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Useful Tips and Tricks to Help You Grow

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Mine your relationships for new business

Apr 2, 2017 7:48:00 PM

REFERRALS. The gold at the end of the rainbow for your marketing purposes.

We hear you saying, “but it's not that easy to get referrals!"

First things first – are you doing these things?

  • Giving potential referrers a frame of reference – a position – to think of a referral within?
  • Being consistent so customers always know what to expect?
  • Getting customers to know, like, and trust you?

If you're not, you should be, because referrals are powerful. They offer:

  • Great ROI
  • A shorter sales cycle
  • More qualified leads
  • Fewer price issues

 

Who should you be asking for referrals?

  • Anyone who serves your target market but doesn’t compete with you
  • Current customers
  • Strategic partners

 

Here comes the hard part – asking for, and getting, referrals.

Try this referral process:

  • Set expectations
  • Educate your customers on your referral process and what the perfect referral looks like
  • Choose “moments of truth” to act
    • After the first meeting
    • After signing the contract
    • After critical milestones are met
  • Follow up
    • Tell them the status of their referral
    • Offer to return the favor
  • Reward
    • Something personal, for their business, or for the community
    • A small token “just for thinking of us”

 

A referral isn’t always a lead, but it can still have tremendous value as an introduction, a new partner, or a new vendor.

Perfect Introduction the ideal tool to make referrals easier
Courtney Stallings
Written by Courtney Stallings

Courtney writes and edits content for Leading Results and their clients. She has been described as a Grammar Nazi and enjoys crafting writing with excellent spelling, punctuation, and grammar.

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