5 Simple Steps to Get Referrals
5 Simple Steps to Get Referrals
source of advertising is satisfied clients. I was hoping you might be able to refer me to others that could benefit from my services." 3. Dig a little deeper. If no one comes immediately to your client's mind, consider prompting him/her with some examples. You might suggest his/her colleagues at work or in professional and civic organizations. Explain specifically the type of client you're looking for. For me, "I work primarily with small business owners, entrepreneurs and sales professionals who want to make more money with less effort." Do you know of anyone that could benefit from my services? 4. Enlist your client's help, if he/she is willing. If a client does give a name, ask, "What would be the best way to approach this person?" You might also ask, "Would you be willing to contact the person to let him/her know I'll be calling?" Many people will readily agree to this request. 5. Make contact and thank within 24 hours. Once you receive the referral it is important you call the the prospect within 24 hours. Once you have made contact with the prospect, call your referring partner and thank them for the referral and follow-up with handwritten personal note and small gift. Don't be surprised to receive a follow-up from them thanking you for the gift and another referral. Many of my clients offer their customers incentives for referrals. It may be a gift certificate to their favorite restaurant or a discount off their bill. There's no doubt that client referrals are by far the most effective prospecting strategy you can employ. So jump in and follow my easy 5 step process and watch your business grow.
5 Simple Steps to Get Referrals - To learn more about this author, visit Diana Gelow's Website.
Like this article? Share it with your friends
I don't have to tell you how important referrals are to your business. If you're a business owner or an independent professional, you know that referrals are the lifeblood of your business. In our effort to get new clients on a regular, consistent basis the one weekly action item of asking our past and current clients for a referral is frequently overlooked. Although referral-generated clients are generally the best in terms of both quality and revenue, many people are not sure how to get referrals. Here is an easy 5 Step process to get referrals and make more money with less effort. 1. Set a referral goal. A rule of thumb is that half of your satisfied clients will give you at least one referral if you ask them. So if your goal is to get 10 referrals in a month, you need to ask 20 clients. 2. Start asking! The vast majority of satisfied clients are more than willing to provide referrals. And this willingness to refer is strong. However, as astounding as it may seem, clients are rarely asked. To make referrals work in growing your business, you must, above all else, systematically ask for referrals. I have found that people don't ask for referrals for two main reasons. One is that they are afraid of rejection. But hey, you already did the hard part--you got someone to use your services. If a client is satisfied with your service, you've not only earned the right to ask for referrals but your satisifed clients are typically more than happy to refer you business...but you have to ask! A more common reason people don't ask is that they haven't learned the right words to say. So here's a little script to follow. By all means, adapt the words to your own style: "The purpose of my call today is to tell you that one of the ways I build my clientele is through referrals from good clients like you. My ideal prospect is someone, like you, who ___________________." Fill in this blank with the characteristics of your ideal prospect. or... "I am expanding my business and I value your help. I've found that my best
source of advertising is satisfied clients. I was hoping you might be able to refer me to others that could benefit from my services." 3. Dig a little deeper. If no one comes immediately to your client's mind, consider prompting him/her with some examples. You might suggest his/her colleagues at work or in professional and civic organizations. Explain specifically the type of client you're looking for. For me, "I work primarily with small business owners, entrepreneurs and sales professionals who want to make more money with less effort." Do you know of anyone that could benefit from my services? 4. Enlist your client's help, if he/she is willing. If a client does give a name, ask, "What would be the best way to approach this person?" You might also ask, "Would you be willing to contact the person to let him/her know I'll be calling?" Many people will readily agree to this request. 5. Make contact and thank within 24 hours. Once you receive the referral it is important you call the the prospect within 24 hours. Once you have made contact with the prospect, call your referring partner and thank them for the referral and follow-up with handwritten personal note and small gift. Don't be surprised to receive a follow-up from them thanking you for the gift and another referral. Many of my clients offer their customers incentives for referrals. It may be a gift certificate to their favorite restaurant or a discount off their bill. There's no doubt that client referrals are by far the most effective prospecting strategy you can employ. So jump in and follow my easy 5 step process and watch your business grow.
5 Simple Steps to Get Referrals - To learn more about this author, visit Diana Gelow's Website.
Like this article? Share it with your friends
| |||
 |
No article feedback found. | ||
|
Leave Your Feedback | ||
|
|||
 Be Specific
| |||
| You all know the importance of being specific about the big things you want to achieve. Specificity applies to other aspects of your life as well. |
|||
|
Getting Referrals
| |||
| This list is in my ‘How to Get Referrals’ file, and I have no idea of its source. I must have saved it because it’s a good reminder of things we should be doing all the time to keep referrals flowing to us. |
|||
|
Did You Get Any Referrals Today?
| |||
| Do you ask this question a hundred times a week? Should you? Most business owners and sales managers know in their hearts that this is the easiest kind of lead to close. |
|||
|
Stress-Free Selling® - Go After the Easy Sales First
| |||
| If you are like most people I know, you sell half or more of the referrals you get. One of my coaches claims 100% sales of his referrals!
Let's first clarify what referrals are. When someone says "SoAndSo sh... |
|||
|
6 Steps to a Great Referral Strategy
| |||
| Use this six step strategy to get more qualified referrals: |
|||
| |||
Bernard ReberBack in late 1992, MS Access hit the streets. About that time the company I managed needed new software to handle their growing client base and I decided to try this new product. I had little difficulty writing and adapting a database to suit us and discovered a hidden talent for programming. A business was born. With business studies and 25 years of management experience in three different countries under my belt, I could offer a unique combination of skills and my customers agreed. From these humble beginnings my software 'invoiceit' emerged in 1999 and has since been taken to 49 states (hello Wyoming, won't you join us?), all across Canada and more than 70 other countries. From the very beginning the program included cashbook accounting, the simplest form of keeping financial business records. The Dictionary.com defines 'cashbook' as "A 'book' in which to record money received and paid out". For 'book' substitute 'simple software' and that's what I'm about. Now I have published Simple Accounting, an inexpensive spreadsheet solution which even you can master. For just $14.95 it costs less than a takeout meal! More at http://www.scrambled-card.com/simple_accounting_main.htm - Visit Bernard Reber's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
 Diana Gelow (Visit Diana's Website) Business Coach, Diana Gelow has worked with hundreds of small business owners, service professionals and salespeople helping them make more money with less effort. Through her 90 day Get Clients Essential Marketing Makeover Coaching Program and 4 Week Get Clients Now! Bootcamp her clients enjoy the benefits of a waiting list of clients.
|  |
 |
|
|
 |
|
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
 |
 | ||
 |
||
 |
||
 |
||
|
| ||
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 |
 Federal and State Laws Article Syndication Strategic Alliance Risk Management Exit Interview Document |
|
 | ||
 |
Top 50 Political Blogs
Top Political Blogs of 2008 | |
 |
Top 50 Blogs For Startups
Top Blogs To Watch In 2009 | |
| ||
 |
|
|
|
|
|||||||||||||||||||||
 |
|
|
||||||||||||
