Referrals
(This is an excerpt from a University Of Metaphysical Sciences course at www.umsonline.org,
please feel free to visit the school website)
Wayne Davies gives the following advice from his article “8 Proven Ways To Get Referrals”at http://www.businesscurrents.net, “Join groups from professional organizations and community groups. Get involved in different activities for new contacts. Ask customers for referrals. Tell customers that you really appreciate them making referrals, and then surprise them with a gift when they do. Get testimonials. Trade shows are a great way to meet a lot of potential new customers.” Cheryl Vallejos, in her article The Secret To Getting Referrals gives the following guidelines: “The secret to getting referrals without having to ask is to develop a system that does the asking for you. Think in reverse. Instead of asking for one, earn one. Give a referral. Think of someone you can refer to your clients. This is the giver’s main philosophy. Make a list of people or businesses that sell products that are complimentary to yours. Now create a referral program that pays referral fees for people who are sent to you by your referral partners. One of the best ways to ask for a referral without being obvious is to ask indirectly. Is there someone you know who would benefit from my product or service? Above all, do exceptional work. This will be your best form of advertising because when you do something that not only satisfies a customer, but delights and surprises them, they'll remember it, and they'll become part of your ‘word-of-mouth’ advertising campaign.” Word of mouth, of course, is your most powerful advertising medium. If you do a great job or offer exceptional service or products, you are sure to have other customers because a person tells others about something he or she experienced and is pleased with.
Alan Fairweather, in his article at How To Get More Sales Without Selling, offers some specific advice on how to generate the all important person to person method of getting your business out there.
- First impressions are vital - In a face to face situation it's important to make eye contact and smile. On the telephone, it's not what you say as an initial greeting that matters, but more important how you say it.
- Warm and friendly - This is what most people want and it makes your life easier too.
- Use names appropriately - A person’s name is one of the warmest sounds they hear. It says that you have recognized them as an individual.
- Respond - If a customer says something, the intention was for you to hear it. And if you hear it, it's a good idea to acknowledge it.
- Actively listen - When you think about it, most people aren't very good listeners. We'd all rather be talking. You have to work hard at listening particularly if you want to let the other person know that you care. Many people listen but don't show that they're listening. You've got to do all the nodding head stuff and look like you're interested. And remember over the phone; occasionally make some indication that you're still there.
- Close positively - At the end of an interaction it's a good idea to make a positive statement on a business level and a personal level.