Referrals are one of the absolute best selling tools. It is proven facts that a person would much rather do business with someone that they know as opposed to a stranger. When you are introduced to an individual by a personal recommendation, the individual is already more comfortable with you than a person that you cold call. There is very little that is more reassuring to a person than a positive endorsement from a person that they know and trust.
Considering how important and coveted referrals are, the question is why do businesses not pursue them? It is all a matter of developing positive habits starting with changing your thinking about referrals.
Imagine that your business is a never ending web of relationships. Each one of your contacts has the potential to connect you to other contacts. These relationships are out there, but unless you pursue them they are going to remain out of your reach. Most of your current contacts are not going to actively introduce you unless you give them the idea to do just that.
Many people are scared to ask for referrals. However, you should not be as there is nothing wrong with it. A person is not going to give you a referral unless you deserve one. Let your consumers know that you prize referrals and you will earn their trust by providing them with excellent service and products.
Practice Good Habits
It is possible to build a business almost solely using referrals. To do this you are going to need to develop good habits. When you start working with a new client make referrals a part of your agreement. Tell them if you do a good job for them you would like them to provide you with a certain number of referrals.
When a customer gives you a compliment reply with a thank you and then asks for a referral. Thank them for the compliment and then ask them if they know anyone else that could use your services or products.
Every client meeting and event should be considered as a chance to collect referrals. When you are planning for a meeting or event, jot down a note to ask for referrals. This is a great way to prepare yourself to ask everyone that you meet. It is also a good idea to set goals for you. Keep track of how many referrals that you ask for each day. Consider asking friends, prospects, and associates and not just your clients for referrals.
The final thing to consider when trying to gain referrals is to make the most of each of your networking opportunities. You may need to step out of your comfort zone at these events in order to meet your goals. Try to talk to at least 3 new people at each networking event. Have something planned in advance to say. Remember to be specific when you are asking for referrals. If you are looking for a midsize company, mention it, need individuals with a high net worth, let them know. You want referrals that are going to be worth your while and not just a waste of time.
How do you get referrals?