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10 Steps to Getting More Referrals

Written by: Nancy Michaels

Article Overview: At my workshop, web cast or tele-class I have people tell me their business comes from word-of-mouth marketing. Wouldn’t it be great to have even more referrals coming your way? Just think of never having to make an outbound cold call, or work endlessly at designing your next winning marketing piece. More often than not, we merely need to create a communication plan of action to simply generate endless referrals.

10 Steps to Getting More Referrals

At my workshop, web cast or tele-class I have people tell me their business comes from word-of-mouth marketing. Wouldn’t it be great to have even more referrals coming your way? Just think of never having to make an outbound cold call, or work endlessly at designing your next winning marketing piece. More often than not, we merely need to create a communication plan of action to simply generate endless referrals.



1. Do the Best Job Possible for Your Client- Nothing takes the place of a job well done to earn you the respect and credibility you deserve and that makes clients want to refer you – with or without you making that request.



2. Work at Building the Relationship with Your Customer- Know their spouses name, their kid’s interests and activities. Share a meal with them, and if you’re geographically close, why not have them over for dinner. There’s nothing that replaces a solid friendship and relationship in life and in business.



3. Under Promise and Over Deliver Consistently- By doing this, you’ll gain instant respect from your clients and prospects. Rarely do people do this and when they do, it’s always a pleasant surprise. It shows to your prospect and client that you view them as a HIGH priority and they will appreciate that tremendously.



4. Create a List of Your Best Referral Sources- There are some contacts we have who might never have a need for our product or service, but they have referred us to many who might. Treat them as valued customers and resources and continue to maintain contact with these folks –they’re your personal advertising team.



5. Determine Who Your Clients’ Friends Are Within and Outside of Their Companies- Take note of whom your client has relationships with in their organization or

at industry trade events, conferences and trade shows. Chances are they’d be happy to make an introduction for you and you can expand your client base with high-level referrals.



6. Keep Track of the Results and Benefits of Working With You-When praise is being delivered make a note of it – especially if it comes in the form of data. For instance, when I and my speaker team delivered more than 600 in-store seminars for Staples, we learned that “sales increased 200 – 300% on the days of the seminars.” We were able to leverage that success and incorporate it into our marketing materials. In Office Depot’s case, we learned that they “had the highest coupon redemption rate in the history of their company (37+%),” as a result of the coupons that were distributed to seminar attendee



7. Professionally Remind Your Customer of the Results You Bring- When you’re able to learn about the results you bring, re-loop with the CEO of the organization and copy your contact to commend them on a job well done. It reinforces your value to the Top Gun, complements his staff and gives you added credibility and a greater shot that the program will continue.



8. Create a System of Communication with Your Top Clients- At least once per month you should be in contact in a personal way with your Top Clients (it’s the 80/20 rule in business that you get 80% of your business from 20% of your clients). Do this through phone calls, personalized notes and letters, e-mails, sending them articles of interest, invitations to hear you speak, a book you think they’d be interested in, etc. The important thing is that you’re in touch with them and gently reminding them that you’re there to help.



9. Identify and Attend Events They Are Likely to Participate In- When I want to personally meet a prospect, I try to find out where they might be speaking, what industry events they might be attending and where I might have an opportunity to introduce myself to them. This is a great way to introduce you and establish a high-level contact with a prospective client.



10. Create a System to Thank Your Referral Sources- We all like to be thanked and because it’s rare, we stand out if we do so. I ask current clients how they would like me to thank them, should they refer someone to work with me. You can offer a list of suggestions (gift card for Amazon, a ticket to an event, etc.) or let them fill in their own request. A simple hand written thank you note will also make you stand out, because so few people do so anymore. Technology is wonderful, but sometimes, a more personal approach to relationship building goes a long way.

If you’re struggling with how to reach top decision makers and need more information on the huge value of reaching out to CEOs, don’t miss out and purchase the Ultimate Sponsorship Manual. We only have 8 copies left at the amazingly low price of $320.



Employ Off-the-Wall Marketing Ideas

The key to distinguishing your company from the competition requires several efforts working simultaneously to cause that serendipitous, “ah-ha” moment of recognition among your prospects. So, how do you work your way to the top of someone’s to-do list. Here are a few off-the-wall marketing ideas to peak your interest and inspire some memorable marketing techniques.

1. Apply Creative Marketing in All You Do

2. Identify Creative Ideas You Have Seen in the Past

3. Create Your Own Holiday

4. Celebrate Unconventional Holidays

5. Give Yourself a Visual Edge

6. Give Thoughtful & Memorable Gifts

7. Create Unique Pitch Materials for New Business Pitches

8. Make a Civic Contribution and Leverage It

9. Establish a Relationship with a Promotional Company

10. Commit to These Ideas in a Marketing Calendar

Related Articles
  Getting Referrals
  Be Specific
  Did You Get Any Referrals Today?
  Stress-Free Selling® - Go After the Easy Sales First
  Karma Keys to a Referral-Based Business

Article Tags: cold call, communication plan, conferences, credibility, endless referrals, friendship, high priority, job, personal advertising, prospects, referral sources, relationship, relationships, surprise, tele, trade shows, web cast, word of mouth, word of mouth marketing, workshop web



Related Forum Posts
Re: How do you get your clients? - I think staying away from gathering clients strictly online when first starting out is probably a good idea. Your first few clients could maybe be people you know, or know through somebody that may require some of your services. Another good way of gaining new clientel is offering your first few clients completely free service in exchange for placing your business card or promotional material in their business if you're doing b2b sales. Referrals are the lifeblood of many small businesses.
Re: Drop out Billionaire - I reveived Bill Bartmann's DVD "9 Steps To Achieve Any Goal" as part of my monthly pack from Success University a few months back. It is a great presentation. I've watched it several times but not for a while so I'll view it again in the coming week. He is one of the greats. Like the best success mentors, he speaks with authority because he has come through much tribulation. His program sounds like a great bargain at $100 a year.
New Guy Here - Automobile Industry - Hi Everyone, My name is Ray and I work as a sales trainer in the automobile industry. I have just completed a new training curriculum for automobile salespeople in the industry. It is called The Baby Steps of Selling Automobiles. I am beginning my marketing efforts through press releases and seminar formats. I joined the community due to my continued desire to work independently creating my own happiness and growth. Thank you for having me and I look forward to more correspondence in the future.
Re: How do you get your clients? - [quote="brata":2qa58hl5]I think staying away from gathering clients strictly online when first starting out is probably a good idea. Your first few clients could maybe be people you know, or know through somebody that may require some of your services. Another good way of gaining new clientel is offering your first few clients completely free service in exchange for placing your business card or promotional material in their business if you're doing b2b sales. Referrals are the lifeblood of many small businesses.[/quote:2qa58hl5] Ive been in business for a few years and my best way to get clients is door to door so far. However as my marketing budget grows I have stopped door to door business to business sales and shifted to mailers, billboards, radio, and just a tiny bit online.
Re: Success - I study success intently, and would like to share: Here's two excellent and nearly identical success-formulas from a couple of the world's masters. FIRST FORMULA: 1. Passionate Desire 2. Clear, Definite Purpose 3. Committed Decision 4. Take Action In Faith (Bonus Secret Sauce: 5. Repeat Consistently) I made a video about this, but am not allowed to link it yet. Google "Ryze Success Steps" for it. Oh, and this is Napoleon Hill's (Master Of Success Laws)'s Formula. SECOND FORMULA: 1. Passionate Desire 2. Understand It Is Already Done (Faith) 3. Relax & Allow It To Unfold (Go about your life calmly) This one is courtesy of Abraham-Hicks (inspiration for the movie The Secret). Hope that helps!


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