There is nothing more encouraging than to see your business grow based on your efforts.
Below are links to two referral trees. The “Two Generation” referral tree will track your referrals from the original client through two generations of referrals. This tree will fit on a letter size piece of paper. The “Three Generation” tree will only fit on an 11X17 inch paper. It is best to copy both to your desktop and use them on your computer as opposed to printing them out. The two generation tree will track your original client and 30 referrals, whereas, the three generation will track your original client and 155 referrals.
HOW TO USE THE REFERRAL TREE:
1. Enter the name of your original client and then enter the names of each referral you get from that customer in one of the appropriate generation limbs.
2. Change the color of the limb to green for each referral that turns into a client; change the color of the limb to red for each referral that does not buy. (see referral tree example below)
WHY USE A REFERRAL TREE?:
The most obvious use of the tree is the reinforcement you get from seeing how your original client grew into more and more sales as the tree grows.
But another, more important use is to track the referrals from generation to generation so you can keep your original client informed of what is happening. Your clients want to know what is going on with their referrals. Traditional training says your client wants to know what is going on with his referrals because he wants to know how your buisness is going and how he has helped you. There is some small grain of truth to this. But what he really wants to know is how his referrals are accepting his recommendation. He wants to know that he hasn’t embarrased himself by referring you.
In additon, the referral tree can tell you who to go to for more referrals. The more green you see below a particular client’s limb, the more incentive you have to go back and get more referrals–he refers good prospects that turn into clients.
Also, you can possibly track markets that you should be concentrating in. If you have a client that referred you to an electrical engineer, who referred you to more electrical engineers and you have lots of green limbs, you might have found a market that you really connect with–electrical engineers.
Sample of completed referral tree
Two Generation Referral Tree tracks 30 referrals originating with your client’s initial referrals through the next generation (5 first generation referrals from client, 25 second generation from client’s initial referrals)
Three Generation Referral Tree tracks 155 referrals originating with your client’s initial referrals through the next two generations (5 first generation referrals from client, 25 second generation from client’s initial referrals, 125 third generation referrals from the second generation referrals)