Great Ways to get Referrals Rolling In

It is a myth, or false assumption, that if we provide good service, and our customers and clients are satisfied, they will tell their friends, family, and associates about us.

WRONG!

They might just be satisfied enough to continue being a client.

There is a mountain business owners need to scale between just providing satisfactory products and services and producing a referable experience or connection.

Everyone expects to be satisfied with an outcome (or at least not dissatisfied enough for it to matter) but that alone is not motivation enough to take the risk of telling others about it.

When we refer our friends and family to a product or service, we take a personal risk. In the back of our minds, we may be thinking, “If I give this referral will my friend be happy with the outcome? If not, will he blame me?”

…or something to that effect.

We don’t want to be embarrassed that we talked someone, something or someplace ‘up’ only to find out their experience was much different than ours.

We don’t want to have to say I’m sorry.  Which results in most people being stingy with referrals.

As a business owner, how do you instill confidence and motivate others to give more referrals when many are so reluctant to provide? Here are some thoughts:

Make sure you are referable.

You have to provide something over and above, move the needle past satisfaction and towards excellence-amazing-experience every time. In other words, give them something to talk about!

Create a referral culture that can be seen externally in your business.

The #1 way to get referrals is to be ‘the guy/gal’ that freely, openly, and often gives them. 

From good actual client referrals to productive resources and good connections. Word will spread of your generosity.

When you do get a referral, regardless of outcome, make a big deal out of it (without going overboard). Thank them both privately and, if appropriate, publicly on social media or other platforms.

Talk about referrals often – but not in a weird way 😊

In conversations, or social media, or your own newsletters and publications, don’t say “We love referrals” or “If you know someone that might benefit…”

But rather do it by showing the evidence that others have given you referrals…

“We want to welcome our new client John and thank our client Julie for the referral!”

They feel appreciated, excited for the person they referred, and everybody else sees your referable.

Know your assets – and stay in touch

The biggest is your past clients.

The next largest one is the people who have referred to you in the past.

These two assets are an untapped gold mine for referrals in most businesses.

Knowing your assets is not enough though, you have to stay connected.  Not just for the next sale, but a meaningful connection to give them confidence that they know you and that you place relationships above transactions.

Relationships are not based on only when you need each other. Frequent communication, measured in weeks not months, is necessary, so that you don’t fall out of sight – out of mind.

We live in an overstimulated, distraction filled world, and (shocker) your clients don’t think of you as much as you think of them.

Yes, you will be there when they need you, but will they remember to reach out when they have a referral if you have not stayed connected to them? If you don’t intentionally communicate to stay top of mind, the chances of them connecting you reduce drastically.

Create a client communication program. Don’t underestimate the stored value of your current and past client list. Be a constant in their life providing connection, community, resources, and valuable knowledge.

Give them the tools

All your past referral partners and clients have the ability to refer you. What they may lack is the desire or the willingness to do so, or more than likely, the tools to do so.

Yes, they were happy with the service, above satisfied (the higher above the better).

Yes, they know how to get ahold of you.

Be sure to let them know what you do with the referrals, how you contact them, etc. Reassure them that you will take good care of those they refer to you.

No, they are not your sales team, and they don’t have, or want, all your collateral to distribute.

…But you still need to make it easy for them.

You need to provide Pass-Alongable-Value and content.

• Posts they feel compelled to share or tag someone in.
• E-newsletters that are so full of great information they forward it along.
• Paper or print newsletters, or other collateral, that you send in the mail, not salesy but good information, that they might hand off to a neighbor or a friend.

We have given you a few ways to provide pass-along-value, here are a few more ideas to maintain and expand meaningful relationships with those that you know:

Host events

The events don’t have to be directly related to what you do, and they don’t have to be you speaking.

They could be seminars, factory reps, experts in town, appreciation events, ceremonies, demos, meet local celebrities, something for fun, a show, a bring a friend event, a chicken dinner on us …get creative to show appreciation, connection, community, and sharing your knowledge and resources.

Institute an incentive-based rewards program

Everybody loves appreciation and recognition…or at least discounts or loyalty prizes! 😊

And there’s always the good old ASK

What we hear from many of our clients is that they hate to ask because it makes them look needy or like they’re not successful if they are having to ask for more business. Here’s a couple of things to think about – ways to ask:

“Can you do me a favor?” (wait for the sure!) “Thanks, just let me know if you have anybody who you think could be a good fit for us.”

“We are expanding and can take on a few more clients if you know of someone like you, we really enjoy working with you.”

“We are currently looking for 2 more clients that are as dedicated as you are – do you happen to know of anyone ready to _______?”

Be sure to have a referral process in place so when they give you a name you can easily share with them how you would like the ‘hand-off’.

It is not hard to create more referrals coming into your business, and you will be glad you took the time to institute the processes. Referrals are much warmer leads than any other way you acquire them – so take the time, put in the effort, and get them rolling in!

We LOVE referrals at Network Build Grow – so pass along any of our blog articles, invite people to the events, or reach out to us and let us know who you would love to have in the Community. We will make them feel welcome, introduce them to some resources, and show them the way!