Last week you received some great news when I told you that you could get more clients for your business – for free! Client referrals are a powerful source of new client generation, and getting more client referrals doesn’t have to cost you a penny!Remember: getting more client referrals for your business isn’t complicated, but it can be difficult if you don’t actively encourage your clients to recommend your business. Here are 4 more tips that will help you get more client referrals:
A great way to motivate your clients to share their positive experiences with your business is to offer an incentive to clients whose referrals bring in new clients. For example, I am satisfied with my bank’s customer service, so when they offered me a $250 deposit to my checking account if I referred a colleague to open a new business account I jumped at the opportunity. Whatever incentive you choose to offer, make sure that it is something of value that will show your client how much you appreciate their referral. You can also team up with clients or other businesses to cross promote and refer new business to one another.
Marketing Tip #5 Get Personal
Asking a client to pass along your business card is a start, but great client referrals involve you building an immediate relationship with the referred client. Instead, ask a client for a colleague’s contact information and contact them personally, or ask a client to introduce you to a colleague at the next industry event. You can even lead by example and connect your client with referrals at your next networking event by saying something like “David, I want you to meet Nancy. She is a goal-oriented sales expert who helped me increase my business’s sales by 200%!” David will be grateful for the referral and eager to return the favor.
Marketing Tip #6 Follow Up with Referrals
When Frank, a long-time and reliable client, tells you that he mentioned your business to his friend’s brother and hands you his phone number, don’t wait a week before calling him. Make contact with a potential client while your business is still fresh in their mind. Then keep making contact. On average, businesses must follow-up with potential clients 8 times in order to make a sale. Be persistent. This does not mean that you have to call a potential client and say “I’m just calling to follow up…”. Say something like “I stumbled upon a great article with tips that I think would benefit your business…” or “I’ve just heard of an upcoming event that may be of interest to you…”. Following up with a potential client by offering useful information shows them that you are dedicated to their business’s success and allows you to maintain contact without hassling them with repetitive messages.
Marketing Tip #7 Follow Up and Get More Clients
Keep Frank updated on the status of his referral and let him know if his brother’s friend becomes a client. Send a card thanking him for sending new business your way. It sounds basic, but you’d be amazed how many business owners forget to thank their clients for referrals. Showing your gratitude for his support will make him eager to refer your business again!
QUESTION: What great follow up tips can you share that has helped you to actually follow up? Please share your ideas in the comment box below.
About Yoon Cannon: Top business coach Yoon Cannon has helped thousands of small business owners, entrepreneurs, coaches, consultants and sales teams achieve dramatic results in growing your business. Over the past 20 years Yoon has started 4 successful companies and sold 3 of them. She offers fresh insights as a seasoned business growth expert. Yoon delivers proven process for your sales, marketing and management development. Grab free valuable gifts and resources at http://www.ParamountBusinessCoach.com To book Yoon to speak at your next event email: YoonCannon@ParamountBusinessCoach.com To schedule a complimentary business coaching consultation call (215) 292-4947.
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