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Increase
Referrals. Increase Business.
A referral is the
most
common reason given
for trying a new supplier. Train yourself to stimulate more referrals and
you will be the happy new
supplier more often!
A Referral
needs to be Mutually Beneficial
Obviously, receiving referrals is wonderful. But what are the benefits to
the person who would be making the referral?
They are telling someone about a good resource
(a good product, price and service)
They are showing they noticed something about
the person they are referring
They care about the person they are referring
They will be considered to be helpful because
they are sharing helpful information
They will be viewed as supporting an
independent business person
In a way, it is a compliment to them, because
you are saying you trust their judgment.
Helping
People Make a Referral to You
your existing contacts need to know that
you want referrals (this not
obvious to people)
they need to know how to identify
a good referral
they need to know how spot
opportunities to tell someone
about you
they need to know
how to get in touch with you
they need extra
business cards
they need permission and
encouragement to hand out your
business card
Examples of "A
Good Referral"
Someone who:
buys your product for self or as gifts
already shops on-line
someone who attends or hosts home shows for
other home-based businesses
has lost contact with a supplier
has never seen your product
someone who does not have easy access to
stores
Opportunities
to Refer (Cues)
someone compliments your product or service
someone enjoys a similar product or service
an event is coming up for which your
service/product is needed
someone needs a gift and is not sure what to
select
a group is planning its fund raising for the
year
What to Say
It
doesn�t have to be fancy or long. But make sure they know it is important
to you. Make eye contact and wait for them to respond. This examples are
from my jewelry business.
"Sandy, when someone compliments your jewelry,
I would appreciate you telling them about my Fifth Avenue Collection.
Would you do that for me? I�ve given you an extra card to carry in your
purse."
"Rob, I am glad you found this an easy way to
shop for Debbie�s gift. You probably know a couple of friends who�d like
some help with gift shopping. I�d like you to feel free to bring them to
my next Open House. I�m giving you a couple of cards so they can check out
my web site."
"Sonya, thanks for your on-line purchase. I�m
glad you found the site worked so well. I�d appreciate you introducing
your friends to my site at . If you include my site address in an e-mail
all they have to do is click on it."
"Renee, I�m sure some of your first time
cruise clients wonder what they should wear on their trip. When you serve
someone who could use my help, I�d appreciate you sending them my way.
Here are a couple of cards for you to keep in your desk."
"Joyce, my next Open House will be in April.
I�d like to invite your friends who admire your jewellery between now and
then. Can you help me with that?"
"Our new ring line is in this brochure. Would
you mind showing this to the "ring lovers" at work? Thank you."
When you
receive a Referral:
immediately
thank
the person who made the referral
give the new
customer
exceptional
service. Two reputations depend on it!
repeat the process!
Give Good
Referrals to Businesses you Trust
make sure they know you sent someone
trade cards with businesses who deal with
customers who fit your profile
do not be afraid to encourage someone else�s
business!
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This Article
Was Written by:
Elizabeth Webster Goddard
www.fifthavenue.ca/elizabeth
goddarde@facmail.com
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