Developing Strategic Referral Alliances

By Gitomer, Jeffrey | THE JOURNAL RECORD, November 26, 1997 | Go to article overview

Developing Strategic Referral Alliances


Gitomer, Jeffrey, THE JOURNAL RECORD


Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you?

Yes, if there is mutual trust.

Here are the prerequisites: * You consider yourself the best at what you do. * You do a memorable job in making the sale. * You do a perfect job of delivering what you promised. * You provide impeccable service after the sale. If you don't do the above, don't bother reading the rest of this article. It won't help you. What are some benefits of alliance? How are alliances used? 1. For credibility. To give your company more credibility, you might align yourself with the Chamber of Commerce, partner or joint venture with a big firm, or donate part of the proceeds to a charitable organization in exchange for using their name with your promotion. 2. To boost sales, make an impression, or get an audience. Align with a business that will deliver a gift of what they do at a reduced cost in exchange for the opportunity to make a sales call on your prospect or customer. It looks like you're the hero, and your ally gets a valuable lead. Look for companies who sell office plants, flowers, ad specialties, tickets, gift baskets, a printer, or a bookstore. 3. To get to the decision makers. Look to align yourself with someone already doing business with your targets. These are your best prospects for an alliance. 4. To get leads faster. Look at what steps it takes to get to your sale. Talk to people who sell your prospect before your sale is possible. Excellent candidates are contractors, equipment sellers, movers, or supply companies. Select vendors who are needed by the prospect before your product or services are needed. 5. To generate new prospects. Build your business network by joining leads clubs, business clubs, and professional associations. 6. To build business with existing customers and expand within that industry. Join their trade association or the Chamber of Commerce. Here are some types of alliances to look for and develop: A "complementing business direct exchange" alliance. * A building contractor exchanges with a telephone equipment sales and installation. * A lawyer exchanges with an accountant. * A commercial real estate broker exchanges with an office furniture supplier. …

The rest of this article is only available to active members of Questia

Already a member? Log in now.

Notes for this article

Add a new note
If you are trying to select text to create highlights or citations, remember that you must now click or tap on the first word, and then click or tap on the last word.
One moment ...
Default project is now your active project.
Project items

Items saved from this article

This article has been saved
Highlights (0)
Some of your highlights are legacy items.

Highlights saved before July 30, 2012 will not be displayed on their respective source pages.

You can easily re-create the highlights by opening the book page or article, selecting the text, and clicking “Highlight.”

Citations (0)
Some of your citations are legacy items.

Any citation created before July 30, 2012 will labeled as a “Cited page.” New citations will be saved as cited passages, pages or articles.

We also added the ability to view new citations from your projects or the book or article where you created them.

Notes (0)
Bookmarks (0)

You have no saved items from this article

Project items include:
  • Saved book/article
  • Highlights
  • Quotes/citations
  • Notes
  • Bookmarks
Notes
Cite this article

Cited article

Style
Citations are available only to our active members.
Buy instant access to cite pages or passages in MLA, APA and Chicago citation styles.

(Einhorn, 1992, p. 25)

(Einhorn 25)

1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

Cited article

Developing Strategic Referral Alliances
Settings

Settings

Typeface
Text size Smaller Larger Reset View mode
Search within

Search within this article

Look up

Look up a word

  • Dictionary
  • Thesaurus
Please submit a word or phrase above.
Print this page

Print this page

Why can't I print more than one page at a time?

Help
Full screen

matching results for page

    Questia reader help

    How to highlight and cite specific passages

    1. Click or tap the first word you want to select.
    2. Click or tap the last word you want to select, and you’ll see everything in between get selected.
    3. You’ll then get a menu of options like creating a highlight or a citation from that passage of text.

    OK, got it!

    Cited passage

    Style
    Citations are available only to our active members.
    Buy instant access to cite pages or passages in MLA, APA and Chicago citation styles.

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn, 1992, p. 25).

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn 25)

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences."1

    1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

    Cited passage

    Thanks for trying Questia!

    Please continue trying out our research tools, but please note, full functionality is available only to our active members.

    Your work will be lost once you leave this Web page.

    Buy instant access to save your work.

    Already a member? Log in now.

    Oops!

    An unknown error has occurred. Please click the button below to reload the page. If the problem persists, please try again in a little while.