4. Step 3. Get Your Referral Marketing Plan Going
1. Your Business Card
a. Professionally Designed
b. Thick Stock
c. No Freemail Addresses (e.g. @gmail, @hotmail or @aol.com)
d. Social Media Icons and Addresses
e. Web Site Address
f. Slogan or line as to what you do unless your business name makes it obvious
g. Headshot
2. Your Social Media Channels:
a. Linkedin (for example, see http://www.linkedin.com/in/chadmassaker)
i. Completed profile with a minimum of the following:
1. Headshot
2. Clear headline
3. Detailed description of what you do.
4. Previous work experience.
5. College(s) attended
6. Organizations
7. Awards
8. Groups
ii. Connect with every person you meet in person on Linkedin, even if you don’t like them.
This isn’t Facebook. It’s about expanding your reach. For example, if you connect with
me, you will instantly connect to 21,000 people as 2nd
level connections because that’s
how many are connected to me. Make sense?
iii. Get the Premium Account & Start Using inMails to Connect to 2nd
and 3rd
degree
connections.
iv. If you have more than 1 employee, make sure to setup your company page.
b. Facebook
i. Complete your profile to your level of comfort
ii. Get over trying to keep it for strictly friends and family. Use Facebook’s privacy settings
instead.
iii. Because connections on Facebook are far more personal, being connected to the right
people here often results in quick easy sales because you are always in front of them.
iv. Make sure to create a Facebook fan page.
v. Use the promote posts for your personal and fan page. This is very powerful.
vi. Facebook events, especially when promoted, are also very powerful for attracting
people to your seminars and other events.
c. Twitter
i. Setup an account and just have Facebook or Linkedin sync posts to it.
ii. Use more at conferences for note taking and idea sharing because of hashtags.
d. Google+
i. Optional. More B2B conversation on here though.
7. 2. Networking Etiquette:
a. When to give a business card: WHEN YOU ARE ASKED FOR IT!
i. If you were not asked for your business card it is because
1. Your elevator speech sucked
2. You are not interesting
3. You’re poorly dressed
4. You smell
5. Etc…. You’re job in network is to sell for the “ask”
6. This will save your card from going to the floorboard of a car or straight to a
garbage can.
b. Always wear nametags on you right breast so that when you shake hands your tag is clear
visible.
c. Shaking hands
i. Shake firmly
ii. If you get a bad grip, reset and shake over. It awkward for you both when it happens.
iii. Use two hands when possible. This is considered more intimate. You can clasp two
hands on one hand or shake with one hand and use you other hand to grasp their arm
behind the elbow.
d. Kissing
i. Be very careful. Many women do not like this.
ii. Be mindful at cultural events where this might be a norm.
e. Get to Understand Body Language
i. Buy the book “What Every Body is Saying” by Joe Navarro
ii. Try mirroring to gain rapport
3. Tips & Tricks
a. Never go to an event you have never been to before without a wing man unless you are just an
alpha hunter. Make sure you know someone there who can make introductions prior to going.
This is also helpful to canvasing a room with a referral partner as you can introduce each other
to connections that you meet when you split up (divide and conquer).
b. Take a leadership role in any organization that you are involved in. This builds credibility for you
and keeps you in front of people.
c. Start your own networking group or event and become “the center” of your referral‐verse.
Develop a reputation as a connector.
d. For more formal referral relationships, make sure that you track referrals passed as well as
revenue. Sometimes you may need to find a new partner or you may find that you can do that
service yourself for your clients and keep the profit.
8. Step 5. Homework
1. Determine who you’re ideal referral partners are (at least 3) and solidify these Synergy
Referral Partners ASAP.
2. Determine at least three good places/events to meet these partners and potential
customers and get these meetings on your calendar.
3. Get business cards from everyone you meet and connect with these people on social
media.
4. Make regular posts on social media about what you do.
5. Meet with your Synergy Referral Partner 1:1 at least monthly to discuss referral
opportunities. Share leads, client lists, intelligence… whatever it takes to get the funnel
full.
a. Hold you Synergy Referral Partners accountable for their results after these
meetings.