Building a referral network: 6 mistakes to avoid

Everyone needs a team.

As a health coach, you can become an expert in multiple areas: nutrition, behavior change psychology, fitness and sports performance, stress management and recovery, and more.

However, no matter how many certifications you earn, you will always come across a client who has an issue that blocks progress that you don’t have the skills, training, expertise, or legal authority to solve.

Here’s the thing…

you Maybe not an expert in repairing marriages, treating gastroesophageal reflux, or counseling patients with eating disorders, but others are.

This is where a healthy referral network comes into play.

By connecting your clients with people like this, you can stay within your scope of practice, provide welcome business to respected colleagues, and and Help your customers solve their problems.

(Total. Super Trainer. Move.)

All of our certification programs include a section dedicated to teaching coaches how to build a strong referral network of professionals who can solve common client problems.

In this article, we will discuss how to do this by exploring the top mistake We see what coaches do. Avoid them and you can refer to them with confidence.

First, what is a referral network?

A referral network is a list of complementary professionals, businesses, and resources that would be beneficial to clients.

Your network may include local or virtual:

• Doctors, psychologists, registered dietitians, and other professionals are trained and qualified to help clients with issues that are outside your scope of practice. (For an in-depth review, see our Scope of Practice worksheet.)
• Colleague health coaches and personal trainers with deep knowledge in areas outside of your experience. (For example, maybe the client is interested in learning yoga, but you have no idea how to salute the sun.)
• Seminars, fitness groups, webinars, food services and other resources to support clients in their behavior change journey.

In order to confidently refer clients to a skilled practitioner with a good reputation, you need to do some legwork. This brings us to the most common mistakes to avoid.

Mistake #1: You build your network forward Start your business.

Kate Solovieva, director of community engagement at PN, said that for recently certified health coaches, the task of “creating a referral network” can double as a procrastination tool.

Rather than accepting clients, these coaches seek out more and more professionals, fearlessly preparing themselves for every potential referral situation. However, despite their continued efforts, their list will never be “complete.”

That’s because…

“We can’t prepare for everything,” Solovyeva said.

solution

Onboard customers immediately after certification.

Yes! This may sound scary, but the best way to identify “gaps” is to start practicing and see where your customers actually need more help than you can provide.

Over time, add people to your referral network because you can:

• Connect with professionals on LinkedIn and other virtual sites
• Engage in peer networks (e.g. Precision Nutrition Facebook community)
• Network with members of the local chamber of commerce
• Talk to family, friends, and clients about their favorite professionals and resources
• Attend various health conferences and other local events where health professionals gather
• Search (and try!) providers based on your own health needs

Mistake #2: You Think Your Recommendation List Will Cover all customer needs.

As we mentioned above, you can never predict every referral or customer question ahead of time – and that’s okay.

This is especially true if you tutor virtually with clients around the world.

(You might know three great massage therapists living in Toronto, Canada, but that knowledge won’t be helpful if your clients live in Wellington, New Zealand.)

Likewise, certain professionals or resources may work for some clients but not others.

(For example, you may know of several meal delivery options, but none are suitable for plant-based customers on strict gluten-free diets.)

solution

Learn how to help clients find the professionals and resources they need.

You might:

• Ask customers to describe their preferences. (Do they prefer working with a specific gender? Do they want to meet in person or online? Do they prefer the enthusiasm and creativity of a new professional or the “I’ve seen it all” sagacity of a seasoned professional? )
• Host coaching sessions and find potential professionals and services online together.
• Customers are encouraged to contact the three practitioners, ask questions, and use what they learned to select the winner.

Mistake #3: You let social awkwardness ruin networking opportunities.

It takes a certain amount of courage to reach out to a stranger. You have to present yourself, explain who you are and what your motivations are, and risk being ignored or rejected.

This is where many coaches get stuck, said Toni Bauer, PN director of coaching and educational operations.

As a result, many coaches may put off the conversation.

solution

Make networking a challenge. Coach Solovieva calls it “Operation 100.”

• Set a goal to contact 100 professionals in 12 months.
• Spend about 20 minutes each week working toward your goals.
• Each nonresponder was followed up once or twice.
• Don’t expect everyone you contact to say “yes,” understand that only about 10% of people will get back to you.

To ease yourself into a challenge, Bauer recommends crafting an elevator pitch.

Don’t overthink this. Your speech doesn’t have to be a multi-page persuasive essay. It doesn’t have to contain magic talking points, either. Just be yourself.

Mistake #4: You use outdated persuasion tactics.

If you use LinkedIn, chances are you’ve been embracing old-school cold selling tactics. We’re talking about direct messages from strangers who clearly haven’t read anything on your profile and know nothing about you.

These spam emails are like a stranger sneaking up on you at a bar and saying, “So, want to come back to my place?”

We’re not trying to discourage you from using cold outreach. It has a place. However, to improve your response rates, we’d like to introduce you to a rarely used technique.

solution

Get to know people before asking questions onlinecoach Solovyeva suggested.

Follow them, read their content, download and use their free resources, comment on their posts, congratulate them on their professional wins and become a part of their online lives.

Do That, People will remember you. More of them will also respond to your messages. Plus, the intelligence you gather through building relationships will help you avoid…

Mistake #5: You don’t review recommendations yourself.

How do you ensure you are referring clients to compassionate professionals who truly know what they are doing?

It involves more than just checking someone’s website or social media profiles.

If you only look at someone’s website or social media posts, “you’re just scrutinizing their confidence and copywriting skills,” Solovyeva says. “If we’re lucky, confidence and copywriting go hand in hand with ability, but that’s not always the case.”

solution

Give their services a try. Attend someone’s yoga or Zumba class. Make an appointment for a massage. Have your squeaky knees checked by a medical professional.

This way, you can see the pros in action.

If you’re thinking, “I don’t need certain services that my clients need!” you have a few options:

• Offer to pay a professional to meet with you for 30 to 60 minutes so you can ask some questions, learn about their treatment philosophy, and discuss how to refer clients to them.
• Interact with people in local social networking communities like NextDoor.com. Ask group members if they have met a particular student and, if so, if they would recommend that person.

Mistake #6: You oversell your customers through referrals.

When you recommend a professional that you’ve personally vetted, you naturally want your clients to take action.

However, despite your efforts, some clients will be reluctant to schedule an appointment with a relevant professional – and that’s okay.

“Let your clients be adults,” Coach Ball says.

Customers have their reasons. Maybe their insurance doesn’t cover the service. Or maybe they decide to meet someone else.

“It’s not your responsibility to make the relationship perfect or flourish,” says Ball.

a support cycle

Some coaches are afraid of referrals because they think they are “giving up business.”

But in reality, your clients will simply feel like you have their back when you refer them to a reliable professional. (This means they will More likely to recommend friends and family you.)

Plus, when you send business to another respected colleague, it also lets you Have cross-proposal on their radar.

This benefits your clients, your business, and the entire community of health professionals.

If you are a coach, or you want to be…

You can help people build sustainable Nutrition and lifestyle habits will significantly improve their physical and mental health, while you can live a great life doing the things you love. We’ll show you how.

If you would like to learn more, consider PN Level 1 Nutritional Coach Certification.