Do you have a system for tracking your referrals? If not, you're in the norm.
Most people don't track their referrals at all. Why? Why wouldn't you want to keep track of where your business is coming from? Are you tracking the business that comes in from your phone book ad or your billboard or your website? So, then why not track your referral business too. How can you duplicate a good thing if you don't have a record of what made that good thing happen?
Referral Marketing Tip:
Begin today to track not only what referrals you RECEIVE but also what referrals you GIVE to other people. It doesn't need to be complicated. Use a basic Excel spreadsheet for referrals IN and referrals OUT ... making sure to list the names of the people responsible for sending you the referrals and the names of the people you give referrals to.
Over time, you will begin to see who your primary referral sources are and you can make a consious effort to ensure that you are giving back to them in some way as well. You can also begin to see who you tend to give more referrals to. Perhaps these people need to be guided on how they can give back to you as well.
Keeping track of your referrals will ultimately lead you to a more stratgic and thoughtful approach to your relationships. If you want more structure on this, seek out the book, "Networking Like a Pro" by Dr. Ivan Misner.
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