This is the final installment of our series on generating referral business.
We began with the following very important statistics:
…91% of customers say they’d give referrals…but just 11% of salespeople ask for referrals. [Dale Carnegie]
…roughly two-thirds of consumers (65%) make purchases because someone they know recommended a particular product or service. [New York Times]
…people are four times more likely to buy when referred by a friend. [Nielsen]
…a personalized note can increase response to a marketing campaign by 30-50%. [TMR Direct]
There are many ways to nurture the referral side of your business, some of which we’ve covered in the past six articles, including:
Physical reminders, such as easel-back displays, desk plaques, buttons, and email signatures
Providing referrals to other businesses as a measure of goodwill, with the knowledge that what you put out into the community will come back to you (“Give and you will receive”)
Contests and challenges to encourage your sales team to achieve higher referral levels
Ways to thank those who refer business to you and reward new customers who’ve been referred to you
Getting the word out about your referral program through door hangers, flyers, and direct mail–and how to use those items to generate website traffic
Creating a referral program that reinforces your company’s brand
A FINAL WORD ABOUT REFERRALS
Keep in mind that referrals don’t just come from your existing customers. You also want to ask all prospects for referrals. For example, a visitor to your place of business might like your offering but not be willing to commit at this time, or it might not be the right fit for them. However, they may know someone for whom it is a good fit. Don’t neglect any opportunity to ask for a referral.
If you’re ready to jumpstart YOUR referral program, contact the WhiteHOT team at (609) 429-2972 today, and let’s get started!
WhiteHOT, Inc. is led by owner Phil Clouser, a seasoned creative director with over 20 years in sales and marketing. Whether you’re doing a full-blown campaign or a single project, we do it more competitively than the big agencies. That’s the advantage of our streamlined, boutique approach. We are aggressive as well as responsive. We’ll meet with you, analyze your goals and expectations, design your project, and expedite it before the “big guys” assign a team and traffic number. Call Phil today at (609) 429-2972 to get the best value for your money, without the aggravation!