Referral: Bring more customers into your first business

If you just left your secure job and start your way to a business, you likely busy with strategy on how to bring more customers. This is your top priority. One of most effective marketing strategy is by referral, yet this way is less cost compare to other strategies. This should suit you who are trying to bring more customer into your first business but likely have no big budget for that. Many of us understand the benefits of having customers refer friends, family and colleagues, but some haven’t built a program for actively seeking referrals into their everyday operations. Here are strategies to increase your new business through referral:

Find a niche and build on it.

Answer the question, “What kind of specialist am I?” After reviewing where your strength lies, promote that expertise by: Becoming active and visible in business associations; Writing articles on the specialty for the best professional publications; Giving seminars and “lunch and learn” workshops on topics related to your specialty; Letting local media know you’re available to be quoted; Using testimonials and success stories to share what’s unique about your firm; include the information in press releases, newsletters and talks.

Develop a system.

Standard practice should include asking for and following up on referrals. Have a letter on hand to drop in the mail to thank a client for a referral or to send to someone who has been referred. With such procedures in place, you’ll always have a response ready.

Keep in touch.

Use your database. Contact clients on a regular basis and keep them in the loop. Help clients solve a problem before it gets out of hand. Encourage them to tell you if they’re not satisfied with your services. Start a “keeping in touch” program, which could mean sending a monthly newsletter or setting aside an afternoon to phone clients or drop them a note.

Say thank you.

Acknowledge helpful clients in simple little ways. Write a letter or find other thoughtful ways to say thank you: Offer to sponsor a child’s Little League team or give : A donation to the client’s favorite charity, A book on a subject the client is interested in, Tickets to a sporting event, the theater or the movies, Flowers or a gift basket, A coupon for a free car wash.

Do it every day.

Make asking for referrals part of your business dialogue. Ask the existed customers, “What have you liked about the work we’ve done?” and then say, “If there is anyone else who may need these services, please send them my way.” If you simply can’t bring yourself to say these words—consider to use different ways which are more comfortable asking for referrals in writing than in person—send a referral-request package to all your clients. It should include a cover letter, a form on which they can list the names of friends and business associates and a stamped reply envelope.

Mariam Lawrence (Horsesmouth director and resident referral expert) on www.automatic-referral.com says:

"You’ve most likely heard the tongue-in-cheek phrase, "It’s all about me." People use it as a joke, but typically, that’s how advisors think about referrals: in a self-centered way. That may seem only natural. After all, the point is to get more clients and more assets, right? Well, yes. But there’s a problem. Positioning referrals in terms of yourself and your business runs counter to basic marketing principles, which dictate that we must always put the client’s interests first. There is a much more effective way to think about referrals: the client-centered way. This paradigm is all about bringing value to your client relationships, enhancing their lives and the lives of people they know. Not only will this approach motivate clients to provide you with more names and introductions, it will make you feel better about asking in the first place.

Make this your mantra: Referrals are about helping clients and the people they know.

Instead of asking clients to go out of their way to help you, let them know that you’re never too busy to help them, and by extension their family members, friends, and business associates. Instead of thinking of yourself as scrounging for new clients, realize that you are offering the benefits of your guidance and expertise to the people your clients care about the most".

To you who are often out around to visit customers (suggested by Bill Cates)

After Bill ran a piece about 7 simple ways to make in-office visits special for prospects and clients, many of his subscribers wrote to tell him that they couldn't really apply those ideas because they typically leave their offices to visit customers on their own turf. Bill came up with the following list of ways to make those types of visits more special—which he notes is more challenging because you don't have any control over your environment. He also points out that several of these ideas were inspired by his readers:

1. Bring a staff member with you.

As you already know, when people connect in person, their phone conversations are usually more cordial and more productive. If you talk about your "team" or "your support back at the office" give your clients a chance to meet them from time to time.

2. Pay attention.

What he means by this is pay attention to what's happening in their personal lives—health issues, children, parents, etc.

3. Bring them a treat to eat.

You don't have to have clients come to your office to bring them a treat.

4. Bring them a little gift.

When you find yourself browsing in stores, keep an eye out for little things you can pick up for your clients.

5. Get to them through their children.

If your clients have young children, bring a little trinket for them (always have enough and make them safe and age appropriate). Just another way to show you care.

6. Bribe their pets.

Many people consider their pets to be a member of the family. Bring a treat for their pet (premium quality only) or a trinket (breed specific) for them.

7. Bring them lunch.

Very busy clients will appreciate this one. Make it a really special lunch.

8. Make a reminder phone call.

Clients always appreciate a confirmation phone call a day or two before the appointment. Sometimes it reminds them and sometimes it reassures them that you haven't forgotten about your meeting.

9. Bring a maid with you.