The not-so-dumb Dumb Little Man blog lists 10 tips on mastering the art of referrals, which are crucial to improving sales. For example:
Ask Every Client. Make it a habit to ask every client if they know someone who could use your services. Explain to your client how this is a win for them too. The less time you spend on marketing, the more time you can spend on helping clients with their needs.
That’s actually a great approach, as it helps your current client feel like there’s something in it for him/her. The author also offers suggestions on turning referral requests into a routine part of your sales life. These include creating referral contests in the office, charting your referral progress in a spreadsheet, and adding them to your agenda:
Client Meeting Agenda. For every client meeting, have “Ask For Referrals” as your second-to-last agenda item. It might be titled “How We Can Help Your Friends, Family, and Colleagues,” or simply, “Referrals.”
As someone who used to work in sales, I can tell you that referrals can indeed be invaluable to your bottom line — and the best way to get them is to ask. This article should help you get started.
