Referrals are an extension of Networking. If people like you
and like the sound of your product or service, then
there’s a good chance they’ll tell other people about
you.
If they already use your product or service and are totally
satisfied, then there’s also a good chance that they’ll
recommend you to others.
However, that won’t always happen – people won’t necessarily
go around singing your praises to other people, unless
someone asks them about you.
You can, however, take various actions to improve your
chances of getting referrals:
*Ask people – Ask your existing customers if there’s anyone
else they know who could use your product or service.
*Ask if it’s okay to contact them – and if it’s okay to use
their name
*Ask them – if they’d be kind enough to refer you to the
other person
*Ask if it’s okay to check back – and find out what the
other person said. (This encourages the person you’re
speaking to – to refer you)
*Offer incentives – Offer free product, a discount or a
prize to an existing customer who refers you to a new
customer. e.g. If I bring a new member to my health club, my
name is entered into a draw for a new car
*Offer a “finders fee” – to anyone who finds you new
business or donate money to their charities
*Have a referral form – This needs to be a simple document
that you hand out to customers or give away at events or
even post to people.
It needs to say something like – “Who do you know who could
use our product or service?” Then leave some blanks on the
form for the details. Mention what the incentive or reward
is for them to do this.
*Ask for letters of recommendation – Always ask existing
customers for some comments you can use on sales letters,
your web site or brochure.
*Listen for referrals – Keep your ears open for referrals.
Often a customer will make a throwaway remark – “My brother-
in- law suffers from the same problems in his business as I
do.” You then, ask politely about the brother-in-law’s
business and if it would be okay to contact him. (This seems
so simple but many people don’t pick up these remarks or do
anything about them.)
*Thank people for referrals – When new customers contact
you, ask them how they heard about you. (You should always
do this so that you can evaluate your advertising or
promotional activity) If they tell you that they’ve been
referred by someone else – send a thank you note to the
referrer. It’ll encourage them to refer more people.
*You refer business to them – It’s the old “I’ll scratch
your back if you scratch mine story” Tell people about
businesses you’d recommend. If you think they’ll do
something about it – phone your contact at the business
you’ve recommended. Tell them – “Watch out for so and so
who’s going to phone or come and see you.” Pass on any
details you have and hopefully they’ll do the same for you
one day.
Discover how you can generate more business without having
to cold call!
Alan Fairweather is the author of “How to get More Sales
without Selling” This book is packed with practical things
that you can do to get customers to come to you .
Click here now
