How to Turn Referrals into a Deluge!
Many businesses that I work with have a large percentage of their sales revenue derived through referrals.
Referrals are awesome! Our clients are our best marketers and let’s face it, if a friend recommends something to you, I bet you take note much more than an ad that keeps following you around the internet!
When a business really focuses on how to increase their referrals and maximises this strategy, the results are staggering!
What’s amazing is very few businesses are really maximising this strategy. They are quite simply are leaving large amounts of revenue on the table every month!
So which one are you?
If you’re the latter, maybe you're thinking, “Okay Paul, so how do I maximise a referral strategy in my business?”
It's simple, just follow my ABC rules for maximising referrals!
A – ADD MORE VALUE
Always make sure you are adding more value than anyone else in the market place! Make sure you are totally focused on your clients and serve them at a high level.
This will create, 'raving fans' of your business. They will love you so much that they will be delighted to refer their friends and colleagues to you!
B – BE WILLING TO PROVIDE A REFERRAL
Always be willing to refer someone else to your clients if you can’t help them yourself. This will do two things:
It will plant the, 'referral seed' in your client’s mind
It will build your relationship and, “goodwill” with the person/business you referred
(A little tip is to make sure you tell the person/business you have referred them a potential client. Even if the client doesn’t buy, they will appreciate the thought and guess what they may refer back to you as well! A double whammy!)
C – COMMUNICATE EFFECTIVELY
You must actually ask for a referral and when you do make sure you communicate effectively! Asking in the right way is critical to your success!
So what works best? Something like, “I’m curious who do you know that I should be talking to?”
It's really easy to ask and this phrase time and time again gets a positive response and isn’t as direct as other questions.
So to sum up,
Remember a proper referral strategy is crucial to your business! Make sure you are maximising this by using the ABC of maximizing your referrals!
To your continued success,
Paul :)