By Alan Graner
Studies tell us an overwhelming number of satisfied customers are willing to give referrals, yet few ever do.
Because nobody asks them. Here are some proven ways to ask.
Create a referral program
Such a program often consists of five steps:
- Make it transparent. Tell customers exactly how the program works and how you will use their information.
- Make it easy. Carefully describe the types of customers you’re looking for and provide a page where people can submit names.
- Make it fun.
- Make it personal. Involve them in the process.
- Make it rewarding.
For detailed examples of the above points read 5 Referral Program Ideas for Driving More B2B Leads by Jillian Wood https://influitive.com/blog/5-referral-program-ideas-for-driving-more-b2b-leads/.
Create a partnership network
Depending on past and current customers limits your ability to get referrals. so consider building a partner referral system. C.J. Hayden http://www.raintoday.com/pages/6349_need_more_referrals_partner_up.cfm explains that a referral partner can be any person, group or institution willing to refer potential clients to you. Referral partners can also include:
- Other prospects: people you’ve contacted who aren’t ready yet to buy.
- Colleagues: other professionals in your field, especially if they offer noncompetitive products or services.
- Competitors: you both may offer products or services the other doesn’t.
- Salespeople: they are used to giving and receiving referrals.
- Influencers: people in your industry everybody seems to know.
- Organizations: build relationships with them.
Passively ask for referrals
If you prefer, Art Sobczak offers several ways to passively acquire referrals. You can get detailed information on how each works at https://bbp.infusionsoft.com/app/hostedEmail/33011655/bdc80687fbb1ab43.
- Send an email
- Solicit referrals in your email signature
- Write a letter
- Send business cards
- Mail postcards
Offer a finder’s fee
Let people know you offer a finder’s fee for anyone they refer who becomes your client. Depending on your industry or the size of your business, a finder’s fee can be:
- A fee (they typically range from 10% to 20% of net revenues
- Free products or services
- A significant discount on their next order.
What successful methods do you use to get referrals?
Alan Graner is Chief Creative Officer at Daly-Swartz Public Relations, an Orange County, CA business public relations and marketing content firm. For content that makes you stand out from the crowd, email Jeffrey Swartz at firstname.lastname@example.org. Or visit www.dsprel.com.