One of the best ways to generate new business is through word of mouth. Getting referrals is a popular way to get leads because it generally eliminates the initial steps of “warming” up the lead. Armed with a vote of confidence from a current or past happy customer, you have the upper hand when you receive referral business. So, how do you get more referrals?
Be so good that the referral comes naturally. The first step in receiving new leads is giving. If you don’t give, you’re not going to get. Meeting with people—even if their business isn’t a good fit for you—and providing advice and connections will come back to you threefold. Going the extra mile means providing the best customer experience to your acquaintances, partners and clients. This is what they will remember you by, and what will get you referral business.
Ask for referrals. Ask and you shall receive! If you don’t tell your clients you are actively looking for referrals, how will they know to reach out to their network? However, I caution you to be specific in your “ask”. What type of clients and business you are looking for? And when you approach someone, ask for just one name. That should make it easier and more tangible for your contact.
Make it easy for them. Provide links to your website, social channels and any additional info about why a client should choose you in your email signature. If you have a referral credit or program in place, make sure every client is aware of it.
Publish testimonials/reviews. When you’ve retained a client or customer for at least six months, ask them to share a few words about why they like doing business with you. You can either ask them to go directly to your social channels and publish a review or edit it for placement on your website. Either way, in this culture of peer-based reviews trumping all other forms of promotion, testimonials are critical to success.
Positive word of mouth goes a long way to generate new business. Need help leveraging this tool? Contact us.
By Blair Koch
