Make it easy for
people to give you business
We all want referrals, but they often don’t come without
effort. Asking for referrals is not
always comfortable – even when they know you’ve done a great job for them. So…don’t ask them. Here’s a 5 step plan about how to do it.
1.
List all
current sources of referrals - The
easiest way to do this is to list al the business that you’ve received over the
past few years. New to the
business? List all the people that love
you – family and friends.
2.
Create a
system for follow-up after referrals – when you receive a referral, you
need to follow up and thank them every time.
If you don’t, there’s a good chance that you won’t receive any referrals
in the future. A hand-written note or a
phone call is usually the best way to connect with them. Email, not so much.
a.
It should be noted that anyone that has provided
you with a positive review is someone that has given you a referral. It’s not to a specific person, but this is a
positive endorsement that has momentum that you can capitalize on. Heap praise on them.
3.
Maintain top-of-mind awareness -
Reaching out to referrers need to be contacted regularly to ensure that they
don’t put you on the back burner.
4.
Plant
‘referral seeds’ during every connection – always remind your referrers
that you would love to help any other important people in their lives.
5.
Automate
the process for getting referrals – the best way to maintain momentum and
top-of-mind awareness is to automate – not email, but systematize your outreach
process. Put a reminder for yourself on
an electronic calendar for each contact.
Asking for referrals directly can be uncomfortable for
referees too. By following this simple
system, you’ll start getting referrals without asking for them!
Want to hear an
amazing podcast about getting referrals?
Pat Hiban’s website has a great interview with Stacey Brown Randall – CLICK HERE.
