11/12/2008 -
Three Core Competencies of Referral Marketing
by Dawn Lyons
In referral marketing the process relies on 3 Core Competencies.
- You must receive the right knowledge
- You have to stay engaged in the information
- You have to get your referral network trained
Let's look at these 3 Core Competencies individually and see why they are so important.
1. Gaining the right referral marketing knowledge
This is crucial to your success! Most people did not take college courses on referral marketing, nor did they receive any referral marketing training when they opened up their business, yet they are all searching for more referrals! Ask yourself this question, how much money have you invested into your referral marketing education? Do you have the right education on how to get out there and do it effectively? If not, then you may want to do some research on referral marketing! I can highly recommend a $20.00 investment into the New York Times best selling book "Truth or Delusion Busting Networking's Biggest Myths". It will show you the right ways to be out there networking your business and building your referral sources!
2. Staying engaged in this new information is an absolute must!
Many of us have taken a training program and can easily get excited about what we learned, think it was the best training ever, and even change a few things in our business, but if we forget to implement it on a regular basis what happens? We simply go back to our old habits. Our old habits probably are not going to get us to our goals, so how do we stay engaged?
You have to become part of a community of people who are also using the information on a regular basis. If you do, you have a much higher likelihood of using the information on a consistent basis. This is what will bring you to a higher level of success! What the "Referrals For Life" program brings you is the opportunity to be involved in a one year program where you can attend any and all of the training programs offered in your area, plus all of the other members of the "Referrals For Life Community" will help you stay on track and utilize the knowledge more consistently.
3. Getting your referral network trained
This is what almost every system misses in the referral marketing process. Think about this, you have gained new knowledge about referral marketing through the Referral Institute and you choose to stay engaged by getting involved in a local "Referrals For Life" program.
Now, you have ALMOST everything you need. However, you are still reliant upon other people giving you referrals. You have all the knowledge, you stay engaged in the information, but the people referring you don't have the same level of knowledge!
They will only be able to refer you based on their own skill level. The key is getting your referral sources trained to the same level. You can take the time and attempt to do it yourself, or you can bring them to many of the learning opportunities provided by Referral Institute.
Is it really a struggle to do referral marketing, is it frustrating, inconsistent, and mostly sporadic?? Absolutely not, if you understand the 3 Core Competencies and use them to your advantage! Remember, a very powerful way for YOU to generate new business is by Referral Marketing.....you just can't do it alone!
Excerpted from an article written by Dawn Lyons - Partner for the Referral Institute and contributing author to the New York Times best selling book, Masters of Sales.
