close knit group of like minded business owners like this. That is, provided you are all committed to the success of each other and are all in a position to regularly provide opportunities to each other. You need to meet regularly to strengthen your relationships and exchange opportunities. Why not find a convenient networking group inwhich you can do this?

You are also adding value to your client relationships by showing them you have their success at heart and not just your own.

Until next time...

Good Networking!
Dave Clarke
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The Emergence of The Relationship Economy
The Emergence of the Relationship Economy features TNNWC Founder, Adam J. Kovitz as a contributing author and contains some of his early work on The Laws of Relationship Capital. The book is available in hardcopy and e-book formats. With a forward written by Doc Searls (of Cluetrain Manifesto fame), it is considered a "must read" for anyone responsible for the strategic direction of their business. If you would like to purchase your own copy, please click the image above.


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