How to Get Customer Referrals to Grow Your Business

Before heading out to see the latest Hollywood blockbuster do you check the reviews? There are certainly plenty of places to read other viewers opinions. The same can be said for any type of service company. On many levels, these "reviews" are actually referrals, at least the positive ones are! 

Businesses depend on customer referrals to keep the sales numbers flowing. How are you doing with collecting customer referrals? Is there room for improvement? Try embracing these insights to help gather customer referrals to grow your business.

Collect LinkedIn endorsements.

Your company should have a LinkedIn page up and running. If so then you'll be able to start collecting endorsements from other professionals who you're networking with. In the grand scheme of things these endorsements might not make or break your company but every little bit helps. A good way to generate endorsements is to give endorsements. Stay active on your page and you should be rewarded in kind.

Ask and you shall receive.

You know it never hurts to ask, right? That applies for so many things in life not the least of which is getting endorsements for your business. If you have some trusted clients who you've established a strong relationship with then reach out to them and ask for an endorsement. Make it easy on them by providing the link to where you want that endorsement to go. Your goal could be as simple as increasing your Facebook likes or getting a written testimonial you can post on your website. Be proactive on your hunt for endorsements and you'll be amazed at what can come rolling back to you.

Sift through the recommendations.

If you do your homework right and the recommendations start flowing your way you'll want to sift through them to make sure they are the right recommendations for your company. This ability to sift through the recommendations works best when you're in control like on your own web page or Facebook account. Just because someone says, "I like them" doesn't mean you have to use that recommendation especially if that is all you get. Without writing them yourself, the recommendations should be thoughtful and specific towards what your company is offering. The more details the better the recommendation.

Spread the word.

Securing a good recommendation is meaningless until you can put it work for you. Every new positive recommendation should be shared with your entire social media network. It should also be included in any email blast that you'll be sending out to new customers.

How To Attract the Clients You Want

Your customers are your company's lifeblood. Without them your business will go belly up. Just because you've got some loyal customers doesn't mean you can rest on your laurels and coast through your next bottom line review. You should always be on the lookout for ways to expand your customer or client base. Here's how to attract the clients you want:

Make customer service priority number one.

The goal is to make it easy for a client to do business with you. That is accomplished with a strident focus on customer service. You don't have to send out "thank you gift baskets" after ever order, but make sure every client has a dedicated representative from your company that they can reach out to. Solve problems fast and listen to what that client wants. By providing this kind of top-notch customer service your clients will have no problem recommending your company to their associates.

Focus on information.

To attract clients you need to provide them with valuable information, not a hard sales pitch. You already know what your current clients appreciate in terms of the services your company provides. Let that be the focus of your marketing. You're trying to build up trust and that can only happen when you can demonstrate that you are focused on a potential client's best interests. 

Put technology to work for you.

With all the communication technology at our disposal, there is no excuse for not staying in contact with a client. You can use SaaS services such as ZenDesk or salesforce.com to keep track of complaints and issues. Make the investment to setup a CRM system and it could go a long towards securing that client's business.

Encourage referrals.

Asking for referrals should be a part of your daily business plan. It might help to have incentives not only for your employees but for your current clients as well. A referral means you'll be getting the same kind of client you're already working with. No one is going to send you a "bad client."

Keep your staff motivated.

After all your hard work of attracting new clients, you don't want to lose them if your staff drops the ball. Make sure everyone is on the same page so that you're presenting a unified front to any prospective client. A happy staff means happy clients and that's going to be less stress for you all around.

How to Get More Referrals for Your Business

 

When it comes to your helping your business grow, it all boils down to who you know. And all that could be standing between your business succeeding or failing is your personal network. We’re talking about your professional network and the referrals which are the backbone of any productive small business sales force. Think of referrals as a chain between you and making a sale. The immediate referral might not be buying but that doesn’t mean it can’t lead to a referral that is in the market for what you’re selling. To increase sales you’ll need to increase referrals. Here’s how to accomplish that goal:

Ask and You Can Receive

Every satisfied customer you create is a new referral. Now you’ve got to “activate” that referral. Let that happy customer know you would appreciate their help with getting the word out about your business. Don’t assume everyone is talking about your company. Give them a little nudge and you might just be surprised with the results. You can take it a step further by asking directly for a contact of a friend or family member of that customer who would benefit from what you’re offering. The only shame would be in not asking.

Give and Take

You can get new referrals for your small business by sharing your referrals. This works best in a B2B market but it really amounts to you being proactive about expanding your customer base. If you have a supplier who is selling you a particular product for your business then you can spread the word of his company while he spreads the word of yours. Quid pro quo.

Offer Incentives

Two magic words that get everybody’s attention: finder’s fee. This is a very common practice all across the business world. When someone gives you a referral that buys from you, your referrer is rewarded in some fashion. Local cable and telephone companies use this practice. Sign up a friend and you’ll get a discount. How can you apply that to your business?

Offer Your Referrals First

Somebody has to “break the ice.” That could be you when you offer a referral to a customer or business associate for an item outside of your own company. This could get the ball rolling for a referral exchange.

Spread Your Name

If you have a storefront business then you should make sure every customer walks out with something that has your business name on it. Whether that’s a shopping bag, pen, coaster or magnet you’re spreading the name of your company. How can you do the same thing for an online business? If you post a fun video or photo make sure your web address is embedded on the image. Where ever that graphic goes is where your company name will go. You could hold a contest for the cutest puppy photo. It might have nothing to do with your business but those photos will be shared everywhere. Think outside of the box.

Video Series - BOSHnewmedia Communications

BOSHnewmedia Communications - Trademark and Business Referral

Dawn Boshcoff had good foresight to change her career path 10 years ago by studying New Media Journalism and subsequently founding BOSHnewmedia Communications, which provides creative and innovative messages for brands to better position themselves online. Now, with the rise of social media, search engine optimization and other growing online marketing outlets, BOSHnewmedia has positioned itself to be a strong contender in the competitive marketing communications industry.

When Dawn was looking to register a trademark she quickly came across CorporationCentre.ca online and, after careful research, she applied for her trademark through the CorporationCentre.ca filing services. After finding the process to be easy and worry-free, with great customer service, Dawn continues to refer her clients to CorporationCentre.ca for all their business needs. As the saying goes, the best marketing is always word of mouth. Thanks Dawn!

To find out more about BOSHnewmedia Communications, visit her website at www. boshnewmedia.com.