How to: Build and maintain Relationships with Referrers

Referrers are contacts without your network who have the ability to refer business to you. Referrers and other intermediaries are an important part of your network. It is important to maintain and develop these relationships.

01. Identify the more relevant referrers/intermediaries for you

Start by identifying the relevant referrers and intermediaries for you. Who are your current referrers and intermediaries? How many referrals do you currently get from them (if any)?

02. Find out more about their organisation

Make sure you know as much as you can about their organisation. This will help you to understand how you can better help each other, how they can recommend your services to their client, and how you can recommend their services to yours.

03. Add their information to your CRM (and your marketing list).

Add them to your CRM database so that you can easily keep track of your professional relationship and track any referrals etc. If they have given you permission you should also add them to your marketing list so that they receive relevant updates/emails and are kept up to date with what you are doing and other relevant industry news.

04. Keep in Touch on a regular basis

Keep in touch with your referrers and intermediaries on a regular basis – by phone, email, coffee etc. Build and develop your relationship and make sure that you are in contact often enough that they think of you when they next need your service or when a client asks for a recommendation.

05. Introduce them to other Useful Contacts.

Take on the facilitating/introduction role and introduce them to other people of interest and other referrers so that you can build up a joined up referral network with useful connections. Even if it is not a relevant contact for you, if it is a relevant introduction for them, they will probably return the favour at a later date.

06. Thank them.

If they refer work to you. Thank them and show your gratitude. Let them you know how things progress and keep in touch with them generally.

07. Be Proactive and Suggest Group Activities.

Don’t keep your relationship to yourself. Proactively encourage your business and team members to get to know their business and other team members so that you develop a wider cross-referral team relationship. Invite everyone to interact socially or host a training event or other social event.