Alright, third time’s the charm. 😅

Actual feedback from our last edition: “If you’re going to spam, at least be concise. This email is wandering and ridiculous.”

Fair.

That was Steve… Steve’s no longer with us.

He was a bit of a party pooper. 💩 

But since you aren’t [a party pooper], here are some gems from Bryan McDonald giving sales tips he said he won’t even share with his best friend. 💎 

Onward.

❓️Your question…

📩 I recently joined a networking group — :cough: BNI :cough: — thinking it would land me in front of referral partners I need for business development.

Instead, it turned out to be one more dead end.

Lately, it feels like there must be a secret password to some elite networking group I’m just not part of.

How can I finally connect with those referral partners to land more business?

Juan P., Sales Executive, Medline 

👇️Dear Juan…

I hate to break it to you but there is no secret password to some elite referral club. 🫣 

This is not Eyes Wide Shut. Sorry to burst your bubble!

Even so, here’s some practical advice for finding those special referral partners that turn into absolute lead gen machines. 

The first thing I recommend is taking advice from Hall of Famer “Wee” Willie Keeler. A legendary star of baseball’s early days, he was once asked how he became so good at reaching base safely. ⚾

His reply?

“I keep my eyes clear, and I hit 'em where they ain't." 

As businesspeople, we must do the very same thing.

As for finding the best people, joining a networking organization like BNI can be useful for many things (like finding an insurance agent… or barber), but it isn’t where to source top referral partners.

The reason? It’s not where your people are! Also, it doesn’t follow Keeler’s advice—you’ll be looking for referrals in the very same place everyone else is (like the mortgage guy 😂)

Instead, develop partnerships with high caliber professionals who serve your same target clients in other locales, including peer mentorship groups like Vistage.

Zooming out, tapping your network to foster the deeper relationships Vistage, EO and YPO cultivate is the real secret to amazing referrals.

As is in all areas of life, authentic and genuine relationships built on a foundation of trust is the secret sauce.

I learned this the hard way a year ago.

And sometimes you just gotta ask 🤦‍♂️ 

Not long ago, I formed a rewarding relationship with an expert sales consultant through a mastermind group.

The sales guru, who we’ll call Carl, was successful in helping companies design sales programs, compensation plans, and everything needed to make a sales team perform swimmingly.

In fact, Carl did everything but recruit salespeople (our Core Focus at Talent Harbor).

For months I wondered why Carl never asked me about helping clients source the salespeople they needed. From all our interactions, I knew Carl respected me and considered us capable, yet that knowledge hadn’t translated to any introductions.

So I asked Carl straight up what we had to do to collaborate in a win-win-win scenario.

I’ll never forget how surprised Carl looked. “Wow,” he said. “I’d love to bring you on board with my clients. I just assumed you were way too busy to work with my business book.” 

On the one hand, I was glad we had a new referral partner. On the other, I was dismayed.

Why didn’t I ask earlier?

They say “assume” is making an ass out of you and me.

The lesson here is simple for Juan, and you, dear reader: Don’t assume your network knows what you do or that you’re interested in referrals. 

Instead, make it clear you wish to find ways to mutually help each other.

Understand Why a Pro Refers Clients to You

Building on that story, Elana wishes to point out that as we seek referral partners, we must also recognize everything that’s at stake. To refer someone is to put your trust and credibility in their abilities.

It’s a true seal of approval of your business—provided you perform in a quality, professional caliber.

Why? The person who refers you is associating themselves with you. That means if you fail to meet client expectations, they’ll look bad too.  🤝

Put another way: there’s a lot to lose. 

To help future referral partners take the leap of faith, you must show what’s in it for them. First and foremost, is reputation. If you do a great job with their client they will also look good.

Elana has had success asking potential referral partners to talk to some of her existing clients. This helps the former know she would kill it with the referrer’s clients too.

Another thought? Actively create that two-way street. Your potential referral partner will perk right up when they learn you also might have potential leads for them.  🤝

After all, we’re all after warm leads and new clients, right?

By putting these tips into action, you’ll find your people—referral partners that drive your business to the next level. Such gems may very well be found in your networking group. They may even be on the next treadmill working off those holiday pounds. The key is looking in uncommon places, being unafraid to ask, and always providing value to all stakeholders.  🤝

That’s how you’ll get invited to all those secret elite networking functions.

Kidding.

Or are we…? To learn more about how we can help you win more clients, send us an email with your query. You got questions? We got answers.

To your sales success, 🚀

Elana and Ryan