In yesterday's post, I talked about creating a one page referral system description. Today I thought I would provide some more detail about what to include in your written description.
So what should this one page description include? First, you need a detailed description of your ideal prospect (target market). You also want to include a description of the particular problem that you solve or need that you fill.
Describe how your referral process works. What happens when you receive a referral? Will you call them? You personally, or someone from your company? Will you send them follow up materials? No one wants to be the person that unleashed the sales-person-from-hell on their friends, so don't overlook this information.
Describe your reward system (you have one, don't you?). Even though people love to give referrals, you need to give incentives to your volunteer sales force. There are many ways to reward your referral sources. The important thing is to set expectations, show your appreciation, and be consistent.
If you would like to view my referral sheet as an example, you can download it here (pdf, 46.2K).
