You may have some, or many, clients who you've turned into advocates for you and your business by delivering superior service and maintaining a meaningful relationship with them. Beyond your clients, there are many opportunities for relationships with people who can provide you with a steady stream of referrals - people who may never become clients. These people are often referred to as Centers of Influence. I call them Referral Alliances.

Every industry has some traditional referral alliances. In the financial services industry they are accountants and attorneys. In the printing industry it's other salespeople who offer noncompetitive services. For mortgage brokers it's real-estate agents. You get the idea. If you haven't already, you should develop significant relationships with a few of the traditional referral alliances in your industry.

Now, I'd like you to think beyond these traditional alliances. Virtually anyone can become an alliance for you - your friends, other business associates, your neighbor, even your mother-in-law. For this to happen, you need two things: 1) each party must have a referral mindset, and 2) these potential alliances must truly know what you do and how you benefit others.

A referral alliance is not someone who merely knows what you do and has a faint notion of how you help people. A referral alliance is a significant relationship where you have demonstrated exactly how you benefit your clients. Spend time with them, every now and then, showing your allies how you serve others. Tell them stories. Show them results. Get them excited about what you do. If appropriate, get to know their business and how they benefit people. Now each of you can get excited when you give those valuable referrals. This excitement will be transferred to the new prospect.

After they get excited about what you do, teach them how you'd best like to receive a referral from them. If you'd like to be proactively calling the new prospect, get your referral alliance to sell the prospect on the notion of you placing the first call and the prospecting allowing you in. Referral allies will give you referrals for at least two reasons. First, because they hope you'll be able to give them referrals. Second, because they want to help their friends, colleagues, or clients (the "hero factor").

When you go to networking events, such as a chamber of commerce meeting, charity event, or service organization, it's fine to look for prospects. Don't overlook those who may never become clients but who could become referral allies. Network with the best networkers. Network with the Centers of Influence in that organization. Centers of Influence are great to know because they usually already know the value of networking and referral alliances. Serve them well. Let them know how you serve others. Let them know you value their help and they'll become a steady source of referrals for you.

RCI Tools to Help Your Get More Clients Make More Money!

1. Subscribe to our F-r-e-e email newsletter "The Referral Minute." For more info: http://www.referralcoach.com/newsletters/
2. Take our F-r-e-e referral marketing course via email to get up-to-speed with our system. For more info: http://www.referralcoach.com/members/course/
3. Assess your referral ability and create your road map for referral success with our "Referral Confidence Checklist." http://www.referralcoach.com/checklist/
4. Read some of our F-r-e-e articles that will help you grow your business. For more info: http://www.referralcoach.com/members/articles/
5. Get the best referral educational tools available at our Referral Marketing Store. For more info: http://www.referralcoach.com/referral-store/
6. Check out our next Referral Boot Camp where you learn our complete system. For more info: http://www.referralcoach.com/individuals/boot-camp/
7. Want to make referrals a true and lasting habit? Check out our new coaching program. For more info: http://www.referralcoach.com/individuals/coaching/

All the folks at Referral Coach International are eager to be a great resource for you. Call us at 1-800-488-5464.

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