Everybody wants to get business referrals, but few people actually have a plan in place. This article will go over the basics that should be included in a referral marketing campaign and in a referral system.
There are several important things to understand to get business referrals.
First, you must deserve to get a referral. This means going above and beyond the call of duty. This means doing something special for your clients. If you just do what everyone else does, you will probably not get referrals, because you do not stand apart and above your competition. Look at Disney world. They always go above and beyond. Want an example? If it rains at Disney World they have rain parades and then sell umbrellas. It turns an unpleasant event into a pleasant event. This stands out in the minds of their customers, and people talk about it.
Second, you must ask for business referrals at the right time. Just like anything in life timing is very important. If you ask at the wrong time, or if you don’t ask in the right way, you probably won’t get business referrals. Think of it like this. When should you ask if someone liked the meal you cooked for them? Before, during, or after they have ate the meal? Of course the answer is obvious. You ask when the person is stuffed! It is the same way when getting business referrals. You need to ask when people are happy!
Third, you must realize that most people are overwhelmed with things to do, and the last thing on their mind is to give you referrals for your business. Just look at your own “to-do” list. Are you thinking of someone who sold you something recently and thinking about sending them referrals. Probably not.
This is called “top of mind awareness” and if you want to get business referrals you must remain top of mind in your customers mind’s.
Now that we have covered some things that are essential for you to get business referrals lets cover some other important concepts.
To get business referrals you need to invoke the law of reciprocity? What is the law of reciprocity? The law of reciprocity is when people feel obligated to give you something because you have done something for them. Is this manipulative? Well, it certainly depends on your viewpoint.
Here is how you can do this. After you get a new client you can send them a nice thank you gift. I’m not talking about a cheap thank you gift, but a very nice gift that will definitely make an impact.
Now sometimes the person will call you up and thank you as soon as they get the gift. Sometimes people won’t. But what you need to do is to call them up a couple days later (assuming they don’t call you) and ask them if they know of anybody who might be interested in your products or services.
This is a great way to get business referrals. The person will be excited by the gift, and if you have done a good job they should want to refer you. That is the key. This person should want to give you business referrals.
If you are looking to get more business referrals you need to check out my Get Massive Referrals Program. Don’t delay! Start getting business referrals today!