| 1.
Commitment: Make a strong commitment
to developing a specific, proactive
referral program.
2. Set
Specific Goals: Decide on the
number of referrals you want to get
and how long it will take you to get
them; for example, 30 referrals in 10
weeks.
3. Client/
Customer Profile: If you don’t
know what kind of referral you want
you will never find them. Profile your
current client base to develop a profile
of your ideal prospect.
4.
Identify your Influencers:
Develop a list of people who you have
a close relationship with that are in
a position to give you referrals. Let
them know who your ideal prospect is.
Discuss it with them over lunch; your
treat. Invest in building a meaningful
relationship with them.
5. Enlist
The Help of your Top 20% Clients/Customers:
Encourage and motivate your best clients
to give you referrals. If you have been
offering them lots of FREE extra value
and benefits, they will be happy to
help you. Offer them incentives for
referrals.
6. Give!
Give Give!: Provide all your
clients with lots of FREE value- added
service and they will brag to their
friends, family and associates about
you; resulting in lots of referrals.
7.
Give Back to Your Community:
Volunteer your time to a charity or
help out at an event for a non-profit
organization. Coach a team at your local
community club.
8. Rewards
and Recognitions Program: You
MUST reward and show appreciation to
your clients and influencers who give
you referrals. Find a unique way to
say thank you. And you have to let them
know the outcome of their referral.
Keep them in the loop.
9.
Track and Measure all your Referral
Programs: If you don’t track
or measure your efforts you wont
know if your program is being a success.
10.
Have a Specific Follow-up System:
How are you going to handle all your
new referrals? What methods will you
use to contact them? What if they are
not ready to do business right away?
What system do you have in place to
start building a relationship with them
for future business?
One
of my referral programs is, I
give my clients a $25.00 discount of
their next invoice, if they refer someone
to me who becomes my client.
Referrals
from satisfied customers are probably
the most cost-effective way to increase
your sales. However if you want to receive
a steady flow of referrals you must
be proactive in creating an environment
and conditions that makes it easy for
people to give you referrals. If you
just sit back and wait to get a referral,
your results will be sporadic and inconsistent.
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Author:
Kevin
Toney is “The Marketing Coach”.
Kevin coaches small
business owners and sales professionals on
how to find and attract new
customers, increase repeat business
and generate a steady flow of referrals.
Call 204-783-6342 for your
FREE over the phone Coaching Session
where you can get solutions to your
marketing challenges.
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