Grow Your Business with Referrals

In today’s bleak economy, smart businesses are using every outlet to promote their services. The American Business Network is the perfect place to develop a large passive referral sales force. Learn what others do and offer and refer them when you come across someone needed those services. Likewise, as our members get to know you, they will refer your services or products as well. It is a win-win situation and the perfect marketing tool.

How This Works

Your membership in the American Business Network (ABN) is FREE when you sign up online! As a member or guest, you can attend our Networking Lunches for just the cost of the meal. These events are great in many ways. You will get to network with other professionals and get to know them and their business or service personally. They in turn will get to know you and the great things your business has to offer! Your products or services may not be something most ABN members need or are looking for, but getting to know you builds trust and friendships. As they run across people who are looking for what you offer, they will refer you! It is like developing a large yet passive sales force.

1- Bring lots of business cards. 30 - 50 cards! Not only will you be giving your card to those at your table and others you meet during the event, we also have a card table with cards for everyone attending, so you can select those that interest you or that you think would be a service or product you could recommend to someone you know. The cards are placed in categories. Your business may be applicable to multiple categories so be sure to bring enough. You can take the unused cards with you at the end of the event.

2- Next be prepared to give a one minute commercial. This OMC (One Minute Commercial) should be a teaser to get them to ask more questions later as they mingle. The best structure to use is this. Your name, your business and location. How long you have been in business. What is your product or service. This event should be about building relationships and getting lots of future referrals, NOT making a quick one time sale. Let your personality come through the presentation. You are selling yourself as much as your product. Close with letting everyone know what would be a good referral, i.e.: "a good referral for me would be _______ or I would make a good referral for _________ " and fill in the blank with the type of person you are looking for. An example might be a veterinarian might say "I would make a good referral for anyone you know, that thinks their pets are their children and wants their vet to feel the same way!" or an auto mechanic might close with "a good referral for me would be the person who knows nothing about engines and wants the procedure explained in plain english, and in detail with no surprises". Practice your OMC in front of a mirror every morning until it just flows naturally.

3- Network, network, network! Remember, this event is not about making a sale, so relax!! Just be yourself and get to know others with the intent of working together and supporting our local colleagues by referring them to your friends and customers when they are looking for that service. They will be doing the same for you!

4- Take the business cards from the card table that you feel you may be able to refer. Take more than one if it is an affinity service or product. An example would be you sell camera's and another ABN member sells picture frames. The two of you will most likely do a lot of cooperative marketing and refer back in forth if you build that level of trust up front (see #5 and #6)

5- Invite someone that you feel you can refer to lunch or for some after work drinks or coffee and get to know them and their product/service better. At these one on one gathering’s, it is best to just get to know each other better. Never try and make a personal sale. This could be a sign of aggression and may hurt the chances of future referrals, as they would not want you to pressure sell their friends and clients. If you are sincere, people will want to do business with you and will gladly send business your way from referrals.

6- Attend an ABN meeting! Remember, the ABN does not make any money from these events, so this is not a sales pitch. The absolute best way to get referrals is from someone who is familiar with you! The more your companies name and product is heard, the faster it will come to mind when someone says they are looking for what you do. Putting a face to the company is priceless.

7- Make referrals!!!

8- Join us today and start getting referrals!!!!!!