How likely is this scenario with your current and past clients?
If you’re not sure then the answer is not likely.
Learn how to unleash your happy clients for a bigger bottom line!
This post is part of the fun (and profit) filled Word Carnival. Be entertained while getting great small business insights. This month the topic is “The Ins and Outs, Ups and Downs of Biz Referrals”.
Getting Client Referrals Tip #1: Ask For Them!
Alternate Title: Hello Captain Obvious!
When is the last time you pro-actively discussed referrals with your clients? I’ll be the first to admit I forget to do this. I’m so focused on understanding their needs, delivering on my commitments, and making sure they’re 100% satisfied it’s easy to forget to ask for testimonials and discuss referrals.
Make a point in your next client call or contact to mention that you have openings for new clients. Remind your current customer of the original reason they sought you out. Then move on.
While your satisfied clients can do wonders in spreading the word that is not their role or responsibility. They are the client, and their needs are the focus and priority.
Getting Client Referrals Tip #2: Make It Easy
Alternate Title: Everyone’s busy with their own business.
Your clients may be raving fans. They may be convinced you are the best invention since cappuccino (way better than sliced bread). They are also very busy.
When asked about referrals do not say, “Oh just send them to my site” or “You have all my contact info.” What you’re really saying is “I’m too lazy to work for my referrals. I’m so great you should be happy to throw lots of business my way even if it means more work for you.”
Do you want to sound that way to your clients? Do you think that is the best way to get them to help you?
Here are just a few ways you can make it easy for your customers to offer referrals:
- Give your clients extra business cards that they can share
- Remind recipients of your newsletter that they can forward it to others
- Create a special landing page for referrals (bonus points for customized pages)
- When asked, focus on one method for customers to submit referrals
- Ask your clients if they have a preferred way to share referrals.
Getting Client Referrals Tip #3: Offer Incentives
Alternate Title: Money Talks
Everyone is busy. If they’re promoting you, even for a few minutes, that means they are not promoting themselves.
Give people a reason to help out. It doesn’t need to be big. It doesn’t even need to be money, or to be based on sales. I’ve seen people offer rewards for legitimate leads. Even if none of them pan out, you still receive an incentive such as an Amazon gift card.
I blush to admit this is an area I could really improve upon with my execution. Right here with this blog I’m going to create some public accountability. In 30 days I’ll be back to discuss how I’ve incorporated all my tips into my routine and processes.
What about you? Have additional ideas to share? Consider joining in my 30 day accountability plan. What will you do in the next 30 days to improve referrals?