Referrals: How You Can Start Getting Them Today
Referrals are one of the most crucial ways that a person selling generates both leads and revenue; however, a lot of people experience difficulty getting them regularly. Almost all buyers depend on their work connections and friends for finding the right providers, and sometimes, no one seems to have the answers. Referrals are vital for establishing the trust and good reputation of a seller, which are the two pillars of being a great seller.
Referral definition: the act of referring someone for consultation, review, or further action.
Though many people understand the importance of referrals, they may not grasp exactly how to utilize networking and get their sales referrals. There are a number of reasons for this. A lot of people simply don’t feel comfortable asking to get a referral. They don’t want to appear to be too aggressive or desperate. They also might even be unsure of themselves and question whether they really have the ability to give their clients the value that they need. This is why one must take advantage of the list of tips below in order to maximize their number of referrals. But before proceeding, you should ensure that you are always doing these three things:
Three Keys to Get Referrals
Be Referable at All Times
Always seem referable. You can’t ever become great at marketing and generating leads if you’re not truly being referable at all times. The easiest way to become referable is to always keep your promises. Simple, right? You will develop a great reputation and clients will observe the value that you offer them. You’ll never be wondering, “Where do I get referrals?” if you’re so busy having clients come back to you.
Figure Out What You Want
Never depend on referrals that were accidental. Be honest with yourself about the type of clients you want to have and the ways in which your network will ensure you obtain referrals for the particular group of clients that you’re after.
Take Action TODAY
You can’t afford to wait any longer. Time is money and money is time. Take action today and determine the process concerning how you’ll get sales referrals so you can start the process of gathering quality referrals every week. This will ensure that that you’re never desperate to accept anyone if industry or life changes take place.
There’s no particular order to this, but here are the top ways for how to get referrals:
17 Ways to Get Referrals
1) Choose the Right Providers
You’ve got to get a referral program up and running with the right providers so that you can trade off referrals. You should only include providers that you believe are the highest quality and that you’d be comfortable introducing to your friends and family.
2) Be Courteous
Always be courteous and thank the referral sources. What is a referral source? It’s how a client found out about your business. Do it in any format, whether it’s letters, emails, text messages, or calls. All that matters is that you’ve expressed that you’re grateful. Doing this will also subtly send the message that you’re a good person and deserve to have more referrals sent your way.
3) Accept Referrals in Any Format
Just because you have a client who doesn’t refer doesn’t mean they can’t recommend you in a different format such as a case study or a testimonial. For example, some institutions ban written testimonials, but someone can get around a rule like that by seeking recommendations from vendors on the phone.
4) Make People Aware of All Your Business Can Do
You’ve got to ensure that your clients are aware of everything your business offers so they will be willing to refer via their business or direct you to relevant businesses or people. You can’t ever assume that clients are aware of everything. They’re often not.
5) Add a Referral Form to Your Website
Your business’ website should contain a form or a link for referral submissions.
6) Let Clients Know You’re One of the Best
Stand out from the pack. Always let your clients know why your business is one of the best. Don’t be arrogant, just be confident.
7) Be Reassuring
Put faith in referral sources by letting them know that eighty five percent (or however many it may be) of your business’ success is due to clients who have been coming back for years.
8) Provide Commissions
Always be willing to provide referral commissions.
9) Stand Out
Do great work that you’re very confident about so that referral sources can show an entire network. Make your content stand out. This will increase not only your confidence, but the confidence of the referral sources.
10) Network with Vendors and Suppliers
Hold vendors and suppliers in the highest regard and treat them well. They should not only know of you, but know all the great things that you can do for them.
11) Use Technology to Your Advantage
Keep your social media presence active so that you’re on the minds of contacts all the time.
12) Make a List of Potential Buyers
Sit down and formulate a list of buyers that you think will help you out the most. Then research each buyer online to see if you are somehow connected to them in any way. If you are, you should go ahead contact them.
13) Treat Clients Excellently
Just like vendors and suppliers, clients must be treated in the highest regard as well. Always make them aware that they are valued by you.
14) Give Your Own Referrals
Provide referrals to others. Sooner or later, your input will be rewarded with output.
15) Don’t Ever Be Shy- Ask for Referrals
Don’t be afraid to ask people for referrals. People who don’t have the confidence or courage to ask for them get fewer referrals than people who are upfront and simply go for it. If you’re finishing up a project with a client, ask that person if he or she knows anyone who you can also do business for. How to ask for referrals? You can do it any way you want as long as you are being genuine, sincere, and authentic.
16) Utilize an Employee Referral Program
An employee referral program will allow you to take advantage of a business’ current employees so you can bring in business for yourself.
17) Send Out Referral Letters
Send out a letter to all customers you do business with and offer them an incentive. People don’t use letters as much but it still works. The letter should thank them for their business and can include a free gift, such as a magnet or sticker, that the customer might not even use but may come across at a later date. This will serve as a reminder to do business with you. Referral letter leverage your own past customers that are happy or even if they’re not happy, they may still pass on your information because they don’t know anyone else. Just by the simple fact that someone asked them for your information maybe get you business. Remember, outflow equals inflow, so applying this technique as part of your operations after the service is done (or the product is sold) is essential. Be sure to check out the free referral sample letter PDF on our website so you can make a similar letter.
In summary, this is how your process should be structured for getting referrals:
-Create your own referral program
-Go out of your way to give thanks to the sources of referral
-Be creative and come up with many ways that people can recommend you
-Provide first-class education to your clients on your services and products
-Use your website to your advantage and have a place for referral submissions
-Find ways to stand out from other businesses so referrals come to you and will never have to wonder, “Where do I get referrals?”
-Always be reassuring
-Give the option for a referral commission
-Give the upmost respect to vendors and suppliers
-Stay active with social media and online promotion
-Jot down a list of buyers that you believe will be excellent referral sources
-Give clients the same respect that you give vendors and suppliers. You’ll be complimented—and the best compliment is a referral. Provide world-class service and your number of client referrals will increase.
-Provide referrals for others. Walk-in other people’s shoes and know that they’re asking for referrals just like you are.
-Be upfront with people and request referrals
Don’t treat any of the above suggestions like the gospel. Use them as creative fuel to come up with your own ways to get referrals. Every referral sales process is different. Work hard to develop one that not only benefits you the most, but will also benefit your clients and networks. Don’t procrastinate. Maximize your referral system today so that you can maximize your revenue.