Referrals: Don't Just Assume They're Doing It
Wednesday January 16, 2008
Referrals are one of the top ways to grow your business.
But only if you're actually getting some. And to get some, you have to ask for them.
It sounds simple, but many small business people are uncomfortable asking for referrals. When a job is done, they just walk away, leaving half their dinner on the plate.
You can't just assume that customers will pass your name along to others, even if they're satisfied customers. So if you're uncomfortable with asking for referrals, practice your line and then force yourself to do it at the end of every job.
Remember, you're not making an Oscar acceptance speech here. When you ask for a referral, be sincere and direct. All you have to say is something like, "I'm really glad that you're pleased with my work. I'd really appreciate it if you'd pass my name along to anyone else you know who would be interested in _______ . May I leave these extra business cards with you?"
Leaving extra business cards with a person makes it easier for them to pass your name and contact information to someone else.
Should you actually ask for the names? Sure, if you're comfortable doing it. Direct sales leads are even better. But even if you just follow the script I've presented above, your referrals will increase (assuming you do good work) just because the customer knows that you want some.
Other business people are another very lucrative source of referrals. In Wanted: 100 Referral Partners C.J. Hayden tells how to dramatically increase your business referrals.
Do you have tips on asking for referrals? Feel free to share them by commenting below.
But only if you're actually getting some. And to get some, you have to ask for them.
It sounds simple, but many small business people are uncomfortable asking for referrals. When a job is done, they just walk away, leaving half their dinner on the plate.
You can't just assume that customers will pass your name along to others, even if they're satisfied customers. So if you're uncomfortable with asking for referrals, practice your line and then force yourself to do it at the end of every job.
Remember, you're not making an Oscar acceptance speech here. When you ask for a referral, be sincere and direct. All you have to say is something like, "I'm really glad that you're pleased with my work. I'd really appreciate it if you'd pass my name along to anyone else you know who would be interested in _______ . May I leave these extra business cards with you?"
Leaving extra business cards with a person makes it easier for them to pass your name and contact information to someone else.
Should you actually ask for the names? Sure, if you're comfortable doing it. Direct sales leads are even better. But even if you just follow the script I've presented above, your referrals will increase (assuming you do good work) just because the customer knows that you want some.
Other business people are another very lucrative source of referrals. In Wanted: 100 Referral Partners C.J. Hayden tells how to dramatically increase your business referrals.
Do you have tips on asking for referrals? Feel free to share them by commenting below.
Comments
I agree with you. My business is in Sydney, Australia, I provide advice to businesses about how to run a successful business and one of my topics is referral. For example, for people in trade I recommend to talk to their local hardware store or suppliers about referrals.
I, myself started a small referral circle with my affiliates last month.
www.theofficewitch.com.au