Whether you are a service-based business or not, you could always use more word-of-mouth referrals from your network. Using paid advertisement can be a great way to grow your brand, but there’s really nothing like having your name tagged in various groups, posts, and communities and having the high-level business partners message you with, “I’ve got another client for you”.
Please keep in mind, I run my marketing business as a mother of two, changing diapers in-between breaks while writing my blogs on a Sunday afternoon. That’s my reality and the reality of so many other entrepreneurs who are working hard to build their businesses. I’m 40, have a full-time corporate job, and on any given day I use my lunch breaks for client consultation calls. When I am done with my workday, I’m interviewing industry experts via Facebook Live or recording an interview for my podcast. I’m sharing all of this up-front because getting business referrals doesn’t just come easily. I show up on days that I don’t want to, because I know I’m building real connections with real people who need my help.
These “6 Ways to Get More Business From Your Network” are actually quite simple. They require you to have a mindset shift in what you are currently doing if you’re not currently getting raw referrals. The best part, though, is that these are very actionable things to do.
1. OWN YOUR BRILLIANCE.
This is not a cliche tip. I talk to about 5 business professionals per month who are more skilled at their craft than the younger generations of people who are running ads to free webinars and selling tens of thousands of dollars in courses teaching people how to do that “thing”. That’s your potential money and it’s being made by social media influencers who don’t have anywhere near your experience level. I want this to aggravate you in an effort to light a fire inside of you. If you’re unsure of who these influencers are, then I want you to look up keywords in Google regarding your niche and click on the top-ranked links to videos. You’ve got to own your brilliance in order to stand out. Grow your confidence by identifying your skillset. More than likely, you’ve got a list of frequently asked questions that you can answer. Start addressing these questions with your ideal audience. You can do this via conversation threads in groups you’re in, recording videos, or sending emails to your existing lists. As you begin building confidence in yourself, other people will too, and that’s where those network referrals begin.
2. CREATE A FREE OPT-IN ITEM.
As you create your network, you’ll want to build an email list with it. This can be through a variety of different ways: A free step-by-step guide to achieving a goal, a free ebook, a free video series, your blog series, etc. You’ll want to have this item handy for when you network in various different groups on Facebook, LinkedIn, or other online communities when people ask you more about what you do. This gives you more credibility, too. Even if the person who downloads your free thing doesn’t hire you or purchase your info product, if they believe the content is good, they’ll refer you to someone else. You can create your free thing in Canva, using Google Docs, or with Powerpoint, for examples. Include some photos or links to videos. This is where the fun part starts. If you want an idea of what your guide can look like, download my FREE 5-Minute Lives Blueprint HERE.
3. NETWORK MORE WITH THE PURPOSE TO SERVE MORE.
I’ve noticed that networking means different things to different people. For me, it means having real conversations with people on social media and attending live events where I’m shaking hands and handing out my business cards. However, when I network, I make it so much more about what I can do to help the other person than about how I can get their business. Not everyone you connect with will need or necessarily want your services, but if you show them that you care about how you can help them out, they’ll reciprocate that by referring your services to others. They might even reach out for you to be an expert speaker at their next function.
4. USE LIVE VIDEO AND BE CONSISTENT WITH IT.
Using live video has helped me massively grow my brand, get noticed by high-level businesses, and get recognized as an expert at what I do. Yes, I identify myself as an expert because the definition of expert (according to Google) is, “a person who has a comprehensive and authoritative knowledge of or skill in a particular area.” Yes, that’d be me and I’ll own it. So should you. Using live video can be done in multiple ways and be extremely effective to help you increase revenue for your business. I get interviewed in various different entrepreneurial groups, I interview others in groups and on Facebook business pages, and on personal pages. Business page videos allow you to expand your reach by sharing the link from the video onto other platforms. From here, you’re able to further grow your audience, create custom and lookalike audiences, and run some ads with your free offer that I mentioned above in #2. From your business page, you’ll go to Create Ads >Assets>Audiences>Create. See the photo below. This is important because using live video allows your audience and potential audience to get to know who you are and how you conduct yourself as a person. Remember, what might be a simple concept to you could be the “a-ha!” moment answer that one of your viewers has been looking for. That alone could turn into a business referral for you.
5. DELIVER RESULTS.
If you are not delivering your existing clients with results, it might take some time before you get more referrals, so make sure you’re doing 5-star rating work and you’re providing excellent customer service. If someone sends me a referral and tells me I need to reach out right away, I do it. I get on the phone with the person as soon as possible and determine if I can help them. If I can, I bring the goods and make every effort to blow their mind during the first call or session. If I cannot, I refer the person to someone on my team who I know can help them better than I can. People respect that, tremendously. That way, we both know it’s worth it and they go back to my referral with a raving review. That makes my referral happy, my client happy, and me happy. WIN-WIN-WIN.
6. OFFER A REFERRAL COMMISSION.
If someone sends me a client, I pay them a referral commission. This could be called affiliate marketing but it means the same thing. You send me business, I close the business, you make money. When you add an incentive to your network to send you the business that makes their wallets a little thicker, you’ll get more messages in your inbox that say, “I’ve got another client for you”.
As I mentioned in the beginning, these are actionable steps. I hope you found this helpful for you. As always, make sure you press live with purpose and network with the intention of serving your community, but online and locally.
~Trish “The Unicorn Breeder” Leto
Trish Leto is a U.S. Navy Veteran and Live video marketing consultant. Her audience has crowned her the QUEEN of 5 Minute Lives™, a simple yet effective strategy for providing content that matters to audiences with just five minutes of live video and repurposing it for increased brand recognition and revenue. Trish is also an expert speaker, teaching strategies for social media while motivating and inspiring her audience to overcome self-doubt and Press Live With Purpose™. She recently quit her 9-5 job after over 18 years in the mortgage industry and is now helping businesses increase revenue with her strategies full-time. Trish has spoken on several stages, including the Military Influencer Conference (sponsored by USAA) in October 2018 and most recently spoke on the mortgage panel at Vaynermedia’s Agent2021 in Miami Gardens, FL. Her work has been featured on CBS, NBC, ABC, FOX, and hundreds of nationally-syndicated television, newspaper, and magazine outlets She’s shaking up the industry leaving behind no excuses.
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