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Getting Referrals
03/03/2008 - By Charles J. Di Bartolo If the thought of cold calling gives you a chill, and if you think knocking on doors should be left to the Avon Lady, you are not left with many ways to grow your business. Getting referrals may be the way to grow your business. Here are some tips.
Let’s start with why you would want to rely on referrals over other methods of gaining market share.
Referrals are the most cost effective way of getting business. Referrals cost nothing but your time. Referrals take less time to cultivate than cold calling. They cost nothing. Happy customers feel good about giving referrals. People like to do business with someone that is recommended.
Start today.
Build a sphere of influence. This has been done by investment firms, real estate brokers, and insurance companies for years. When training their employees that start them out by making a list of everyone they know. They call and mail everyone on that list and announce their entry into the new business. They remind their friends that they would love to help them if possible, and would they know of anyone else that they could help.
Whenever you conclude a sale with a customer, ask them if they know anyone that could benefit from your services. Then ask if you could use their name. Whenever you go above and beyond in customer service, ask for a referral.
Make a list of all the vendors and businesses you buy from. Start calling them. Remind them how much you buy from them and ask them if they could recommend any customers to you. Wait for a name, thank them and ask them if they could think of anyone else. You may think that this is a little nervy, but it sure beats the pain of cold calling and the cost of advertising for leads. Your close rate will be astronomically better than cold calling too.
Join a networking group. This is a way of getting referrals from new people that you meet who are also committed to building their business through referrals. (See my other article on networking for more information)This is a great way to get referrals, but be prepared to do a lot of giving first. Your local Chamber of commerce may have networking groups, events or get-togethers. Join a commercial networking group like BNI or Le Tip. Start your own networking group with a bunch of local business owners. Remember giving referrals makes it a lot easier to receive referrals. The Phrase “give and you shall receive” is a life saver here. Remember when working with a networking group let the members know what makes a good referral for you. They can’t give you what you need, unless you let them know what you’re looking for.
A good referral program can put your business on the right track. Referrals can allow you to do what you do best. Sell and services your customers instead of cold calling prospecting and sitting around waiting for the phone to ring. Give it a try. It’s worth the effort.
Charles J. Di Bartolo
National e-Pay Services, LLC
http://www.nationalepay.com
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