Creating Warm Leads

WRITTEN BY  GEOFF HIRSH - CEO of www.bbg.business

The Referron app makes it easy for BBG members to pass referrals to one-another with just 3 taps.

However, passing quick referrals of this type is not what BBG is all about. As a group we You should strive to always turn referrals into warm leads.

The Law of Reciprocity suggests this is in everyone's best interests. Our 'Culture of Generosity' demands it.

So what does a 'Generous Referral' look like?

In my view a "Generous Referral' consists of three parts:

1. A conversation between you and the Service Seeker to warm up the lead
2. A conversation between you and the Service Provider to help tailor the pitch
3. The referral itself. Short. Sharp. And to the point.

Warming Up The Lead

The objective of your conversation with the Service Seeker is to introduce the Service Provider and warm-up the lead.

Every situation is different, but this conversation is likely to go along the following lines ...

Hi <Sam> ... the other day you mentioned you were having problems with <business issue>.

I was thinking about that over night, I realised that I know someone who might be able to help you with that issue.

They recently solved a similar problem for <site case study> and produced some phenomenal results.

I think it would be well worth your while to have a chat to <Sally> and suspect you two will get on like a house on fire.

Would you like me to ask her to give you a call?

Tailoring the Pitch

The objective of your second conversation is to help your BBG Colleague (The Service Provider) to tailor their pitch.

Once again the situation will determine the conversation, but at the very least it should include:

• Some insights on the business issue faced by the service seeker
• A run-down on how you have introduced the Service Provider and waht case studies you mentioned in this introduction
• Some personal insights into the Service Seeker and what they are looking for and respond best to
• Some tips on any common interests that might help the Service Provider establish common ground and empathy with the Service Seeker

The Referral

Once these two conversations have occurred, it is time to pass the referral to the Service Provider using Referron.

The referral itself should be short, sharp and to the point. And should reference the issue that you are asking the Service Provider to contact the Service Seeker to discuss.

The Outcome

This process takes a little thought and time. But will SIGNIFICANTLY INCREASE the likely hood that your referral will turn into a sale.

And this is in your interest!

Why?

Because if every referral you make is a generous referral. And a high proportion of your referrals turn into new business for your colleagues, the law of reciprocity dictates that the next referral they send you will be of a similar quality.

But don't take my word for it. Give it a go ... Pay it forward and see what comes back!