Getting Referrals

There was an interesting article over at MarketingProfs about obtaining referrals.

In almost every industry, there is no better way to grow your business than through referrals. Referrals are better for business for many good reasons. They are the most cost-effective way of generating business and revenues. The referrals generally make decisions more quickly and are likely to purchase more often. The best part is that less negotiation or convincing is required to enroll them.

But referrals don’t always happen just by accident. They are the product of a great customer experience—a mix of sales, marketing and customer-support efforts. What we sometimes forget, though, is that we have to remind customers how great their experience was so that they will be more willing to make further referrals. Out of sight is definitely out of mind, in this case.

So how do you remind your past clients without becoming just another telemarketer? This is best done in a four-step plan:

1. Identify the ideal referral candidates.

2. Articulate the company USP and how it relates to their network.

3. Create the ideal environments for referrals.

4. Thank the referrers.

If you want referrals, you have to remind past clients about what you did for them, thank them for their business, and ask!

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