Referral marketing is perhaps one of the most effective methods of gaining new and recurring clients that a business has in their marketing toolbox. However, like any other tool, there are right ways and wrong ways to use it. If you want your clients to provide you a steady supply of new potential customers, below are some easy to use tips that will help you succeed in your endeavors.
Choose a Target
Like any venture, it's extremely important to have a goal in mind. Referral marketing is no different. If you want to increase your business through referrals, having a specific, time dependent goal is necessary to keep the focus needed. It can also be a great tool for determining whether or not your efforts are being successful. For example, perhaps you want to increase your sales 15% in the next month. Regular checking on the progress to that goal can give you indications where or when changes need to be made to your approach.
Timing Is Truly Important
Traditional sales advice dictates that the best time to ask for a referral is immediately after the close. However, in most cases, this can make you look far too aggressive. After all, you've already obtained the promise of a sale; asking for something more at that time might be a bit too much. Instead, wait for the opportunity when you make a follow up call or perhaps an email a few days later.
Finding the Best Choice
Believe it or not, every customer and every client isn't always the best source for a referral. Since you don't want to waste your or their time, it's important to only ask for referrals from those who are likely to give them. Many times, there is a small percentage of your customers that are out right enthusiastic about your products and these are the clients/customers that would most likely provide you with some great recommendations.
When You Give the Best ~ Expect the Best
There is a very old and often used saying that reads, "You get what you pay for." Nothing could be truer when it comes to referral marketing. It is essential for you to continually make sure that your clients remain satisfied. That way, when they talk about you to their friends and associates, they will be saying good things. It can be something as simple as a follow up call a few weeks after the installation of your product, or perhaps sending them a discount coupon for a maintenance service when needed or even just a simple note thanking them for their commitment. The bottom line is the more you do for them, the more referrals they'll give you.
These are just a few tips that you can use to make sure that your referral-marketing plan works exactly the way that it should. Once this part of your business plan begins to work well, chances are that everything else will simply fall into place.
Carrie Wilkerson is the voice of experience. From corporate life to teaching high school to direct sales, she has 'been there and done that' professionally and personally. An 'overnight mom' to 2 toddlers through adoption, her priorities instantly changed and so did her workplace. She's now built several businesses and coached others to do the same while overcoming extreme debt, losing 110lbs and having 2 more children, for a total of 4 children, ages infant through 12!
As 'The Barefoot Executive', Carrie and her network of experts have quickly become the definite resource for helping women achieve extra income and career goals while working from home. Visit http://thebossmovie.com
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