Do you have a system for tracking your referrals? If not, you're in the norm.
Most people don't track their referrals at all. Why? Why wouldn't you want to keep track of where your business is coming from? Are you tracking the business that comes in from your phone book ad or your billboard or your website? So, then why not track your referral business too. How can you duplicate a good thing if you don't have a record of what made that good thing happen?
Referral Marketing Tip:
Begin today to track not only what referrals you RECEIVE but also what referrals you GIVE to other people. It doesn't need to be complicated. Use a basic Excel spreadsheet for referrals IN and referrals OUT ... making sure to list the names of the people responsible for sending you the referrals and the names of the people you give referrals to.
Over time, you will begin to see who your primary referral sources are and you can make a consious effort to ensure that you are giving back to them in some way as well. You can also begin to see who you tend to give more referrals to. Perhaps these people need to be guided on how they can give back to you as well.
Keeping track of your referrals will ultimately lead you to a more stratgic and thoughtful approach to your relationships. If you want more structure on this, seek out the book, "Networking Like a Pro" by Dr. Ivan Misner.
Monday, April 25, 2011
Monday, April 11, 2011
Referral Marketing Tip: Ask the RIGHT clients for referrals
Why can't I get more referrals from my clients?
Some experts believe that the real trick to getting more referrals from your clients is to ask every client once you've finished working with them to refer you to all the people they know that could use your services. Another school of thought is to bombard your client database with direct mail requests. Still another is to offer great referral incentives to "motivate" a client to refer you to someone they know.
Referral Marketing Tip:
In my opinion, getting more referrals from clients is all about asking the RIGHT clients when the relationship is ready to hear and respond to your request. Referrals come from relationships ... not clients. A relationship needs to grow to the point of solid trust before it will generously risk referring you. If you honestly evaluate your client list, it should be easy for you to write down the names the top 25 best relationships on that list. Who are the clients you've become friends with? Who are the clients you can't wait to help and see again? Who are the clients that have already referred you? Who are the clients that bring a smile to your face? Who are the clients that you look out for and have gone beyond the call of duty simply because you like them so much?
When it comes to getting more referrals from your clients, this list will generate more for you than your whole list combined. They deserves your 100% attention. Make them a priority and set up lunch meetings with the first three. I bet you'll be surprised how much they will be willing to help you grow your business.
Some experts believe that the real trick to getting more referrals from your clients is to ask every client once you've finished working with them to refer you to all the people they know that could use your services. Another school of thought is to bombard your client database with direct mail requests. Still another is to offer great referral incentives to "motivate" a client to refer you to someone they know.
Referral Marketing Tip:
In my opinion, getting more referrals from clients is all about asking the RIGHT clients when the relationship is ready to hear and respond to your request. Referrals come from relationships ... not clients. A relationship needs to grow to the point of solid trust before it will generously risk referring you. If you honestly evaluate your client list, it should be easy for you to write down the names the top 25 best relationships on that list. Who are the clients you've become friends with? Who are the clients you can't wait to help and see again? Who are the clients that have already referred you? Who are the clients that bring a smile to your face? Who are the clients that you look out for and have gone beyond the call of duty simply because you like them so much?
When it comes to getting more referrals from your clients, this list will generate more for you than your whole list combined. They deserves your 100% attention. Make them a priority and set up lunch meetings with the first three. I bet you'll be surprised how much they will be willing to help you grow your business.
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