Getting Referrals for your Business
Getting Referrals for your Business
“Two business owners meet at a networking event. Their businesses compliment each other so they touch base after the event and they talk about how they could refer business to one another. But, after they put the phone down, they never talk again.”
I’ve lost count of how many times the above scenario has happened to me. So, why is it that both businesses agree that referring customers to each other would be a good thing, but it doesn’t actually happen?
Well, my theory is two-fold:
Firstly, I believe that the reason small business owners don’t refer to one another is that it’s hard work getting a customer. And if a customer requests something that you can possibly do yourself, you’ll keep the work instead of farming it out to someone who might be better placed to help them.
The second part of my theory is that even if you can’t do the work yourself, you’re only going to refer the customer to someone you know, like and trust and have built up a good relationship with. Let’s face it, why would you refer a customer to someone you’ve only met once or twice at a networking event?
How do you get around this?
Well, if you really want referrals, you need to be thinking about how to build a relationship up with that person and then you need to work at it so that they feel comfortable about working with you and referring their customers over to you.
Certainly, if you want referrals from me, you’re going to need to work a bit harder than just asking me to refer all my customers over to you. I’ll usually give you a start by saying let’s swap website links or would you like to write an article for the newsletter. Then the balls are in your court – you need to work with me to build that relationship up by offering me something in return.
What could you offer me? Well, here are a few quick suggestions:
• You could invite me to a networking group you’re in
• You could send me an article that you’ve seen that you think would be useful
• You could invite me to speak at an event that you’re doing
Do you notice how none of the above are to do with referring customers to each other, but they do help to build the relationship and the more you work at doing this, the more likely I am to get to know you and refer my hard-earned customers over to you.
Getting Referrals for your Business - To learn more about this author, visit Helen Dowling's Website.
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Ah referrals from business contacts – the one thing most small business owners would like more of. Why then, doesn’t it happen as much as most people would like? I have a theory and it goes somewhere along the following lines:
“Two business owners meet at a networking event. Their businesses compliment each other so they touch base after the event and they talk about how they could refer business to one another. But, after they put the phone down, they never talk again.”
I’ve lost count of how many times the above scenario has happened to me. So, why is it that both businesses agree that referring customers to each other would be a good thing, but it doesn’t actually happen?
Well, my theory is two-fold:
Firstly, I believe that the reason small business owners don’t refer to one another is that it’s hard work getting a customer. And if a customer requests something that you can possibly do yourself, you’ll keep the work instead of farming it out to someone who might be better placed to help them.
The second part of my theory is that even if you can’t do the work yourself, you’re only going to refer the customer to someone you know, like and trust and have built up a good relationship with. Let’s face it, why would you refer a customer to someone you’ve only met once or twice at a networking event?
How do you get around this?
Well, if you really want referrals, you need to be thinking about how to build a relationship up with that person and then you need to work at it so that they feel comfortable about working with you and referring their customers over to you.
Certainly, if you want referrals from me, you’re going to need to work a bit harder than just asking me to refer all my customers over to you. I’ll usually give you a start by saying let’s swap website links or would you like to write an article for the newsletter. Then the balls are in your court – you need to work with me to build that relationship up by offering me something in return.
What could you offer me? Well, here are a few quick suggestions:
• You could invite me to a networking group you’re in
• You could send me an article that you’ve seen that you think would be useful
• You could invite me to speak at an event that you’re doing
Do you notice how none of the above are to do with referring customers to each other, but they do help to build the relationship and the more you work at doing this, the more likely I am to get to know you and refer my hard-earned customers over to you.
Getting Referrals for your Business - To learn more about this author, visit Helen Dowling'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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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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