How To Get More Referrals For Your Business

Date November 24, 2013

How do I get more referrals for my business?  This was the question I received just a few hours ago via a Klout member seeking advice.  Thinking about my current business and the fact that 75% of my new business comes from referrals I created an outline of what I have been doing.

  1. Start with GREAT customer service.  This should be no surprise to any business owner seeking more I love referralsreferrals.  Now more than ever great customer service is truly unique.  And customers who receive great service can quickly become your best referral source and advocate.  A good start to improving customer service is to think about the last great customer service experience you received and how you can adapt this experience into your business.
  2. The best referrals come from YOUR customers.  Now that you are taking a fresh look on customer service and implementing better customer service strategies you should start noticing something different about your customers.  The most obvious should be happy customers.  This may sound a big cliché but happy customers to equal more referrals.  It’s really that simple.
  3.  Ask your customers for the referral!  Some customers will automatically become raving fans for you and your business.  You don’t have to ask or offer them anything for this to happen as they want you to succeed.  This will only occur with a few of your customers and when it does make sure you acknowledge and encourage it.  With the other 90% or more of your customers you will have to ask for the referral.  To get things started make sure you have a conversation with your customers about referrals and let them know most of your business comes from customers just like them referring you to their friends and family.  Education is the key as this 90% group do not think about giving you referrals if you don’t tell them.
  4. Create your own referral network.  There are many organizations which can greatly help you; Business Network International is an obvious one here.  Joining this organization will put you leaps and bounds ahead of your competitors in regards to referrals.  You can also build your own network of referral partners by finding business with the same customers you are looking for.  Meet with these businesses and identify how you can send them referrals.  Once you do this and start sending referrals let the business know.  Do this a few times and you should start receiving referrals from them as well.
  5. Remember to say Thank You!  I cannot express and encourage this enough.  Saying thank you is the most important part of the referral process.  With each referral you want to thank and acknowledge the source of the referral.  As your referral source matures and gives you more referrals you want to escalate your appreciation.  You can do this in many ways and I encourage you to get creative.

Getting more referrals for your business should not be difficult or painful.  Follow these steps and you should start seeing positive results in your referral marketing efforts.  Do you have some great ideas on the subject of referrals?  Make sure to leave a comment and tell us about it!  And if you get positive results using these steps let us know!

Surprising Statistics Showing Why Your Customers Stop Buying

Date July 31, 2012

And How Follow Up Can Save Them!

Depending on the type of business or service you may not even know if or when you lose a customer. Studies show less than 4% of your customers will tell you if they are unhappy so depending on your follow up process you may never know if you have a customer on the fence.

Here are the statistics on why businesses lose customers:

1% Die

3% Move away

5% Form other relationships

9% Leave for competitive reasons

14% Due to product dissatisfaction

68% Stop buying your product or service because of an attitude or feeling of indifference towards them by one or more persons representing the company.

 

How can follow up save the 68% of the customers leaving? It’s about preventing the attitude or feeling of indifference. The following are 4 sales follow up steps to insure you don’t lose customers and avoid the 68% trap:

  1. A simple “thank you for your business” when the sale is complete.
  2. Send thank you cards to welcome new customers or sales.
  3. Create an email thanking your customer again for their business and let them know where they can go for additional service and support if needed.
  4. Determine the customer’s next need and remind them of your company or service by email, phone, or direct mail.

 

The major point of these steps is to insure your customers feel appreciated. Customers who feel appreciated will typically not fall into the 68%. And if by chance your customer had a less than satisfactory experience in their last transaction these steps will help turn the tide back in your favor.

To learn more about creating a follow up system make sure you to read Creating a Follow Up Strategy where I discuss follow up strategies for existing customers.

Shocking Sales Statistics as It Relates to Follow Up

Date February 21, 2011

Truly shocking sales statistics as it relates to your  follow up process:

48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people make more than three contacts

2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact

Creating and using a follow up system is a guaranteed way to grow your business.  In fact with less than 52% of all sales people following up with their prospects you will not only grow your business but you will stand out amongst your peers.  And remember 80% of sales are made in the fifth to twelfth contact if you are in a market with heavy competition you literally eliminate your competitors by simply following up.

To learn more about creating a follow up system make sure you to read Creating a Follow Up Strategy where I discuss follow up strategies for existing customers.

Follow Up Secret: Use Gratitude When Following Up

Date November 30, 2010

Following up with your prospects is one of the most important steps in the sales process.  If your prospect does not make a decision to buy or retain your services at your first meeting following up becomes the most important step.

thank-you-painted-streetThere are many ways to follow up with your prospects and one of my favorites is through gratitude and appreciation.  Before dialing, emailing or writing a note take a moment to think about your prospect and your last meeting.  Is there something you discussed in your last meeting that gave you an idea or helped you in some way?  Did you learn something new about how your product or service can help a future prospect or customer?  Did your prospect possibly give you a referral or a lead?  These are all great examples of how you can follow up with gratitude.

Think about the last time someone expressed gratitude or appreciation towards you.  Was it in person, on the phone, via email, or maybe you received an unexpected thank you card?  Think about how this small act of gratitude made you feel.  This is the same feeling you create with your prospects when you appreciate them.  This feeling creates a stronger relationship with your prospect.  By building on your relationship you are attracting your prospect to convert themselves to the sale or another referral.

Try out following up with gratitude after your next few presentations and let me know how it worked for you.  If you currently do this in your follow up process leave a comment and tell me how it is working for you.

Using SendOutCards to Generate More Referrals

Date August 22, 2010


Can SendOutCards really help you and your business generate more referrals?  The answer is yes!  The act of sending out thank you cards, birthday cards, follow up cards, and general thinking of you cards to your network on a consistent daily basis is guaranteed to generate you more referrals, customers, and business.

As you can see from the video it’s all about creating stronger relationships with the people in your network.  Sending out greeting cards is a bit old fashioned but very effective.  In fact in today’s world of email, texting, and social media saying thank you or happy birthday with an actual card allows you or your business to stand out among the crowd.  The more you stand you the more business you receive!

If you truly want more business and referrals you need to consider implementing this relationship marketing tool.  Visit our follow up tools section to learn more about SendOutCards for your business.