Your MYOB Experts here to help! 1300 727 018

You are here » Home » EBS-Latest News
Everest Business Solutions

The Great Wall of Referrals

Everest Business Solutions - Monday, January 21, 2013

I hate selling to people, I hate being sold to!!! I don’t want to join Multi Marketing programs or give up my friends to these people to be sold to. So how do you ask for the referral without compromising your reputation?

In my office, across from my desk, an entire wall from ceiling to floor is tempered glass and I use this as a giant whiteboard. It is filled with lists of referrals and their referral sources that I have been awarded this week. While enjoying a cup of coffee with a colleague of mine last week in my office, he was astounded by the volume of referrals. Of course, he wanted to know the secret. So, grab yourself a cup of coffee, sit down and I will let you in on it too!!!

Create a System

I hate selling to people, I hate being sold to!!! I don’t want to join Multi Marketing programs or give up my friends to these people to be sold to. So how do you ask for the referral without compromising your reputation? Every sales book, every sales guru will say “ask for the referral”. So you attempt to do this at different times to certain clients and hate asking and receiving hardly any results. WHY??? You need a system. Create a referral system or a few referral systems and monitor them weekly, monthly and annually.

Client Referrals System

Small businesses are very busy. They often rely on friends and colleagues to give them recommendations for service providers as they do not have time to research and will most often employ the recommended provider purely based on the referral. This is why it is important for you to capture all the referrals from your clients. Don’t rely on your best clients to give you referrals because you provide an amazing service. They won’t. (Continue to provide the amazing service) but realise that they are busy and have many other things on their mind….they are similar to you. You will not gain many referrals if you depend on relationships alone. Here are few Referral systems:
  1. Map out the journey your client takes with your business. Decide when there are appropriate times to fit in requests for referrals. Make this “transaction based”. When a transaction occurs with your client include a referral request. Create this system for all clients with all of your consultants.
  2. Make it simple for them to refer to you. Provide them with flyers or cards or gift certificates for 1 free hour with you to hand out to their colleagues of friends
  3. Offer incentives – Create Affiliate Programs, give gifts, or give free training…..
  4. Give referrals to them – creating a business network amongst your clients. Include them in newsletters, on your website, and have handouts from them to pass on.
  5. Ask your clients who their other service providers are - eg Accountant, Web Designer, Computer Repairs, Business Coach. These professionals could become great affiliates for you. More on affiliates with our next coffee….affiliates are an amazing source of referrals.
  6. Always thank them -  Thank them for choosing you, for their ongoing business, and for referring others (every time they refer another)
Clients are amazing referral sources, we have always known that. We often depended on the word of mouth marketing program. You need to know how to tap in to this source. Implement a least one of the above referral systems and watch your wall fill with names.