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Marketing Information |
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Referrals - How to Get Them
Referrals are an extension of Networking. If people like youand like the sound of your product or service, thenthere's a good chance they'll tell other people aboutyou. If they already use your product or service and are totallysatisfied, then there's also a good chance that they'llrecommend you to others. However, that won't always happen - people won't necessarilygo around singing your praises to other people, unlesssomeone asks them about you. You can, however, take various actions to improve yourchances of getting referrals: *Ask people - Ask your existing customers if there's anyoneelse they know who could use your product or service. *Ask if it's okay to contact them - and if it's okay to usetheir name *Ask them - if they'd be kind enough to refer you to theother person *Ask if it's okay to check back - and find out what theother person said. (This encourages the person you'respeaking to - to refer you) *Offer incentives - Offer free product, a discount or aprize to an existing customer who refers you to a newcustomer. e.g. If I bring a new member to my health club, myname is entered into a draw for a new car *Offer a "finders fee" - to anyone who finds you newbusiness or donate money to their charities *Have a referral form - This needs to be a simple documentthat you hand out to customers or give away at events oreven post to people. It needs to say something like - "Who do you know who coulduse our product or service?" Then leave some blanks on theform for the details. Mention what the incentive or rewardis for them to do this. *Ask for letters of recommendation - Always ask existingcustomers for some comments you can use on sales letters,your web site or brochure. *Listen for referrals - Keep your ears open for referrals.Often a customer will make a throwaway remark - "My brother-in- law suffers from the same problems in his business as Ido." You then, ask politely about the brother-in-law'sbusiness and if it would be okay to contact him. (This seemsso simple but many people don't pick up these remarks or doanything about them.) *Thank people for referrals - When new customers contactyou, ask them how they heard about you. (You should alwaysdo this so that you can evaluate your advertising orpromotional activity) If they tell you that they've beenreferred by someone else - send a thank you note to thereferrer. It'll encourage them to refer more people. *You refer business to them - It's the old "I'll scratchyour back if you scratch mine story" Tell people aboutbusinesses you'd recommend. If you think they'll dosomething about it - phone your contact at the businessyou've recommended. Tell them - "Watch out for so and sowho's going to phone or come and see you." Pass on anydetails you have and hopefully they'll do the same for youone day. Discover how you can generate more business without havingto cold call!Alan Fairweather is the author of "How to get More Saleswithout Selling" This book is packed with practical thingsthat you can do to - get customers to come to you . Click here nowhttp://www.howtogetmoresales.com
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