If you expect your referral agents to be something they’re not, then you will indeed end up disappointed. If you align your expectations with the reality of the skills your tribe has you keep yourself on track to create a real plan to win.

Are you expecting your referral agents to be skilled salespeople? Copywriters? Compliant social media managers? Some may have these skills, but most likely do not.

For the sake of this article, we’re going to assume that the only skills and value your referral marketers bring to the table are trusted relationships(people that respect them and their opinions at some level).

We’re going to refer to this base assumption of trusted relationships simply as ‘trust’ as we discuss below.

Knowing our teams have ‘trust’ as their asset, we(the corporate team) hold the responsibility of creating and delivering the tools, training, and content to do the rest.

The first and most important part becomes ‘The Question’ we want all our referral markets to present to the contacts they have trust with.

The question must not force our referral marketer to appear to be an expert of any kind, but must create enough curiosity for the trusted contact to say “I do want to learn more”.

For example, if you’re a promoter for a real estate education seminar company your question could be “If you could learn to flip one house a year without using any of your own money, would it be worth checking out our free seminar this weekend?”

The founder of the coffee & tea company Organo Gold creating massive success with the question “Do you or anyone you know, enjoy coffee or tea occasionally?”

What a powerful example of an ‘always yes’ question.

To learn more about creating a compliant selling system for your direct sales business, book a demo, and our team at NaXum share the real case studies and technology we’ve found to make all the difference in referral marketing today.