The Cultivation Of Referrals

When someone joins a program under you, what’s the first thing you should do? I can tell you that the wrong answer is “Try to Sell Him or Her Something.” That’s the best way to lose an associate.
Instead of going right for the sell, employ an on-boarding process or some way to educate the referrals about your process and your value proposition - develop a relationship with your referrals.

If your website is a little complicated in some way, provide instructions to explain how members can navigate with more ease. One way to address these issues is by providing the FAQs with the answers in them. Or, send referrals to the FAQs directly or a member guide via a link, rather than providing your own explanations (we are building up our FAQ's now - they will be on our site in 2 weeks). Don’t overwhelm your down-line members, just give them a tip or two about using the program and offer further assistance if and when the need arises.

Be sure to include your full contact information, as well. Give referrals not only your name (not your username, but your full name), your email address, the URL of your web site, Instant Messenger information, and yes, even your telephone number. Though you may be wary of doing this, crank calls are the exception rather than the norm. Most folks usually call just to bond with someone else working online, or to ask questions.

Be sure to answer every question asked, even if you have to research the answer away from the program or ask one of your own online friends for a response. Providing an answer to their queries builds trust between you and your client, as that is what the person will become, if you take time to build this relationship. Your down-line members will look to you not just for help, but guidance into other programs or the trust you build may give them the confidence to buy your product/service.

And of all the advice given above, building trust should be your most important goal. However, never betray this trust. Don't lead others into the latest, greatest program before you try it yourself and make sure it's something worth joining. Don't sell them a product that just doesn't work. Keep clients coming back for your advice or your products by maintaining that trust you worked so hard to build.

The cultivation of your referrals begins with the relationship you build with your referral source.