Referrals – “Joe Sent Me”
A brilliant way to leverage your current customer base and to achieve marketing results without additional expense is through referrals.
The first step is to create opportunities that will allow, or more importantly encourage, your customers give you referrals.
The fact that you’re selling a quality product will generate some referrals. Consumers who are pleased with your product and or services want to tell their friends and family about you. (Everyone likes to say, "I know the best source.") But you can generate more if you offer special inducements or incentives for bringing in referrals.
These include:
• Special incentives for referrals making their first purchase.
• Special rewards to referring customers
But many of the people that come to your business are a result of someone’s referral, rather than your marketing or advertising efforts.
Happy customers are a living, breathing marketing force. And you don’t have to pay them a salary, give them a desk, or send them on a 2-week vacation each year). But how your customers perceive you may have less to do with the quality of your product and more to do with the quality of your service.
Turning Referrals Into Clients
Referrals are not ‘sold’ customers, so don’t treat them that way. A referral is only a targeted lead that is more likely to be receptive to your sales pitch. People want to buy from businesses and individuals that they know and trust, and a referral from a friend makes you someone they know…by association.
Referrals should be handled just like any other prospective customer. They must be made to feel special and educated about the benefits of the product/service you offer.
If you have any comments about this blog please make your comments below.
Regards
LLoyd Richardson
