15 ways to get more sales referrals in no particular Email
- 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.
- 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.
- If you have clients who don't refer, create another way for them to recommend you
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.
- Make sure your current clients know about all the products and services you offer
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,
- Add a link to a form on your website for referral submissions.
Be
remarkable; remind clients why your company is
special. Give them something (good) to talk about.
- Inspire confidence.
You can inspire confidence
in your referral sources by letting them know that 80% (or whatever) of your
business comes from
repeat customers.
- Provide valuable content your referral sources can share with their network
In 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.
- Treat the vendors and suppliers with which you do business as partners.
Make sure they're aware
of who and how you help.
- Update your LinkedIn profile
In stay engaged with your
contacts regularly.
- 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.
- 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.
- Give a referral. It's one of the best ways to get one in return.
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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