Listen up, entrepreneurs! Referral partners are the golden gatekeepers. They have the ability to grant you access to quality leads that you can convert to clients.

I’ve talked a lot about the value of your rolodex and building relationships with referral partners.

But how can you motivate your referral partners to keep you in mind and actively recommend you to prospective clients?

Would you be surprised if I told you the secret weapon to motivating your referral partners was edible?

Personally delivering a food gift is an act that is warmly received and that leaves an impression.

Walk into your referral partner’s store or office empty handed and you might be viewed as a distraction they can’t afford right now. But come armed with a box of donuts, chocolates, candy, coffee, lunch or pizza and you’ll have not only their appreciation, but their full attention.

What is it about food that is so powerful?

Food is a powerful bonding tool; we share it with those we care about. Snacks and meals bond us. We come together for meals for the holidays, we give food to strangers on Halloween, we bring our sick friends and loved ones chicken soup, we share chocolates on Easter and Valentine’s Day, we sip hot coffee with colleagues…the list goes on.

My husband Mike, a renowned home chef, demonstrates his care for me and for our friends and family by whipping up gourmet pizzas, cheesecakes, and more. Mike and I bring home-made baked goods to friends and family in times of celebration as well as during difficult times. I’ve even brought his sought-after treats to business meetings with my Celeste Giordano Coaching clients!

Food is a way we demonstrate our care for others. When you bring a food item to someone, they subconsciously let their guard down and start listening.

I’ve seen it time and again. When you bring a referral partner something to eat, they appreciate that you thought of them. As a result, they take greater interest in the message you came to share and are more likely to spread the word about your services after you leave.

Bringing food works with people you already have great rapport with, and it works with people who you don’t have a close relationship with yet. It’s an incredible ice-breaker. The power of this act is rooted in the Law of Reciprocity, which says that “If you give me something, I’ll give you something.” But food really penetrates the heart and opens up the ears.

Let’s circle back to why referral selling is such a critical strategy. It allows you to more easily establish your credibility and therefore sell faster and more effectively. Your referral partner is already trusted by their friends, family, clients and colleagues. When they recommend you and the services you offer, they position you as a person also worthy of trust. Prospects generated through referral partners are less guarded, more receptive to your message, and easier to close in a sales conversation.

For that reason, the investment you make in the food gift you bring along to a referral partner or potential referral partner will be well worth it. While it’s impressive to come armed with gourmet treats, it isn’t about how much you spent. It really is the gesture that matters here. You can bake something or simply swing by a local donut shop or drug store for a bag of chocolates.

If your referral partner lives out of town, send something. Today, you can arrange to send chocolates, cupcakes, cookies, pizza, lunch and countless other delectable treats at the click of a button.

The best way to stay at the top of referral partners’ minds is to communicate with them regularly. Pay them a visit if you can. Send Christmas cards. Pick up the phone to wish them a Happy Birthday or congratulate them on a personal milestone or professional achievement.

When you show them you care, they will take the initiative to let their contacts know about the services you offer or the promotion you’re running.

At Celeste Giordano Coaching, I teach entrepreneurs how to increase the number of referrals they receive and sell effectively once they’ve connected with new referrals. Learning how to master referral selling is one of the many tools that will help you “Double Plus” your income this year.

Up Next: You’re Invited

We invite our local community to visit us on April 27th, 2017 from 11:00 to 1:00 p.m. at the 1818 Club for the WGC Atlanta Chapter meeting. Pre-registration for the event is $25.00. Click here to pre-register. If you are interested in being a sponsor, please contact celeste@thewomenofglobalchange.com.

We are also opening up several other chapters across the United States. I am honored to help launch the Toronto, Ontario Chapter in March, 2017. To become a presenting sponsor or sponsor at this premier Toronto event, contact Celeste Giordano here. For additional information about WGC, please visit our website!

Celeste Giordano’s mission is to help business owners develop the skills, knowledge and attitude necessary to “double-plus” their income and become effective and inspirational leaders in their fields. Whether it’s taking your successful business to the next level or starting a new venture, she will teach you the exact skills and strategies you need to enroll more quality prospects, build a rock-solid team, and break through obstacles to achieve real profit and lasting success. Celeste is a professional business growth specialist, a master sales strategist, and dynamic speaker with almost 40 years experience in direct sales and managing high-performing teams.

To learn more about Celeste, click here.

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