Hi, you seem to be new here, I suggest by checking our guide to new readers New to Looking to Business or Join Our Free Email Course. Thanks for visiting!
Hello and thanks for visiting.
This is part three of the series “Selling in Steps” about how to increase your sales by working in a step by step process and create as many sales as possible.
Part 1, Activity.
Part 2, Cold Calling.
As we all know it is much easier to sell to someone who has been advised by someone else to do so.
They already trust in your product and have decided to buy.
This means you won’t have to lower your prices to get the deal and your complete focus can be on doing a great needs analysis and presenting the perfect solution for their problems.
How do you get referrals?
They always come from happy customers.
If your customers are displeased, then the rest of this article is a waste of time.
Make sure your customers like you and your products otherwise they will never refer anyone to you.
Read more about pleasing customers in these two articles.
Three easy ways to get referrals
1. Send your customers an email.
After having helped a customer and following up your service send them an email telling them that you hope they are pleased (you can at this point also ask for a testimonial, read more) and advise them to let their friends know of the possibility and have them contact you if they also need help.
2. Book a meeting with the only goal of trying to get referrals.
You can book a meeting with a satisfied customer and show them some benefits that they get by referring others to you.
This can both be through incentives or by the simple fact that if your company makes more money you can spend more and improving your products.
3. Be so extra ordinary that they can’t help it.
In these articles about customer service and follow up I talk about the values of pleasing a customer. If you do that insanely well and make your customers so pleased that they cannot help but tell their friends about it, your job is already done.
One more time consuming technique to building referrals
1. Networking
Get out there, talk to people in the industry and get to know them.
Make as many friends as possible and then help them that need help, those that don’t need your help advise them of other methods that would suit them better, like any friend would do.
Use this base of friendship to grow your referral rate. Everyone loves knowing the guy who can solve a problem and loves to tell others about it. And if they feel like they are helping two friends by making the introduction chances are they will.
Conclusion
It is easy to get referrals if you just spend some time focusing on it and the benefits you get are incredible. But it all boils down to how pleased your customers are.
Focus on that first and then move on to getting them to refer you to others.
Action Exercise
Try out these techniques, see what works for you and what doesn’t.
Make sure to listen to your customers and if it turns out they are displeased with your service, do something about it because otherwise you will never get referrals and the easy sales they represent.
What do you think?
Do you have any other method of getting referrals? Please share it!
Related posts:
