培訓引薦人為你帶來引薦單

培訓引薦人為你帶來引薦單

如果你用引薦的思維模式與你的客戶，引薦人和聯絡人互動，告訴他們你是個提供者，幫助他人，並持續有策略地提供引薦，你就是在用你希望他人對待你的方式，對待他們，這不足以訓練他們為你引薦生意。

沒有參與人脈網絡的聯絡人可能不知道你正在進行的商業引薦模式。你必須指導他們，讓他們知道你在做什麼，為什麼要這樣做，以及你的努力會帶給他們什麼。

假設你聽說有一個同事信用卡被盜刷一大筆費用：“Stephanie，我和一個同事討論你的盜刷問題，並安排他傳給你一個網路連結，可以幫你很快的整理信用卡問題。我也認識一位專長是這領域的律師。需要我幫你聯繫他嗎？我希望你能讓我瞭解你的狀況，如果有其他方式我可以幫上忙，請讓我知道。

同樣地，如果你將引薦單給未受過培訓但有潛在價值的合作夥伴，請讓他們知道你在做什麼，並建議他可以回報的方式：“Jim，我認識一位專家，能提供你所需要的服務。我認識他十五年，並曾多次與他合作。他很好，值得信任的。我請他打電話給你？而順便一提，如果你認識在做鋼結構建築的承包商，可以使用我的新型固定器，麻煩為我引薦？

透過公開討論你正在做的事情，你可以讓潛在的引薦合作夥伴模擬你想要的行為，而且讓他思考，這是學習很重要的部分。你也要求他用對他以後有幫助的方式來實行。這不保證他會為你引薦生意，而是讓他更了解並回應這個觀念，不是只是單純的感謝你，之後真正了解，持續的引薦關係對於你們兩個都是好事。

培訓引薦人的最佳方法之一是參加專業的引薦培訓研討會，帶著你的聯絡人一起。這樣一來，你們都將受到專業訓練，並且會使用相同的語言 - 引薦的語言。

如果你有一個另外的策略來培訓引薦人，我很樂意聽你分享。請在下面的留言板分享。謝謝！

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Training Referral Sources to Generate Referrals for You

If you interact with your clients, customers, referral sources, and contacts with a referral mind-set, show them that you are a giver, help others, and continually and strategically give referrals, you’re modeling the behavior you want others to exhibit toward you. By itself, however, that’s not enough to train them to give you referrals.

Contacts who are not involved in your strong-contact network may not be aware of what is involved in the kind of true referral networking that you are conducting. Often you will have to coach them as you go, letting them know exactly what you are doing, why you are doing it, and what they may expect from your efforts.

Let’s say you’ve heard about a colleague whose stolen credit cards have been used to run up some big charges: “Stephanie, I’ve been talking with a colleague about your identity-theft problem and have arranged for him to send you a number of internet links that will help you quickly straighten out your credit problems. I also know a lawyer who specializes in this field. Would you like for me to contact him for you? I hope you’ll keep me updated on your progress, and let me know if there’s any other way I can help.”

Similarly, if you’re passing a referral to an untrained but potentially valuable referral partner, let him know exactly what you’re doing and suggest ways he can reciprocate: “Jim, I know a specialist who provides the exact services you say you need. I’ve known him for fifteen years and have used him many times. He’s good, and he’s trustworthy. May I ask him to call you? And by the way, if you know a general contractor who constructs steel-frame buildings in the Valley and can use the new kind of fasteners I sell, would you please consider giving me a referral?”

By talking openly about what you’re doing, you’re not only modeling the behavior you want from your potential referral partner, you’re getting him to think about it, which is an essential part of learning. You’re also asking him to practice it in a way that will help him repeat the behavior later. It’s not a guarantee that he will reciprocate, but it makes it more likely that he will get the idea and respond in kind–at first, out of simple gratitude; later, out of the realization that a continuing referral relationship is good business for both of you.

One of the best ways to train a referral source is to go to a professional referral-training seminar and take your source with you. This way, you will both be trained by an expert and will be speaking the same language–the language of referrals.

If you have an additional tactic for training referral sources to generate referrals for you, I’d love to hear it. Please share it in the comment forum below. Thanks!


原文：http://ivanmisner.com/training-referral-sources-to-generate-referrals-for-you/