15 ways to get more sales referrals in no particular order:
1.
Create a referral program with
complementary providers to exchange referrals. Be sure you only include providers in this network that
you'd be comfortable recommending to your best client or best friend.
2.
Recognize and thank your
referral sources. This could be with
a simple phone call, email, or even better, a handwritten note. The important
thing is to express your appreciation. You'll also encourage additional
referrals this way.
3.
If you have clients who don't
refer, create another way for them to recommend you (e.g., case study, testimonial). I once worked for a large
organization that prohibited written testimonials and discouraged referrals;
however, I was able to provide recommendations by phone for vendors with which
I worked. Two vendors I worked with took advantage of this opportunity and
closed several deals by having select high-value prospects speak with me.
4.
Make sure your current clients
know about all the products and services you offer and how you help so they can either refer within their company or to others they
know. Too often sellers assume their clients know more about them than they do.
If you're a market research firm and a client uses only your online survey
research services, for example, make sure they know about your intercept
interview service or focus group capabilities.
5.
Add a link to a form on your
website for referral submissions.
6.
Be remarkable; remind clients
why your company is special. Give them something
(good) to talk about.
7.
Inspire confidence. It's risky referring someone—what if it's not successful?
You can inspire confidence in your referral sources by letting them know that
80% (or whatever) of your business comes from repeat customers.
8.
Offer a referral commission.
9.
Provide valuable content your
referral sources can share with their network—an
invitation to a breakfast or lunch seminar or webinar on an industry topic,
research briefs, an article about a regulatory change or industry trend, etc.
Make it something special for them to share.
10.
Treat the vendors and suppliers
with which you do business as partners. Make
sure they're aware of who and how you help.
11.
Update your LinkedIn profile and stay engaged with your contacts regularly.
12.
Create a list of buyers you
want to work with. Check out their
LinkedIn profiles to see whether you're connected in any way. If so, reach out
to them via your network—whether it's an individual, a company, or a group.
13.
Treat your clients as partners,
too. Let them know you view them as a strategic partner, and
tell them you hope they'll do the same with you. Create formal channels to
share referrals.
14.
Give a referral. It's one of the best ways to get one in return.
15.
Ask for referrals. You’ll get a lot more referrals if you ask for them. As you’re
completing a project with a client, simply ask if they know anyone who would
benefit from something similar.
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