One of the most important knowledge for any small business owner is that – effective networking is necessary to help keep your sales funnel filled at all times. You do not want to be hit with unplanned fallow months, as this is costly and can take your business down.
To be a good networker, it starts by being genuine and authentic to build trust and relationships. You can achieve this by being a valuable resource to others with suggestions, ideas and ability to send referrals to other people. This will enable you to not have to constantly chase clients for new business. A referral system needs to be solidly in place to receive high quality referrals regularly.
Why is this important? 98% of ALL businesses in Vancouver are small business, as defined with less than 100 employees. In 2010, “there were approximately 391,700 small businesses operating in British Columbia, accounting for 98 per cent of all businesses in the province. Micro-businesses, those with fewer than five employees, comprised about 82 per cent of all small businesses”. (Western Economic Diversification Canada.) Therefore, the need for an effective sales lead referral system cannot be understated for the survival of 98% of ALL businesses in Vancouver.
To develop successful referral partners, ask what will it take for someone to know, like and trust you enough to send you a gift of qualified referrals? To deepen these referral relationships, think about what you need to be more likeable and trustworthy. Trust factor is built by providing great service, having integrity and holding high business standards. You also need to be able to effectively communicate the benefits of why your business is better or different than your competition.
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