Since referrals make your life that much easier, it makes sense that you should spend time increasing the number of referrals you receive. Fortunately, once you create a system to maintain regular contact with your clients, the process of cultivating referrals becomes simple and relatively effortless. Try these methods on for size…
Always send a thank you – Not only is it common courtesy, it is also a good way to build referral business. You can develop a template thank you to print on letterhead and add a personal message at the bottom. However, a handwritten note is even better. After sincerely thanking your client for their business, add a line asking that they keep you in mind should they or anyone they know need service in the future. Then, slip in two business cards before dropping the note promptly in the mail.
Offer a referral incentive – Institute a program that rewards your loyal customers for referring new customers to you. The incentive could be a discount off future service or a small gift such as a certificate to a local restaurant or gas station. Consider offering a small token even if the referral doesn’t end up making a purchase. Maybe the next referral from that client will, and you want them to remain motivated to send potential customers your way.
Don’t overlook holiday cards – Sending Christmas cards to your best clients is a time honored tradition. However, it can get a little tricky when trying juggle non-believers with those who get offended if the word Christmas is left off a holiday card. The easy way to avoid stepping on any toes is to use Happy New Year cards instead. Wish your clients a happy and successful year and don’t forget to include two business cards as well.
Offer exemplary service – Of course, the best way to get referrals is to do a fantastic job for your current clients. Be sure you are always meeting or exceeding their expectations. Then, when they are talking to a friend who mentions they need to buy insurance, your client will naturally reply that they have a great agent...and would you like his number?
Creating a cycle of referrals is a lucrative way to increase your business and your bottom line. Often, it is the simplest of methods that can lead to the goodwill needed to create a referral. By being kind and competent, your clients are sure to appreciate your services and remember you when talking to family and friends.
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Maryalene LaPonsie is an accomplished writer who has extensive experience reporting on education, career advancement and workforce development topics. She specializes in sales and marketing consultation as well as general copywriting services.
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