Have you tried this strategy? Why not try it out and see how your
business grows? Leave a comment and let
me know how useful you find this article.
Revealed: The Ultimate Lead Generation Tool
By: Peter Lawless
Create a Referral Strategy
The strategy that I am referring to is a referral strategy. Most importantly,
ask them for a referral! For those of you married or with partners, think back
to when you met them. Were you with someone you know, was there a connection to
someone you know - or were they complete strangers that you just walked up
to?
Most businesses will tell you that they do really well due to word of mouth.
How well do they do? Most can't quantify it. In addition very few have
implemented any formal process or strategy to ensure a referral system is in
place.
A Referral Strategy in Practice
Let me share with you a simple strategy, which was put in place by a service
garage. You should strongly consider a variant of this strategy for your own
business. The garage owner created a simple card, which outlined in 5 short
bullets, why they were a great place to get your car service done.
They gave this form to all people who had just had their car serviced. There
were two blank spaces on the form. The first one entitled the person whose name
was filled in to a 10% discount on their next car service. The second space was
for the person who had just had a service.
If the card was used, that person then got a 10% discount as well. In other
words there was an incentive to pass on the referral. In addition, there was
also a strong subliminal message to the person being referred. They were being
told that not only had the referrer had their car serviced and that they were
happy with it, they also were prepared to go back again to get their 10%
discount.
Create a Referral Strategy Today:
1. List all of your existing customers and categorize them by
niche.
2. Ask yourself, what incentive you can give them to send you leads.
3. Set yourself a target of how many referrals you are looking for from
each customer.
4. Do it, and measure it.
5. Once you know what works, and what doesn't - modify your system
accordingly.
An opportunity lost, could be an opportunity gained.
There is one other great place to get referrals. And that is from the prospects
that don't become customers. Let's assume you lose the sale, for whatever
reason. You must remember that there is actually good in all people! When they
tell you have lost, be nice and understanding, you may do business again at a
later stage. Most importantly, ask them for a referral. The chances are, human
nature, will kick in and they can absolve their conscience by giving you a
referral.
Author Bio
Business Owners who need more sales and better marketing advice, turn to Peter Lawless, of 3R Sales & Marketing. For previous articles and interviews like this, visit our website and subscribe to Success. We also provide free Sales & Marketing Assessments for Business Owners with an Irish Connection.
Business Owners who need more sales and better marketing advice, turn to Peter Lawless, of 3R Sales & Marketing. For previous articles and interviews like this, visit our website and subscribe to Success. We also provide free Sales & Marketing Assessments for Business Owners with an Irish Connection.
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Source: By Peter Lawless
