A great way to get referrals is to setup a “new customer experience” in your business. What is a “new customer experience” and how is it a referral system?
Due to how life works and how many times people know people who are like them a new customer experience referral system works by giving a great experience after they become new clients and customers.
It revolves around “wowing” the person and by building the relationship to be stronger. Why is it such a good referral system? Simply because hardly anyone ever thanks a new customer for becoming a customer. Here is an example. Just a few days ago I hired someone to do work for me. Now I was very unhappy with the service that was done. The person didn’t show up the first time, was late the second time, overcharged me, and didn’t do a good job. I also was not thanked, and therefore this person will not be getting any referrals (or repeat business from me). It is clear he has no referral system at all. He also doesn’t have a lot of other systems, but that is an article for another time.
So, how does a new customer experience referral system work exactly?
Step #1: You document the referral system. If it is not documented, then it is not a true system.
Step #2: Figure out an appropriate gift or present that will match your new client. If they are spending $500 a month, a $3 trinket is pretty cheap. Don’t be cheap here. Invest! You want them to be extremely grateful and be glad that they became your client. This also includes a thank you card AND a survey. The goal is to get feedback on how you can improve. The goal is also to get a testimonial, too, if you can to use in your other referral systems.
Step #3: A couple days later you send another message to them that asks them if they know of anybody who can benefit from your services. This is powerful because you have thanked them, asked them for feedback, given them a great experience, and now you are asking them for referrals.
Step #4: Now the long-term referral systems start with referral contests, referral newsletters, and more. Don’t be discouraged if you don’t immediately get a new client from a referral with the new customer experience. You are building a relationship! You are investing in the person and making deposits . Next time your business or subject comes up you will immediately come to the forefront of the discussion.
If you contrast this versus what MOST business owners or salespeople do they just hope for referrals. With most things in life hoping is just not enough. You have to TAKE action and put your referral systems in place.