| So many of my clients name "referrals" or | | | | human must experience. Remember when hotel |
| "word-of-mouth" as the number one source of | | | | chains started upgrading the beds and linens such |
| growth in their business. However, when I ask how | | | | that people actually wanted to buy them? That's a |
| they get those referrals - so that we can increase | | | | good way to get people to refer you more business. |
| them - they're not sure. | | | | 5. Join (or start) a referrals group. |
| I like business boosts to be predictable, reliable and | | | | A structured approach can transform your haphazard |
| replicable. Referrals are no different; they're a | | | | referral occurrences into systematic, reliable revenue. |
| marketing strategy, not a fantasy. | | | | You'll get the most out of your group if its members |
| Referrals don't happen by accident; they happen by | | | | share your values and have similar target markets |
| intention. If you follow this list of suggestions, you will | | | | but not a competing service. |
| see your referrals increase. | | | | 6. Ask others what makes a good referral for them. |
| Here are my top 10 ways to consistently and | | | | Astute, like-minded professionals will almost always |
| intentionally generate referrals: | | | | respond with a desire to learn more about you. (By |
| 1. Ask! | | | | the way, this is the ideal thing to ask someone |
| Your clients have 143 other things on their minds | | | | you've just met in a networking situation.) |
| than your business, so they forget to tell their friends | | | | 7. Give referrals. |
| or colleagues about you. Don't take it personally; it | | | | It's as much a lesson in karma as it is in business: |
| doesn't mean they don't value you. It just means it | | | | givers gain! Pass enough referrals to others and you'll |
| may not occur to them to refer people to you. | | | | soon find them reciprocating. As soon as I get a new |
| Asking for something, especially referrals, is quite | | | | client, I start looking for referrals and good contacts |
| simply the best way to get it! | | | | for them. |
| 2. Explain clearly what makes a good referral for you. | | | | 8. Increase your referral base. |
| One of the best things about referrals is that better | | | | Unless you have a very elite service, relying on a |
| qualified prospects come to you. They're better | | | | few select clients to refer business to you isn't wise. |
| qualified because a satisfied client knows them and | | | | How can you get more referrals? Ask your vendors, |
| has decided they need to know about you. | | | | colleagues, family and friends for them. |
| But have you ever had someone referred to you | | | | In addition, find ways to share your service with |
| who wasn't a great candidate for your services? | | | | larger groups of people, through workshops, public |
| Maybe the message they got from your past client | | | | speaking and published works. |
| was positive but wasn't exactly the one you'd | | | | 9. Stay visible. |
| choose to share. | | | | Don't let "out of sight, out of mind" damage your |
| The best way to ensure you get appropriate | | | | referral business. Keep yourself top of mind with |
| referrals is to clearly explain what a good referral for | | | | your referral base by staying in touch. |
| your business would be. It's also useful to let people | | | | 10. Incentivize and/or thank people for referrals. |
| know about not-so-good referrals. | | | | You can offer monetary rewards, gifts or other |
| [Do you know what makes a good referral for you? | | | | incentives up front to entice people to give you |
| Are all warm bodies good prospects for your | | | | referrals. These rewards should be motivating to |
| services? Be sure you know what you're looking for | | | | them and cost-effective for you. |
| before you begin asking for it.] | | | | Whether you offer up-front incentives or not, always |
| 3. Deliver knockout service. | | | | be sure to thank people for referrals. This can range |
| It may seem obvious, but this can create a subtle | | | | from a phone call or handwritten note to |
| distinction in your intention: Do you want to meet | | | | commissions or gifts. Expressing your gratitude is a |
| your clients' needs? Or, will you delight them so much | | | | wonderful way to invite more of this trust and |
| that they just have to spread the word? | | | | generosity into your life. |
| 4. Do something "buzzworthy." | | | | Generating more referrals can reduce marketing |
| What can you include in your knockout service that is | | | | costs and increase the joy in your business. I hope |
| unique or unexpected enough to make the news or | | | | you have found at least one idea here that you can |
| spark coffee shop conversations? Van Michael, my | | | | take action on today. |
| hair salon when I lived in Atlanta, offered free | | | | May the good news about your business spread! |
| aromatherapy scalp massages that I felt every | | | | |