Referrals - Marketing⁺

Referrals – Marketing⁺ a collection of papers from PlannedSites for SME's

“Profit in business comes from repeat customers, customers that boast about your project or service, and that bring friends with them.” - W. Edwards Deming

Referral opportunities are often missed. You shouldn’t rely on your memory or instinct but have a system or systems.  If you have a database use it to prompt you to contact clients for upselling opportunities (see the “Upselling” paper), and referral opportunities.

Wherever possible, after you have completed the sale with your client, get feedback.  That could come in the form of the following questions.

“Have we done a good job?”
“Will you do something for me?”
“Will you recommend us, please?”

Your client could pass your name onto an invaluable prospect, so consider what that is worth.  If you have to spend £200 on a referral to seal a deal which results in £2000, then its been money well spent.

Consider rewards:

• a commission structure
• free gifts
• vouchers for free consultation
• discounts

Even better than that.  Offer such a good service that word of mouth alone gets you a referral. This however, takes a lot of dedication and brand building.