How to Identify Strategic Referral Partners

strategic referral partners

In last week’s blog post, you received an eight-step process you can use to get more referral partners and encourage them to send you clients.

This week, I’m going to go into detail on how to identify the RIGHT strategic referral partners.

My name is Frederick Geiger, and I’m a BNI area director and a certified Duct Tape Marketing Consultant.

I specialize in helping people to get more referrals, and I rely on the strategy myself because it has the highest ROI of any marketing activity – IF you use it correctly, and partner with the right people.

That second element is often overlooked, but it’s extremely important to your success, partly because your choice of referral partners determines how many referrals you’ll receive.

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Strategic Partnerships for Referrals

strategic partnerships

8-Step Strategy for Forming Strategic Partnerships that Actually Get You Clients

When you go to networking events, are you forming strategic partnerships that grow your business, acquiring new clients, or wasting your time?

On average, business owners who use networking as part of their growth strategy spend six and a half hours on it each week, but many have little or nothing to show for their efforts.

When this happens, it’s often because they don’t know how to find the right referral partners, build a relationship with them, and empower them to make referrals. If you’ve found yourself in that boat, it’s time to change that.

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Keynote Presentation

keynote presentation

The Ten-Minute Business Keynote Presentation That Get Referrals

If your networking or business group invites you to give a ten-minute business keynote presentation, do you know what to say to get more clients and referrals from the opportunity? What if you sponsor an event for your key clients and/or referral partners and need to give them a short presentation. This presentation style is also a great idea if you have an open house or a thank you program for your partners.  If you are providing a nice spread of food, and other incentives to visit, they will be expecting you to share how they can help you.  This keynote is a way of doing so without asking them to spend more of their own money.

Over the last few weeks, we’ve explored three types of one-minute sales pitches: the basic presentation formula, the “did you know?” speech that’s designed to showcase your expertise, and the “who do you know?” version that encourages people to send you more referrals.

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Sixty Second Commercial – Who do you know?

sixty second commercial

How to Get More Referrals with a Sixty second commercial

When people attend a networking event, they’re usually there to MAKE money, not spend it. How do you put that into a sixty second commercial?

This can make it difficult to sell directly to the members of your networking groups, but it also provides a great opportunity for people who know how to offer them what they want: a way to make more money and be more valuable to their clients.

When a business owner is the go-to authority on where their clients can get all the services they need, potential clients have more reasons to approach that entrepreneur. This means they have more opportunities to see if people need their services, so they make more sales and referrals.

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Sales Elevator Pitch – Did you know?

elevator pitch

How to Make a One-Minute Elevator Pitch that works

Do you know what the biggest, most expensive mistake people make during networking events is? It’s assuming that you’re there to sell to the people in that room.

As I noted in last week’s blog post, most of the people in networking events are NOT there to buy. They’re there to make money, not spend it.  They want to build their business and they are looking for a silver bullet.  This week, I am going to share another statistic with you.  68% of people who are given a referral feel obligated to give business back.  So, think about giving to get and building relationships when networking.

That doesn’t mean you CAN’T sell to the people in your networking groups, but you’ll get much better results if, instead of offering products and services to people who aren’t there to make a purchase, you offer them something they DO want: a referral partnership with someone who shares their target audience.

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Sales Manager Minute

Sales manager minute

Sales Manager Minute – or is it something more?

If you’ve ever tried to sell something during a networking event, you probably know the struggle: everybody’s there to sell, but no one is looking to buy!

As a result, there are lots of sales pitches, few or no transactions, and a lot of people wasting their time and getting frustrated.

And yet, some people make a lot of income by presenting their offer to networking groups like BNI and the Chamber of Commerce. How do they accomplish this feat in places where everyone’s there to make money and no one plans on spending any?

In this month’s blog series, I’ll tell you how to get past people’s sell-only mentality, present your offer in a way that makes them eager to buy it, and turn your networking groups into a lucrative source of clients and referral partners.  How do your turn your sales manager minute from talking to buyers to talking to your potential sales staff.

This week, let’s kick off the series by exploring the most essential, yet often neglected or mishandled, basics of your sales presentation.

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Public Relations

public relations

Public relations can extend your referral marketing and Internet marketing efforts. Last week, I talked about how to use online and offline advertising together to attract more clients and grow your business.

This week, I’m going to give you some powerful strategies for increasing your company’s credibility and reputation through good public relations and word of mouth, both on the internet and in person.

What is public relations when it comes to small business?  Most people think that public relations is all about press releases and the like and that you have to be big in order to use public relations effectively.  I used to have this belief myself until I looked into what industry experts describe as pubic relations.  According to Business Dictionary – public relations usually involves activities that can be described as including activities “through publicity and other nonpaid forms of communication”.

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Advertising – cost effective and referral friendly techniques


Last week, I talked about how to use online and offline strategies together to find more referral partners and get them to send you clients.

This week, I’m going to explore how to use internet and physical advertising to attract more clients and improve your search engine ranking.

I’ll also explain how you can use advertising in conjunction with education-based marketing, so you can help your clients to understand why they need you, thus converting more leads into sales and inspiring the people who respond to your ads to make larger purchases.

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Referral Partners – the key to cost effective marketing

Referral Partners

Why is referral marketing so effective?

In today’s mobile-driven, internet-fueled age of information, instant gratification, and Millennials with a do-it-yourself attitude, I’ve often been asked about the best strategies for attracting clients and getting referrals in this shifting business landscape.

Last week, I talked about how to use internet marketing and word of mouth marketing together to get more referrals and income from your networking efforts.

This week, I’m going to dive deeper into how you can use both the internet and in-person relationships to harness one of the most powerful client attraction strategies in the world: referral marketing.

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Internet and word of mouth marketing

Word of mouth marketing

Internet Marketing or Word of Mouth  marketing? It’s Better to Use Both!

There’s been some debate over which is better: online marketing, or word of mouth marketing.

They both have their advantages. Online marketing helps you to reach large numbers of people quickly and educate them about why they need your services, while word of mouth marketing builds trust and connection faster, and is often the quicker path to making a sale.

If you want to attract the maximum number of clients and build your business quickly, you shouldn’t be thinking of internet and word of mouth marketing as an either-or question. They work better together!

To attract more clients, your marketing system needs 4 elements.

When you’re running a small business that does not yet have a large, dedicated client base, it’s especially important to make sure your marketing system has these four components:

  • Networks of people to support your business
  • Referrals from trusted clients and business partners
  • Advertising
  • Public relations

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