Sales and Marketing - Jen Jordan
Jen Jordan brings a wealth of life and leadership experiences to her writing. After 10 years creating a variety of content for a nonprofit, Jen decided to establish her own writing business. She specializes in creating high quality blog and website content for small businesses. When she's not writing, Jen is a competitive triathlete with a goal of completing a triathlon in all 50 states.
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Easy Ways to Get Referrals for Your BusinessTo grow your business, research and old school advice consistently point to the importance of gaining referrals. Eighty-three percent of people rely on recommendations from those close to them when making purchases, and more than half of marketers say referral programs have a lower cost-per-lead than other avenues. This research confirms the timeless adage that the best business is referred business. Most likely, you already know you need referrals. While their importance is common knowledge, the most popular question business owners ask is, “how do I get more referrals?”. We will discuss a few ways to ask for referrals, increase your number and quality of referrals, and incentivize your customers to give you referrals. Active vs. passive referrals While it may feel awkward to directly ask your clients for referrals, most people say they feel comfortable giving them to businesses they value and support. The quickest way to get a referral is to ask directly and confidently. Try saying, “Is there anyone you know who could use our service?”. If not, press once more with, “could you leave me a review on google?”. Focus on asking right after you have made your sale. You might even start the conversation by asking if they are happy with the service they received, while your customer is still excited and enjoying their positive experience. There are also passive ways to request referrals. Try adding a small phrase to your invoices, email signatures, website, voicemail, hold music, and social media platforms. Incorporate the idea of telling others about your business into communications that your customers regularly receive. Increase both quantity and quality through relationships. When it comes to asking for referrals, timing is everything. Focus on customers who have a positive experience with your business. Satisfied new customers are excellent candidates to ask as their network is untapped. However, loyal repeat customers should not be overlooked. Building relationships with both will soften some of the awkwardness of directly asking for referrals and will increase your referral pool. Additionally, look at connecting with local business networks. Companies with similar clientele as your own customer base could cross refer your business as their clients require your services. For example, if you are a home improvement contractor, you might connect with a local realtor who may have clients looking to improve homes they are buying or selling. A cross referral from a trusted business has a stronger relationship from the start. Give to get! Focus on making the referral process easy and enjoyable for your customers. Create a testimonials section on your website that is completed by a simple form. Alternatively, you could come up with a rewards program to encourage your customers to share the news about your excellent product or service. Sixty percent of marketers say incentive programs create a high volume of leads. Whether it is a Starbucks gift card, a discount, or a cash reward, an incentive can encourage customers to make the networking connections for you. Remember to choose a gift that makes the most sense for your product. Some industry experts recommend adding a time sensitive requirement into the program, such as “refer us to one family by October 31st and get 50% off your next order.” Whether it is through relationships, rewards, or communication, there are a myriad of ways to ask for referrals. Whichever you choose, make asking a priority! Like any habit, the best way to succeed is consistent effort. As asking for referrals becomes a business habit, the awkwardness will fade, but the rewards will remain. Get ready for all that new business coming in! Works Cited: https://kickofflabs.com/blog/5-things-you-can-do-right-now-to-get-more-referrals/ https://blog.hubspot.com/service/how-to-get-referrals https://ducttapemarketing.com/build-referral-teams/ https://www.paychex.com/articles/management/5-ways-improve-customer-referral-process |
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