127 – How to Make Business Referrals Repeatable – Karen Yankovich

This week’s episode of Good Girls Get Rich is brought to you by Uplevel Media CEO and LinkedIn expert, Karen Yankovich. In this episode, Karen shares how to make your relationship-based marketing efforts effective.

Building relationships is how you land big-ticket clients, but sometimes people aren’t ready to move forward after you first meet them. Relationship-marketing is the most effective way to stay in front of them so you’re there when they’re ready to move forward.

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We want to hear your thoughts on this episode! Leave us a message on Speakpipe or email us at info@karenyankovich.com.

About the Episode:

Even pitched someone who wants to do business with you but it’s just not the right time for them to move forward? Things happen, and life gets in the way. The value in LinkedIn and relationship-based marketing is that you are able to genuinely stay in touch with that person, and you’ll be around when they’re ready to move forward.

Best Relationship-Marketing Methods

You might be wondering, “How do I do this?” The best place to start is on LinkedIn. After you first meet them, follow up with them occasionally. Be genuine, don’t pitch them, and ask questions about themselves. Maybe there was a program they’d been working on. Ask them how that’s going. Maybe there were some life changes happening. See how they’re doing.

Another way to stay in touch is to share their posts. By sharing their posts, you’re helping them gain more visibility. That’s always a good thing.

You can also find them a referral. Maybe the person you’re building a relationship with is a yoga instructor. If you have a friend who’s into yoga, refer them.

In everything you do, you want to provide value. Stay in touch, be genuine, provide value, and when they’re ready to move forward, you’ll be in the right position to do business with them.

Episode Spotlights:

  • Where to find everything for this week’s episode: karenyankovich.com/127
  • Introducing this episode’s topic (1:56)
  • How to develop relationships (6:46)
  • The benefit of LinkedIn Sales Navigator (7:55)
  • Find them a referral (10:28)
  • Episode recap (13:15)

Resources Mentioned in the Episode:

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Read the Transcript

Karen Yankovich 0:00
You’re listening to the Good Girls Get Rich Podcast Episode 127.

Intro 0:05
Welcome to the Good Girls Get Rich Podcast with your host, Karen Yankovich. This is where we embrace how good you are, girl. Stop being the best kept secret in town, learn how to use simple LinkedIn and social media strategies, and make the big bucks.

Karen Yankovich 0:23
Hello, I’m your host, Karen Yankovich. And this is Episode 127 of the Good Girls Get Rich Podcast and this podcast is brought to you by Uplevel Media where we teach simple relationship and heart based LinkedIn marketing that gets you on the phone consistently with people that will change your business, your life, your bank account, or ever people you can’t wait to have an opportunity to chat with. Basically we teach digital marketing with the human touch over here at Karen Yankovich world. So if you have listened to us before or if you love what you’re hearing today, we love to hear from you. So make sure that you’re Subscribe to this episode or this podcast so you don’t miss an episode. leave us a review because we love getting your reviews we love, we do our best to shout you out when you do that. So that’s kind of like Win Win, right? I get you some visibility you get, give us some visibility. We’re just kind of sharing the love here, right? So we love your reviews and your ratings on the podcast helps us help you take a screenshot of this episode, and share it with your social media. Let the world know you’re listening. And especially if you’re hearing something you love, let us know what that is so that we can do more of that in upcoming shows. Make sure you tag me when you do that so I can share it with my audience. I’m @karenyankovich. In the show notes, we have a link for Speakpipe. You can leave an audio review there we absolutely love those audio reviews. And you can get all this information at karenyankovich.com/127 which is the show notes in the blog for this episode and any of the links we talked about here today will be on that page. So you know I mentioned on the intro to this podcast every single week. That what we teach is digital marketing with the human touch. And it’s really interesting because, you know, I’ve, I do a lot of interviews. And often they asked me to tell my story. And my story really started as and when I started teaching LinkedIn, I was really not just teaching LinkedIn, I was teaching digital marketing. And I was having an agency, we were helping, I was helping customers, grow their followers and get some website traffic from Twitter and Instagram and Facebook and LinkedIn. But what was happening was when I would speak to the customers, and even my customers, or other, you know, prospects, and when I would say to them, well, where does most of your business come from? I’m gonna say 999 out of 1000 times they would say referrals. Can you Is that what you would say when I say where does most of your business come from referrals? Yeah, we’re doing a whole lot of other stuff. Right. So I, based on that, that’s really what made me start focusing in on LinkedIn because That told me that even today, and listen, I think all these other platforms are great. And they have a great purpose and I use them all. But at the end of the day, the high ticket clients, the ones that write the bigger checks, the one that are looking for fast wins that are really going to step up and do the work and have the great successes, you know, we’re there for them. They come to us when we talk to people, right? That’s, that’s really what happens. I mean, sometimes clients fall out of the sky. And I love when that happens. I mean, we listen, we work hard to make them know how to find us so that they fall out of the sky into our lap, right, that doesn’t even even then doesn’t happen just by magic. But at the end of the day, most of the people that we sign as long term contracts, or as higher ticket contracts as private clients are people we’re talking to, right. So you know, we’ve created a system here in my she’s linked up accelerator program where we teach people how to get repeatable referrals on LinkedIn. So we’re getting referrals but we’ve got a system that puts that we put in place that makes it repeatable. So they happen over and over, because the thing about referrals is I love them, because it means people love you. But it’s a little bit like cross your fingers marketing, right and hope somebody is going to make a referral to you this month. And I don’t know about you, but I’m not I’m not okay with that. I want to I want a system, I want a strategy. But remember, on LinkedIn, this is the higher ticket stuff. This is the higher end of your product suite. Right. So if you target correctly, you can often enroll a new client quickly, you know, maybe on that first or second call, right? So it shouldn’t if you do the things we teach you how to do in this using type accelerator program, or if you listen to this podcast enough, you’ve heard a lot of it here. Then you know how to target you know how to get on the phone with people. And and hopefully by the time you’re on the phone with them, you’ve already identified that they’re a great client for you, and they enroll, but sometimes it just doesn’t happen. Right sometimes, no matter despite your best efforts, they just don’t enroll on that. First couple calls. They’re like I just can’t do it right now. Two months into a three month, six month program or something like that, right? And I don’t want to get into you know how to overcome objections because that’s another podcast in and of itself, right? But let’s just say, you know, you just you just got as far as you’re gonna get with this particular prospect. Understand that if you’ve done your targeting, right, and if you are talking to people like that you can’t wait to get on the phone with them. chances are it’s not actually a no, it’s a Not right now. Okay, so 100% do not toss that lead. Do not toss that lead. I want you to I have a spreadsheet. I have index cards, man, it is hard for me to lose you if I think you’re gonna be a good client. I don’t I want to follow up with you. Okay, I want to follow up with you. And following up doesn’t necessarily mean picking up the phone and saying, hey, it’s Karen, we talked about my program three months ago. Are you ready? Now? That’s not what following up necessarily is. We’re going to talk today about ways that you can use link To continue to provide value to the people, you know, are good clients, but it just wasn’t the right time to enroll them. But they’re still coming your way. And you know that there’s possibility there for them. Right? Can you relate to that? Can you relate to getting on the phone with someone? And you know, it’s a great fit, right? You know, it’s somebody you love to work with, but it just didn’t happen. It just didn’t happen. Right? But this is relationship marketing. So why not keep developing that relationship? You know, these are for your 5000 to 10,000 or 50,000 $100,000 sales. And for those of you that are like, I don’t have $50,000 product packages, stick with me, because that’s what we work on. That’s the first thing we work on in the She’s LinkedUp Accelerator Program is what your high ticket package can look like. Right? So it’s worth it to continue to develop that relationship. So let’s say it’s July 1 2020, and you had a conversation with someone and it just didn’t, it just didn’t go the way you want. Maybe what you do is you put a follow up in your calendar Or whatever you use to follow up with people, I have a spreadsheet and I have index cards for August 1. So just a couple weeks later, like a month later. And you can go into LinkedIn and give them some endorsements. Just give them some endorsements, remind them who you are, remind them that you’re alive, right? Remind them, like just give them some endorsements on some of their skills on LinkedIn. Chances are, they’re going to reply back to you. And thank you. And that’s a conversation starter, where you can say, Hey, how’s it going over there? Last time we talked, this was happening, you know, how’s that going for you? How’s that coaching program that you’re halfway through, you know, you’re getting the results you want. Don’t pitch them genuinely be curious about how things are going for them. make notes on your note card or on your spreadsheet or wherever you take notes, right? make notes, because this is part of the sales follow up, right? But all you’re doing is endorsing them, right? You can do that. And then maybe so you have a little bit of a conversation, maybe they don’t even respond and that’s okay too. But what I would also do and this is where if you guys haven’t listened to the salesman navigator episodes yet. We’ll link to them in the show notes. There’s part one and part two. I’m a huge LinkedIn Sales Navigator fan. It’s an $80 month program. But let me tell you, if you’re talking about five and $10,000, enrollments here, right, so you can spend $80 a month, okay, that’s a mindset thing. And that’s another thing we work on in our program is we work a lot on mindset because I want your mindsets spot on. So let’s just say if you’re using Sales Navigator, you can save them in Sales Navigator, but they don’t know that you’ve saved them right. But what happens when you save them in Sales Navigator is Sales Navigator will notify you if they post anything. Okay, so now if there are people that you’ve saved, so now what you can do, let’s just say for you know, either Sales Navigator is going to auto notify you or you’re going to make another follow up on your calendar for September 1. And you’re going to make sure if you haven’t already, if Sales Navigator hasn’t already done this for you, right, like I want this to be leveraged as much as you can. So well Sales Navigator do the work and say, Hey, Mary is ready for Mary posted this really cool article today. But if not go in a couple weeks later and look to see if Mary’s posted anything if your prospect has posted anything and engage on that post, if you can share the post with your point of view, oh my gosh, I met Mary a couple months ago at an event we had the opportunity to have a really nice long chat. And I really got to know a lot about her and her business and I love the work she’s doing around this. Check it out. Read this. Mary’s gonna love you for doing this right now again, you’re not asking her to buy. You’re not pitching her again. You’re just building the relationship. Right? So now you’re sharing how with your audience you’re still providing value to Mary right? So let’s say and by the way, this is so much better than sending them a bogus I saw this article and thought of you, which is what a lot of people do. I’m sorry, but you picked one article. You sent it to 20 people I know what they know it. Nobody wants that stuff. personalize this. Okay, this is a 2010 $20,000 lead here view, notice how it goes up every time I talk, this is a big fat lead, right? Personalize it, you know, don’t be lazy. Okay, this isn’t taking a ton of your time these are this is how you get the big clients pay attention. It’s like, sound like I’m yelling at my kids here. Another way that you can do this. Now, let’s say it’s September 1, and they’re still going through their coaching program or whatever, right or the summer’s over and they wanted to get through the summer cuz they’re homeschooling their kids or whatever. The next thing you can do is when again, they’re coming up on your calendar or they’re coming up in your index card file. Think about if there’s somebody you can send them as a referral. Again, depending on how the past couple months went, if they’re ghosting you from these other things, you might want to lighten up a little bit here because maybe they weren’t as excited about you as you were about them. Right. But if you are genuinely building relationships with them and endorsing them and sharing their stuff, chances are if you did your targeting right, they’re engaging in this they’re so happy you’re doing this for them. Right. So They’re doing that behind a referral, find a referral to give them, okay, think about who you know, that might need a health coach or money mindset coach or whatever your ideal person that you want to bring to you does, right? And think about who that is and just sit maybe it’s, maybe it’s a podcast You are a guest on. And you can say, you know what I spoke to someone a couple months ago, that might be a great guest for you. Maybe you could make an intro to them to a podcast, you’ve been a guest on right and get him to guest on a podcast, providing more value. Right? Now you’re continuing to just provide value to these people. This is you see where I’m going with this. Right? You see where I’m going with this. Another thing you can do is maybe create a post that let’s just say when you were talking to this person on the phone, you made a note that they were a big New York Yankees fan, whatever. And let’s say the world is back to playing baseball again. And something happened right. Maybe you or maybe you can I’m not I mean, I don’t want this to be too far off stream. But if there’s something that happens that that is a LinkedIn where the posts of the Yankees is probably not a good example, but we’ll use it anyway, you can share it and say, you know, hey, at Mary, I thought of you when I saw this, you know, the Yankees are completely shifting their back office. And it makes it’s so in line with what we talked about. And it’s your favorite team, right? I wanted to make sure you saw this, again, you’re not doing bogus, I sent this to 20 people things, create a post that is relevant to your LinkedIn audience, but also is something that will be something that they mentioned in that conversation that you had with them now several months ago, right? So you can just create a post of your own and tag them in that post. Do you see how valuable this could be for somebody that, again, I don’t want you to have to talk to 2030 new people every week. I want you to have a pipeline of these people as time goes on. Okay, and that happens when you don’t just give up on them when they say no, but that’s on you. It’s on you to continue to develop this relationship. And you need to do it in a way that that doesn’t make them feel like you’re being pushy and you’re shoving your products and services down their throat. Right? Does that make sense? So let’s recap a little bit here. relationship marketing, how can you continue to develop a relationship with someone who just for whatever reason, didn’t didn’t enroll in your program, product service, whatever, when you thought it was time for them to do that. First thing you can do is endorse them. I call that like sprinkling fairy dust on my network. I just endorsed them. It just reminds them who you are, it’s providing value. And people that tends to it tends to be a convert, great conversation starter. If you’re using Sales Navigator, save them in Sales Navigator so that you can be notified if and when they post. If you’re not using Sales Navigator, you have to do this manually. But make sure that when they post not every single time because you don’t want to feel like a stalker. Right. But on occasion, if it’s something relevant, engage on that post, share that post comment with your point of view on that post, make it relevant. Don’t be lazy, okay be dive in and really spend some time on this. Another thing you can do is look for a referral that you can send them, right, what kinds of clients are they good to they looking for somebody you can send their way, what kind of maybe they would maybe there’s a podcast that you’re interviewed on that they might be a good guest for. Maybe there’s an event you’re going to that you’d like to invite them to write, like, think about something really personalized that you can do, purely to just support them. And you know, tag them in a post, make sure it’s relevant. Please don’t tag people Eero. I hate it drives me crazy when I get tagged in posts that really have no relevance to me. I love you guys. And I love to see what you’re doing. But if everybody started tagging me a post every time they in a post everything that comes with a new blog post, I’ve never be able to get any work done right. So, so be be sure that when you’re tagging them in a post, that’s something that’s really relevant to them, but it’s about continuing to develop the relationship and I think And hopefully at this point, you’re starting to see where I’m going with this. You know, you’ve heard this from me before, the best and most profitable strategy on LinkedIn starts with giving. Not with taking, not with asking, not with begging, not with hunting, with giving. And when you give people things, you’re staying top of mind. You’re just being generous, you’re providing value. Remember, these are high ticket sales we’re talking about here. So it should be well worth your time to spend, you know, five or 10 minutes every month or so, to just remind these people that this particular prospect that you know that you’re around by doing it in a way that’s really really valuable to them. You know, I interviewed Brian Fanzo a couple months back, we’ll link to it in the show notes. And Brian talked about the long game he has on LinkedIn. And he talked about the fact that like if he wants to be a keynote at ABC companies 2022 can you know, annual meeting, he starts two years in advance. He He starts by sharing and sharing content about that company for like two months. And then after he shares it, then he starts connecting with the people and says, I haven’t talked about you guys for months. And when they look at their his network, they see he has been right. providing value. providing value is the long game. Brian gets some big fat keynotes as a result of this big fat keynotes. Okay, so this is, you know, it’s not if you’re talking to somebody and Now’s not the time, do not ditch it. Okay, use LinkedIn, to continue to provide value to continue to follow up on the people that for whatever reason, it wasn’t the time for them, to for you guys to be working together. So I hope that that was helpful to you. I would love to I’d love to hear what you think about this. Share this on social media. Tell me which one of these things you’re going to do today. Tell me which, you know, tell me if there’s something else that I didn’t mention that you do on LinkedIn. I’d love to hear about that. Share this episode on LinkedIn, share it on your social media. Tell me what you’re you know what it is that you do that maybe something additional to what I have just lots more ways than this. And if you want to know a little bit more about the process that I talked about those repeatable referrals that we teach, join our LinkedIn Masterclass on demand at karenyankovich.com/masterclass. And you can watch it whenever it’s good for you and then I am always available for your questions around the masterclass or anything else you can message me on LinkedIn, DM me anywhere, and let’s get some big fat clients this year. What do you say? Listen, I know I’m here to support you. I love your support. I do this podcast to support you. I have the free Masterclass that supports you. I would love for you to help me if you would share this podcast and let your audience know that you’re listening that’s really helpful to me. Take a quick screenshot of the episode on your phone and share it on social tag me so I know that you did so that I can thank you and share it with my audience. I definitely think that even though The start of 2020 has been a little crazy. I think that there’s plenty of time for us to finish up 2020 with an most amazing year, I’m here to support you to do that. I want this to be simple. Let’s create this simple Empire together. I will see you back here again next week for another episode of the Good Girls Get Rich Podcast.