Product category:
Telemarketing
News Release from: 1stop Telemarketing Services | Subject: business referrals
Edited by the Marketingservicestalk Editorial
Team on 05 February 2008
Referrals are key to new business
Darryl Gould, Managing Director of 1 Stop Telemarketing Services, argues that, if you ask them, your clients and contacts will more often than not give you directions to more business.
Go on: just ask Believe it or not people are very willing to help you, in all sorts of areas
This article was originally published on Marketingservicestalk on 30 Jan 2008 at 8.00am (UK)
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Before the days of TomTom and the internet, the best way to find the place that you were going to was to get near using a map and then ask.
Surprisingly, people would even cross the road in the pouring rain to give directions when asked, and so it is with your business: if you ask them, your clients and contacts will more often than not give you directions to more business.
The key then to getting people to help grow your client base is to simply develop an on going series of referrals.
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There are two major factors that inhibit you from generating referrals.
One is that you don't ask, the other is you don't ask very well.
Like many things in business, there are 10 simple 'referral facts' that you can use to make the whole process of referral asking run a little more smoothly.
1 Ask your best friends first: if you really need something in life, you're best off first asking a family member or one of your best friends - and so it is in business.
When looking at started a referral development programme within your practice, the best people to ask to begin with are your best/closest clients, contacts or customers, people who know you well and really appreciate what you do for them.
2 People really do like you: most people have a lower self image of themselves than they deserve, it's human nature, when in actual fact lots of people like them.
So it is in business, understand very quickly that many of your clients would be very willing to, or actually want to, give you referrals.
3 There are two types of referral: passive referrals - you do a good job for a client, go back to the office and wait for the phone to ring; active - these are the ones you get every time by asking for them.
To grow your referral business you simply need more active referrals.
4 Timing is a key: when you were young, it took you ages to pluck up courage to ask that special girl/boy out on a date.
The key is timing - it's the same with referrals; key moments arrive when you have just completed a good job, solved a nasty problem, helped someone else or have been given a compliment.
5 Compliments are winners: when someone gives you a compliment it's always a good idea to thank them for it, they feel good, you feel good and it's a win-win situation.
When someone gives you a referral, always give thanks and always tell them how it's going or how you got on with it.
Did it lead to new business etc? Develop the habit of sending written thank you notes - people appreciate the time you have taken to write them.
6 Asking for referrals can be scary but being asked for one can be scarier still: if you've asked someone for a referral and you can see that they are struggling., back off and give them some time.
Ask them to contact you at the office if they think of someone later or to let you know when they meet a suitable candidate.
7 Make sure you get what you want: it's no good asking people for food and getting meat if you are a vegetarian.
Referrals are great if they are the right ones, and simply rubbish if not the ones you want or can use.
Best to develop a core target list of 'ideal' market sectors or clients and mention these types of client when asking for referrals.
It'll also help your contact focus on what type of business you are really asking for.
8 Be helpful, be specific: if you ask someone what their 10 favourite books are, they really have to think about it for quite a time and they may struggle to come up with a list.
It's the same when asking for referrals; they will instantly try to think of everyone they know from everywhere they know.
You can help them by mentioning a trade group or a networking group you know they are involved with.
9 Believe you can do it: you'll never hang glide if you don't believe and take that first step.
Top sales people are top sales people because they know they can do it: if you're offering a good service and carrying out high standards of client work, why wouldn't others want to trust you? Develop your approach and become a team of 'can dos' rather than a team of 'it'll never works' 10 If you don't ask, you don't get.
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