A Proven Systematic Approach to Developing Relationships and Obtaining Referrals
Word-of-Mouth Referrals are the Best!
Word-of-mouth referrals usually come from satisfied customers and advocates, and are a popular and low-cost way to obtain clients.
To grow a rewarding referral network, savvy business owners create and implement a strategy of interjecting positive, brand supporting elements into each interaction with customers and prospects.
Below are seven low-cost ways to become referable and change contacts from prospects to clients.
1. Tap into your natural market
Your natural market can be a great source of direct clients, centers of influence, and presentation opportunities. Don’t be afraid to solicit the help of others when identifying that market. Brainstorm with family members, friends, colleagues, mentors, etc., and don’t disqualify anyone too quickly. When others understand your value, they are willing and better able to become advocates, because they begin to care about you and want to help. Build your confidence and credibility so that when ready, you are comfortable in contacting anyone on your list and exploring presentation opportunities (their businesses, associations, clubs, etc.)
2. Show you care
When clients know you care about them, they feel compelled to tell others about you. They have identified something that distinguishes you from your competitors. Take the time to make an extra phone call, send a card, find out what they are passionate about and send a gift, note or tip related to it. Give them attention, even if it’s just a small dose, and it can have a dramatic effort on the number, and quality of referrals you receive.
3. Be predictable
If you say you are going to do something, make sure you do it. Sending out your ezine on a scheduled basis, showing up on time to meetings, completing assignments on time — following through with commitments – in essence, keeping your word. If you do the right thing, and follow-through on your pledges, you establish credibility and predictability — even when you don’t think people notice.
4. Under-promise and over-deliver
Never oversell on the front end and not deliver on the back. It’s always better to exceed expectations than to disappoint a customer. However, over-delivering is determined based on actually understanding what is important to the client and making sure you deliver on that, not necessarily completing the assignment, a few hours or days earlier than projected. It’s all about “the value”. When clients recognize the impact your assignment has on the business, they understand your commitment to over-delivering, better appreciate your efforts, remain loyal and willingly become advocates.
5. What can I do for you?
When you genuinely want to help others and do everything you can do for them, you’ll be amazed at the referrals you get in return. Look at all your relationships from the perspective of, “What can I do for you?” And, don’t be afraid to ask! For example, if a client mentions a need and you can provide insight, referral to a known and trusted resource, or direct assistance, volunteer to help. The client will appreciate your extra efforts and will reciprocate by referring you to others.
6. Get your clients and colleagues “ready” to refer ?????? ????? ???? ?????? ????? ???? ?????? ????? ????
You want people to think of you – and refer you – whenever they hear your keywords, words that describe your business or services. To do this, make sure they associate you with those words. Send consistent messages; educate them about your business, provide examples and phrases that describe a person who could use your services. Follow-up with them often, always reinforcing the message.
7. Create reciprocal referral relationships ?????? ????? ????
Identify a handful of non-competing industries and three to five professionals in each, or individuals in your own industry providing complimentary services. Tell them you want to establish a mutually beneficial partnership by agreeing to refer clients to each other. While all of the partnerships may not provide a large number of referrals one or two may become a consistent source of qualified referrals.
Start with one or two of the strategies and monitor the results. It may take time to get positive results as all of them may not work. However, monitor your progress and keep the ones that work best. Over time, your referral network will grow and eventually, you will have more referrals than you can handle.
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Message from Christian Mickelsen, CEO, Small Biz U
Message from Denise Trifiletti of Women's Community
Your list of suggestions for garnering more referrals is right on! Any client or customer would love to be treated in this fashion and be happy to pass your name along to friends or relatives. Too often, it seems, even common courtesy falls by the wayside and if someone is following your lead, I can almost guarantee they’ll be richly rewarded by positive word of mouth!
Love word of mouth marketing, I agree with what you’ve written. I joined a local BNI group and it has helped me practice these things.
I found this article useful in a paper I am writing at university. Hopefully, I get an A+ now!
Thanks
Bernice Franklin
I like all of these ideas, which create a very good impact on my performance as well as nice article buddy. Someone will love to read this information if I tell her about this. She’s really interested in this subject. Thanks
It’s interesting that you should have brought it up. It is really very good and effective tips of Marketing. I will been doing some research and what you have mention does work, to a certain extend.
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Dr Anthony
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