Imagine having a business where you don’t spend a cent on advertising to attract new customers. A business where every new customer that comes through your door, comes by way of referral from your existing customers. It would be fantastic wouldn’t it? A dream come true for most business owners!
5 Keys to attracting more referrals:
1.Become more “attractive” to your customers. Before anyone wants to sing your praises to their friends they need to have an incredible experience when doing business with you. That means your customer service and/or the results you deliver must be outstanding. It’s about offering MORE than expected. That means looking at:
·The way in which you answer the phone
·The appearance of your premises
·The “can do” attitude of your team
·The professionalism of your service
·The quality of your product
·Your turnaround times
2. Give customers an incentive for referring their friends. Think of an exciting introductory offer that you can make to potential clients ... something that your customers would be thrilled to share with their friends.
3. Actively ask for referrals. Most business owners and salespeople DON’T ask for referrals and it doesn’t occur to your customers to refer their friends. With that, many an opportunity is being missed. The simple act of asking for referrals will dramatically increase your results. The best time to ask for referrals is just after you’ve made a sale. This is the time when customers are most excited about your company.
4. Develop a system for encouraging referrals. Asking for referrals is one thing but having a systemised way of making sure those referrals happen will improve your sales even further. Also, develop a way of recording those referrals and rewarding your customers for referring others. Doing this ensures you maximise referral opportunities. It also gives customers more of an incentive to refer people.
Here’s how referral incentives work ...
First – you provide customers a reward or gift for every paying customer they refer your way.
Second – offer a “welcome” deal for the referred person.
5. Set the expectation up-front: Firstly, let your customers know that you would like them to refer others to you. The best way to do that is to simply ask them. Set the expectation up-front, when you first meet them. Simply say that once they are happy with the service that you offer, you ask that they refer at least one customer of similar calibre your way. Your customers will always be happy to do that.
4 more ways to attract more referrals
1. Arrange for a high profile/customer to endorse you to their clients or associates. Spend time scanning your customer list and tag the people who are “key influencers” or “spheres of influence” in the industry. More specifically, target people who have clients or associates that meet the profile of your ideal customer.
2. Piggyback your mailing pieces. Talk to one of your clients or associates and ask them to send out a promotional piece from you, with their regularly customer mailings. In other words, your promotional piece piggy backs their newsletter mail-out or their monthly invoice run or some other mailing they’re doing.
3. Put together an invitation-only event. Another way of making your own clients feel special and at the same time creating an environment that encourages the maximum number of referrals possible is to run an “invitation only” event.
4. Offer ‘spotters fee’. This is more of a commercial relationship where you identify businesses or people who are regularly in touch with people who are your ideal target market. Approach these people and offer them a fee for referring qualified leads your way.
For more information on Attracting Referrals, please message Andrew at [email protected], via LinkedIn or visit the websitewww.asgstrategies.com.au
Andrew is a Consultant, Coach and Director backed by solid academic record, wide ranging industry experience and a successful 35-year career in Consulting, General Management, Sales, Marketing and Engineering.
