Always Think Referrals
“In sales, a referral is the key to the door of least resistance.” – Bo Bennet
There’s more value in a word-of-mouth referral from a friend than any advertisement.
We all want to work smarter not harder, right? The challenge is that sometimes we just don’t know how. The purpose of a business is to create a client who creates more clients. There are usually two obstacles I see that hold people back from getting referrals. They either don’t know how to ask or they are afraid to ask. Referrals aren’t given easily. You wont get a referral if you don’t establish a relationship and credibility with your client. People have to know you, like you and trust you. They have to feel comfortable with who you are and what you do.
Here are some ways that can help you get better at getting referrals:
- Just Ask
You will certainly get more referrals, if you did the right job, when you just ask for them.
- Give First
If you go out of your way to give a referral to someone first you have a greater chance of them giving you a referral in return.
- Partner With Your Client
Let your client know that you view them as a strategic partner and explain to them that you hope they’ll do the same with you. You can create channels to share referrals.
- Set Up All Referral System That Other’s Can Follow
Focus on what your ideal client is and then tap into networks.
- Provide Valuable Content
Share blogs, workshops, webinars, and articles that relate to your industry that will educate your clients or potential prospects. Leave information for them to contact you and make sure you follow up!
- Everyone Needs To Knows What You Do
The more people that really understand what you do the more you increase the potential of getting more referrals from many sources.
- Set the ExpectationIn your proposal, you can include a section that sets the right expectations for referrals from the get go. You need to state that referrals are a clear part of your business model; to keep marketing expenses down and maintain affordable services, we kindly request the client introduce us to two referrals during or after our engagement. Of course, being remarkable at whatever you do is essential. Go the extra mile for your clients. This way, they see quality in your products and see passion you have for your work. From this, you will naturally receive referrals.
By focusing on these simple tips you can start receiving client referrals consistently. Why work harder when referrals will help you to work smarter!