Join us as we explore the world of Connective, diving into the practices that build trust and generate real business outcomes for members. We've been doing many episodes about Connective, and the more we learn, the more we like it.
In this episode, we focus on one of the most valuable actions you can take within Connective: making a referral. A referral is not just a random lead; it's a warm introduction to someone who is expecting to hear from your fellow member. We'll guide you through making referrals the right way, moving beyond the common trap of simply handing out business cards or phone numbers, which often results in the prospect not reaching out. The effective method is to flip this process, enabling the Connective member to contact your referral directly, giving them control of the process.
We break down the three types of referrals:
Our goal is to help you aim for Tier 1 referrals, as they are the most meaningful and most likely to convert into business. To give a qualified referral, it's essential to truly know your member's business. Understand what they offer, who their ideal client is, the problems they solve, and their specific "referral triggers"—phrases in conversation that signal an opportunity. You can gather this crucial information by having 1-to-1 meetings and engaging with their content.
We discuss how to identify referral opportunities by actively listening for buying signals in everyday conversations. Once you spot an opportunity, you'll learn how to properly mention your colleague, get permission to connect them, and provide valuable context. A critical step is making the introduction warm, ideally through a short email or message that explains why you are connecting the two parties and provides helpful background information. We even provide an example of a effective introduction message.
After making the introduction, it's important to record the referral in Connective's software, noting its tier. This practice helps keep community metrics accurate and allows your partner to track the outcome.
We wrap up with final tips for better referrals: Be specific, be confident in the member you are referring, be proactive in seeking opportunities, and remember that Quality is more important than Quantity – one well-qualified, warm referral is significantly more valuable than many random ones.
Some people have asked about our hosts not being Australian. We're happy to share that we are doing this podcast for free, and the more we learn about Connective, the more impressed we become.
Tune in to learn how mastering the art of the referral can significantly impact your success in Connective!
