Every business or sales professional yearns for referrals. And yet…most business people do not implement a referral marketing system that will help them grow their referrals and revenue.
Growing a referral-only business is a possibility, but takes consistency and a bit of creativity. The only way a customer, friend, family member or acquaintance will refer your product or service is if they like you and trust you. This is where the disconnect happens.
You see…most small businesses and even sales professionals focus on the immediate transaction. When the transaction takes place, it’s over in the mind of the salesperson. This is the death of any business! When you focus on the transaction, your customer will see that you are only in it for the money, and that you don’t care for them as a person.
Now I want you to view the customer/client interaction as a new relationship you’re going to develop, even BEFORE the transaction occurs. You’re going to find out what your customer WANTS and you’re going to give it to them. And along the way, you’re going to ask specific questions to show them you really do care, and that you’re there to help them get what they WANT.
Notice the title of this article has the word “attract” in it? Now you can ask for a referral after you’ve given your customer what they want, and they enjoyed the process, but you can also go the extra mile AFTER the transaction to build a relationship (and in some cases a friendship), that will last for a long time (in most cases years) that will bring you referrals ongoingly.
Tips For “After The Transaction” To Get More Referrals
- Immediately send a personalized “thank you” card in the mail.
- Follow up a week later with a phone call to see if there is anything you can do or help with.
- Exactly one month, send an “appreciation card” with a Starbucks gift card.
- Another month later send a “how you doing” – “thinking of you” post card.
- After this, send on schedule a birthday card, holiday card, and maybe an anniversary (if you know it) card.
- You can also send a one year anniversary card from the date of the original transaction (which will blow them away).
I hope you’re seeing how you can have many “touch points” with your customer AFTER the transaction to build a very strong relationship (and even friendship).
Can you see how powerful this will be and how each and every customer you have from now on will feel like you really do care, and they will refer all their friends, family and peers to your product or service, creating a referral-only business in less than one year?
And as always, I’d love to hear from you! Give me a shout out down below and some FB or Twitter love! Thanks so much!
If you want to find out about the Referral Marketing System I use Contact Me, and I’ll show you!