| Referrals |
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Gaining and Rewarding Referral Business Everyone knows that gaining referral business is a great way to generate more customers, faster, easier, and with fewer challenges. So why aren't most salespeople better at retaining new customers through referrals? Think about the last time YOU received a referral. Did you thank your contact for providing you with the referral? If you did thank the person who provided the referral, what did that entail? Now, how effective are you at asking FOR referrals? Ah, well if you are stumped by my questions, read on... I remember a referral I provided to a business contact last year. One of our clients needed a marketing service and I sent him a contact's name and email. Then, I let the marketing guy know about my client. That's when Ed's contact with me fell off the face of the earth. Not knowing whether this was a match or not, I emailed Ed, asking him how the referral went. He responded with, "Oh yeah. Well, we're working together." Perhaps Ed's parents never taught him how to show any appreciation. I didn't need a bouquet of flowers, just a simple, "thanks", would have been appropriate. The good news was, my client liked the guy's work and Ed did a pretty good job meeting my client's needs. Now, how many more referrals do you think Ed will get from me, despite the effective job he completed for my client? Now, compare that to a recent example with a business contact. She's a graphic artist who knows how to network and build relationships. When one of my clients needed a new logo and asked for a referral, I provided him with Linda's contact numbers. I also shared that information with Linda. She thanked me. She followed up with me. She called the client. It's all good. How do you think I feel about Linda? Think I'm going to send more business her way? So, how can YOU get more referral business coming YOUR way? Here are a few tips: 1. Be good at what you do. Make sure people see what you do through walking your walk. If you are following up on a timely basis with your customers, doing what you say you'll do, and going the extra mile, they will like you. When customers like you, they tend to recommend you. 2. Be visible. Go to events, sit next to strangers and make new friends at conferences and networking opportunities. Talk to people. When you talk to them, they'll talk to you. Show that you are professional and worth referring. 3. Send business to others. When you are connecting people around you, they'll see that you have your finger on the pulse of business. Introduce others through introductory emails and set up a coffee, lunch, or conference call. In other words, take the initiative. 4. Become the "go to" person. I love these people. The "go to" people I know have ALL the contacts I could ever want. If they don't have the right contact, they are within 2 degrees of knowing who to call. (Think "LinkedIN" or another social networking opportunity site.) 5. ASK for referrals. If you want more business, inquire about specific people. For example, if you have a target company you'd like to conduct business with, ask your network, "Who do you know that purchases at Widget International?" Keep asking people and they will eventually know the right contact. Ask if you can use his/her name when you do. Make 2009 a GREAT referral year! (c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911 |
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