7 Secrets to Creating Client Referrals
7 Secrets to Creating Client Referrals
Invest time in attending events such as Chamber of Commerce meetings, networking breakfasts, small business forums, wealth creation seminars anywhere your potential clients go. You have got to be seen to be heard.
"People like doing business with people they like and trust."
Go easy on the sales pitch, just be there offering friendly advice, brokering connections with people you know and letting them know you are still the area specialist or whatever is your unique angle.
Keep in Touch
Once you have sold to your client the relationship is just beginning. It is essential that you track customer records/transactions in a Customer Relationship Management (CRM) database. Ask for their permission if you seek to distribute marketing information.
Electronic newsletters or e-zines are an inexpensive and easy way to keep in touch with your prospective and past customers. Invest the time and energy in compiling newsworthy articles and visually appealing graphics. People love people stories and photos.
Ask for Referrals
The easiest way to get referrals is to ask for them. You may want to pre-position your client by asking upfront," When I deliver the outcomes we have agreed upon I would very much like for you to refer me to your friends and associates, how does that sound?"
Or even just ask, "Who else do you know that might be interested selling their home quickly and for the top dollar?"
Describe your ideal client to them; for example, "The kinds of people I am looking to help are young families looking to move closer to private schools in this area."
Make sure they know to how to refer clients to you. Say, "If you know someone that might be
interested, call me first to discuss and then I'll call them."
A Simple "Thank you"
An easy and inexpensive way to leave an indelible mark on your referrer is to simply and sincerely thank them. No song, no dance just a sincere and heartfelt "Thank you."
The most powerful word in the English language is a person's name. Do use it when conversing with your clients.
People love to help. Clue them in as to how they can help you, make it easy for them and sincerely thank them. Miracles will occur.
Deliver on your Promises
There is no substitute for delivering the goods. Without it you are pushing uphill. Make sure you set clear performance expectations, maintain open communications and listen attentively. If you hit a hurdle be open and upfront - you will gain respect in the long term.
Form Partnerships
Think from the customer's perspective. If you are in real estate moving house is one of the more traumatic events one can encounter. Make the passage as easy as possible. Form partnerships with lenders, removalists, boarding kennels, cleaners. Be respectful of security and privacy concerns.
Provide Incentives
It is perfectly acceptable to offer rewards to regular referrers. Make it worth their while especially where they go out of their way to help. It is the sentiment of the thing rather than the face value of the reward. Find out what they indulge in, for example, chocolate, weekends away, dinner, theatre or sporting tickets.
These strategies are neither expensive nor time consuming. They are simple in design but powerful in effect. Give them a try. Your clients will love you for them.
7 Secrets to Creating Client Referrals - To learn more about this author, visit Kylie Hammond's Website.
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Maintain Visibility
Invest time in attending events such as Chamber of Commerce meetings, networking breakfasts, small business forums, wealth creation seminars anywhere your potential clients go. You have got to be seen to be heard.
"People like doing business with people they like and trust."
Go easy on the sales pitch, just be there offering friendly advice, brokering connections with people you know and letting them know you are still the area specialist or whatever is your unique angle.
Keep in Touch
Once you have sold to your client the relationship is just beginning. It is essential that you track customer records/transactions in a Customer Relationship Management (CRM) database. Ask for their permission if you seek to distribute marketing information.
Electronic newsletters or e-zines are an inexpensive and easy way to keep in touch with your prospective and past customers. Invest the time and energy in compiling newsworthy articles and visually appealing graphics. People love people stories and photos.
Ask for Referrals
The easiest way to get referrals is to ask for them. You may want to pre-position your client by asking upfront," When I deliver the outcomes we have agreed upon I would very much like for you to refer me to your friends and associates, how does that sound?"
Or even just ask, "Who else do you know that might be interested selling their home quickly and for the top dollar?"
Describe your ideal client to them; for example, "The kinds of people I am looking to help are young families looking to move closer to private schools in this area."
Make sure they know to how to refer clients to you. Say, "If you know someone that might be
interested, call me first to discuss and then I'll call them."
A Simple "Thank you"
An easy and inexpensive way to leave an indelible mark on your referrer is to simply and sincerely thank them. No song, no dance just a sincere and heartfelt "Thank you."
The most powerful word in the English language is a person's name. Do use it when conversing with your clients.
People love to help. Clue them in as to how they can help you, make it easy for them and sincerely thank them. Miracles will occur.
Deliver on your Promises
There is no substitute for delivering the goods. Without it you are pushing uphill. Make sure you set clear performance expectations, maintain open communications and listen attentively. If you hit a hurdle be open and upfront - you will gain respect in the long term.
Form Partnerships
Think from the customer's perspective. If you are in real estate moving house is one of the more traumatic events one can encounter. Make the passage as easy as possible. Form partnerships with lenders, removalists, boarding kennels, cleaners. Be respectful of security and privacy concerns.
Provide Incentives
It is perfectly acceptable to offer rewards to regular referrers. Make it worth their while especially where they go out of their way to help. It is the sentiment of the thing rather than the face value of the reward. Find out what they indulge in, for example, chocolate, weekends away, dinner, theatre or sporting tickets.
These strategies are neither expensive nor time consuming. They are simple in design but powerful in effect. Give them a try. Your clients will love you for them.
7 Secrets to Creating Client Referrals - To learn more about this author, visit Kylie Hammond's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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