One great way to get new business is through referrals. When others give their endorsement and recognition of our abilities it often takes very little to move a prospect to become a buyer. Whether we are aware of it or not, we tend to value the opinion of others. This is why we look up testimonials and product recommendations and why we tap into our networks before making a purchase. I find that my referrals are often not bothered about my prices. They have heard “a good word” from someone else and are here for their piece of the action!
So, are you getting business through referrals? Or more importantly, are you making referrals happen? If this is such a great way to get new business, it does stand to reason that we should help the process along. I teach my clients to make proactive referral generation a vital part of their marketing. Here are 4 ways to make your referrals happen:
Step 1: Do a great job
Of course, this is a no-brainer! Make sure to ask your clients the outcomes they want to achieve. Then you can proceed to meet and exceed their expectations. And when this happens they will tell others! Ask for feedback periodically; do not wait till the end of the project. This way, you show that you care, and can get back on track if you are missing the mark.
Step 2: Ask for referrals and make it easy to give them
At the point when the customer is expressing their satisfaction ask if they know anyone else who could do with such great service. Provide the customer with something tangible to pass along, such as a newsletter, free sample, a URL or a link to a video. Keep your referral sources updated with your news and success. This is a non-salesy way to remind them that you are still here!
Step 3: Seek and cultivate referral partners
As you network for business be on the lookout for others who serve your target market but are not in direct competition. Invite them to cross-promote with you and send each other business. Be sure to send them referrals, promote them on your blog or newsletter and pass on their flyers or business cards. Then track your referrals to see which partners are keeping their end of the deal. And you know what to do with those who are not!
Step 4: Give incentives
Make it a win-win situation for people to send you referrals. What can you give to show your appreciation? A free ticket to your event? A complimentary consultation? A chapter of your book? A free subscription to a paid product or service? Even happy clients can get busy and forget to pass on your details. Make it easy for them to remember with an incentive!
Remember that what goes around comes around; give great value and receive great referrals. Give others business and they will reciprocate. If you make it a priority to provide good value and proactively seek referrals you will build a very viable source of new business – referrals!
About the author: After failing in several businesses due to lack of clients, Oma Edoja learned what works, built her client-attractive business and now helps women business owners attract regular, ideal clients! She is the creator of the GetClear, GetKnown, GetClients System (TM): 7 easy steps to attracting regular, ideal clients. Through this vehicle Oma shares her wisdom and experience gathered over 20 years and learned from her successful mentors. This way, she is able to help you avoid the mistakes she has made, saving you time, money, and wasted effort!
Find out more at http://getcleargetknowngetclients.com/about-get-clients-program/testimonials/