Proactively generating sales is made that much easier when you know how to drive referral traffic to your front door.
Here’s the simple message: referrals are important. This notion has been a cornerstone philosophy in the sales world for decades. So why does asking for and getting referrals seem difficult? Does it feel intrusive? Too time-consuming? Are you out of referral marketing ideas?
The referral is one key foundational element to any good sales strategy, and learning how to get referrals is incredibly important. Start with these five referral marketing ideas to get you started if you’re feeling stuck:
Many clients won’t refer you to others because they aren’t 100% sure about you, your business, what you offer, and what you don’t. You’ll want to connect with these clients and provide them with some insights into your brand and business. They should leave thinking “I have the perfect client for these guys…”
One way to keep your business at the forefront with clients is to leave behind customized promotional products that are useful, exchange hands easily, and will remind those in your industry of the importance of creating a mutually beneficial relationship with your organization.
Take the guesswork out of the process by structuring a referral program that will entice your clients to drive traffic toward your business. A referral program can also help minimize most of the jitters salespeople feel when asking for referrals, as a company-sponsored program tends to legitimize the idea of asking for referrals in the first place.
When you begin treating referring clients as partners, you’ll likely receive an increased boost in referrals. These clients should feel like strategic partners working alongside your business to foster mutually beneficial results and shared success. Once they see that their business can improve when they refer to you, they’ll want to maintain close ties to your organization.
The best way to get referrals isn’t by merely asking and trying to be a good partner. You’ll also want to create information and shareable resources that can increase awareness of your brand. Invite others to a seminar or webinar that addresses current industry topics. Then, show how your business can be a good strategic partner for these invited guests. Make sure to include links or buttons on your social pages that encourage clients to visit pages like Yelp or Google to learn more about your brand. Who knows, you might even boost the number of positive reviews on these sites by doing so!
Simply asking for referrals seems so obvious – yet a failure to do so is one of the biggest hindrances to building a successful referral program. Your sales or marketing team will have to position your company in a way where referrals are beneficial, either for them or the person they refer. Just ask and you’ll often receive – as long as you’ve created a value proposition that makes sense for the client.
Referrals represent one of the best ways to generate leads and land new business, yet so many today struggle to create consistent practices that can drive sales growth. Follow the referral marketing ideas above on how to increase referrals, and see just how easy it is to solicit new business when you’re on the receiving end of a quality referral.
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