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The Unwritten Rules of Referral
That right, many business owners have built their entire business using this one simple, but powerful strategy. People want to do business with other people they know, like and trust and by creating referrals you automatically borrow upon some one else trust. For the small business owner this is a crucial point.
You see referred clients, if properly qualified, will turn into your best customers and will likely put a higher value on what you do and be less likely to leave for price.
Here how:If your business or service doesn wow someone then who is going to refer you? Consistently generating referrals is a bit of a mindset. Tackle every customer you generate as though your sole purpose in serving them is to generate a referral. Now, would that change your approach to service? Now you not a sales person, you a service person.
Target referral sources
Just as you must target your clients you must also target those clients, vendors, influences peddlers, or contacts most suited to generate the kinds of referrals you are after. Think about the last time you got a great deal on something or someone went over and above to help you was the first thing you did? You told everybody, right? Don be shy about asking for referrals
Tell them how you intend to followup
The single greatest reason your friends,[url=http://www.sport.fr/smartphones/moncler.asp]moncler pas cher[/url], neighbors and clients may resist handing over referrals is because they had a bad experience in the past. They gave an eager sales person the names of their family and he still hasn stopped hounding them. Let them know exactly what you plan to do and how you plan to do. Ease their past concerns and don hound your referrals.
Make it easy for them
Don just ask if they know anyone who might need what you do. Give specifics. I know a financial advisor who wants to work in certain high income neighborhoods. When he meets with his clients he puts a list of 5075 names in front of them and asks if they know any one on the list. He always comes away with several highly qualified leads.
Let them participate
Don just jot down names and head out into the night, ask them to call, email or write on your behalf. Hand them a suggested letter of introduction that explains what you do and why you will be contacting them. Get your client to mail a letter on your behalf. Placing a call on your client recommendation can open some doors but nothing beats a heart felt letter of endorsement
Ask for testimonials
One very passive way for people to refer business to you is to ask them to write a letter that details some of the very specific benefits that they have gained working with your firm. Let them know how much you appreciate there help and always let them know if you turn the lead into a client. Cigars and single malt scotch are my preference.
Reward them
There are many, many ways to encourage your clients and contacts to send you referrals. You can give them free or discounted rates on their own needs as a reward. You can send them a thank you in the form of a discount to pass on to a friend. You can give them cash. You can create a contest among your clients and give away a special prize to the client who refers the most business. You can create your own currency and give it away as an incentive. You can partner with a nonprofit agency and give a portion of all referred business to that agency. You can send a gift to someone office, such as balloon bouquet, and generate so much buzz they are forced to talk about how great you are.
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Finally don forget to make generating referrals an expectation of every client relationship. Let your clients know going in that you fully expect them to be so thrilled with the service you provide that they are expected to give you ten qualified referral within the next six months.
Just saying that to every new client you land will make them realize that they made a great decision to choose to do business with your firm.