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Your business has an extremely valuable asset you are probably over-looking and you need this asset right now, more than ever.
Yes, your clients are valuable and so are your employees.
But this one asset is so valuable that it could help you sustain during this slowdown and help you emerge stronger and ready to capitalize on potential new clients as we finally move closer to putting COVID-19 behind us (which we will do at some point).
Whether you are ready to emerge stronger by tapping into this valuable asset is completely up to you.
So what or who is this most valuable asset?
Your referral sources.
Defining Referral Sources
Referral sources are people (always people) who refer prospective new clients to you.
They drop “quicker to close, easier to close and less price sensitive” prospects into your pipeline. Your referral sources make growing your business easier.
Referral sources refer because they know someone who needs help (a prospect) and the referral source is able to help that prospect by connecting them with a solution provider. The ultimate goal is for you to be the solution provider they pick to refer the prospect to.
But referral sources don’t just put their reputation on the line for anyone. They are selective in who they refer and it starts with who they trust. Trust is gained when the referral source has a relationship with you.
Make no mistake, referrals only come from relationships and the relationship you have with your referral sources is paramount.
Which begs the question…
With social distancing, stay-at-home orders and no gatherings… how are you continuing to cultivate the relationships you have with your referrals sources?
With stress and anxiety at an all-time high… how are you leaning in to your relationships with the people who hand deliver new prospective clients to you?
While the flow of referrals might slow down for you during this time – depending on your industry – referrals matter more during times of uncertainty so you need to be connected now more than ever.
Empowered Connecting
You need to feel empowered to connect – but in different ways – with those who will help your business bounce back or hold steady during this season.
Since we can’t grab a coffee or beer, how else can we stay connected that doesn’t involve just sending emails?
We all know we can call, text or send an email. Nothing wrong with those platforms and delivery methods. In fact, email was the first way I reached out to my referral sources because the message I wanted to deliver was best delivered in writing and email was the fastest way to get the information and help to them.
But in a time like this – consider connecting differently. Show off your humorous side. Be silly. Help put a smile on your referral sources face by lightening the mood and being memorable and meaningful. Here are 6 ideas of how to connect in unique ways that your referral sources wouldn’t expect, but I guarantee will appreciate.
Five of these six do involve technology but don’t worry. Once you figure out how to use the technology, it will take less than 60 seconds to create and send your message. So if I can figure the tech platforms out - the only Gen Xer on the planet who has an aversion to tech - I know you can. And if not, I guarantee your kids can show you. Put them to work, they’re always around right now with nothing to do anyway.
Remember, our goal with these 6 ways is to show up differently, as close to in-person as you can, during this trying time to let your referrals sources hear you, see you, know you care and know you are here for them. They cannot become the asset you overlook during this season.
6 Ways to Connect Differently in 60 Seconds
1. Send a Personal Video
I’m a big fan of Bonjoro and I use it as part of my onboarding process for new students (clients) into my Growth By Referrals online program. You use the app on your phone to shoot a quick video to the receiver and then the app takes care of delivering it. The receiver can also reply to your video as well creating a sense of engagement and closeness. Bonjoro offers a free version of their program which gives you 50 videos per month! But upgrading gives you many other features.
2. Send a Funny eCard
We all need to laugh right now. So send a funny eCard to get your referral source chuckling or quite possibly a good ole belly laugh. But it doesn’t have to be a static card you send via email. How about a video one? Remember JibJab cards? They’re still around… you pick a scene and load in your face or your referral sources’ face (or both if you do a 2 Cast card) and send some happiness their way. Tip: You can snag their head shot from their company website or social media accounts.
3. Get Silly with Snapchat
I am not a Snapchat girl but when my daughter’s 4th grade teacher starting sending funny 8am videos to get the kids going for the day, I couldn’t resist add this to my list. Her teacher also shared a cool tip that you can play music on your phone in the background unlike regular videoing so why don’t you try singing a song to your referral sources? A little much for you? Then just send a video… but what makes the video memorable is you can change your voice and change your face. Instant laugh.
4. Marco… Polo… Get the Conversation Started
You may not have heard of the Marco Polo app but it’s a fun way to communicate in a back-and-forth fashion, like an instant messenger, using video. You can also add some humor by “talking” in a few different voices. Or just send a heartfelt video message and let the conversation begin.
5. Send Audio Message
Now if the first four options had you shaking your head as not appropriate for your brand/you or you’re just not interested in using a new tech app, then this suggestion is one you already have access to. Instead of sending a text message on your phone – send an audio message so your referral sources can hear your voice and your heartfelt message of gratitude. You can also send a voice message through Facebook Messenger app or the Instagram app.
6. Handwrite a Hello Note
I just couldn’t put a list out like this that didn’t include my favorite connection point and an old standby. Never doubt the power of a handwritten note… to say hello, thank you or just letting your referral source know you care. No tech needed.
Keep in mind you don’t need to deploy all of these, just pick the one that resonates with you and start reaching out to your referral sources. Let them know you are here for them and willing to help in any way if you can. Now is not the time to go dark on your referral sources.
And while these tips are designed to show you simple ways to use 60 seconds to connect with your referral sources, you can also use these to connect with clients, prospects, COIS (Centers of Influence), networking contacts, employees, family and friends. These are universal ways to use technology (and one old school method) when you can’t connect in person with those who matter most to your business and life.