Referrals Are at Your Fingertips
Great sales people understand the concept of turning one customer into many.... JUST ASK! The power of referrals is that you already share a connection with them. This greatly increases the chance that a referral will become a prospect and a client. So, don't forget to ask!
Who should you ask? Everyone, including every prospective client and every client you have worked with in the past. It may be more comfortable to ask for a referral from customers you have worked with for a long time, but do not hesitate to ask your first time clients as well. Ask questions about the referral so you are not just another cold call. Warm up the referral by asking the referrer to introduce you.
The best possible way to grow the referral machine is to "wow" your existing customers. Always provide excellent customer service. It is much easier to get referrals from happy customers. To quote Todd Duncan, "Create raving fans". Also, one hand washes the other. When possible return the favor and send referrals to your customers when you can. The most often missed piece is the thank you note. Always reward your referral source with a hand written thank you. In today's rush rush world the hand written note is becoming more and more scarce.
I hope you have found this to be a useful tool. I know it may seem obvious, but very often it is the simple things we all forget to do... next time don't forget to ask for that referral and grow your business!
Have a great week!
Robert L. Rauf
Countrywide Home Loans
Countrywide Bank FSB
(732) 740-0175 Cell
Building financial security, one home owner at a time
Great post. I need to remember the handwritten note and to ask more!
Robert, thanks for the reminder. It's so easy to forget the basics; we think we do them all by habit, then they slip away without us noticing.
Robert - I hope you have great success with your calling!
You have to ask for the referral. Make them think about it. A lot of times they know someone who could use your services - just need to be reminded.
Thanks for the gentle reminder. I need to get on the phone, email and make some connections. Referrals make the best clients.
One of the reasons I enjoy working with first time buyers the most is the "R" Factor..... This is where I have found the most success with getting referrals, even when you dont ask! Typically first time buyers have friends that are all in the same boat, and may have more people to refer.... Take a look at a few of my other blogs: "Sphere of Influence" "keep in touch" "Customer for life"
Each of these have a similar theme on building your business.
Great Blog, I think referrals are the greatest complimant and a hand written note is a wonderful idea. I needed to be reminded - Thank You