Referrals are The best way to grow your business, we all know that. Referrals produce the highest return on your time, energy and budget. Think about it, don’t you ask your friends and family for the name of someone that they have used?
Step 1: Be sure you running your business in a fashion that encourages your clients/customers to want to refer you to their friends, family and business contacts. Did you know that the average person knows 1100 people? Imagine what it would do for the growth of your company if just half of your customers referred you to just 10% of their contacts, think about it, the results are mind boggling! So, what makes you better or different than your competition? If you can not come up with an answer to that question, then that is your first goal…what can I do to make everyone who needs my services (or product) want to deal with me instead of my competition?
Ask and You Shall Receive Referrals
Step2: ASK for referrals. Learn how to ask for those referrals in a professional, easy, matter of fact method. You do not have to be a “sales person” to get referrals; you just need to be confident that you are the BEST. If you are already asking for referrals and not getting them or you are sensing hesitation when you do ask, then you need to step back and take a good hard, HONEST look at the way you are conducting business and how you handle customer service and satisfaction. Secret shoppers and follow up calls are the best way to determine where the problem areas are.
Step 3: Act on those referrals in a timely fashion. A hot lead is one where the referring person (your customer or client) says that they already told their friend about you and they are awaiting your call. That lead needs to be contacted IMMEDIATELY, right there from your client’s home or business if that is appropriate. A warm lead is when the referring person says that they have mentioned you to their friend and the friend indicated that you could contact them. This call should be made with in 48 hours. A cool lead is when the referring person says that they have a few people (or a person) in mind that they think would benefit from meeting you.
This informative article was contributed by Merle Margolese. Merle is a professional speaker, trainer and coach.
Merle is presenting at the Small Business University, Back-To-School event September 8th, 2014 on the subject of time management. Learn more about this event and the 2 other presenters here.