How to Generate More Business Than 
You Can Handle With Referrals

You may have already discovered that you can draw more business through referrals than through just about any other type of advertising. Each of your customers probably knows over 200 other people, many of whom also own businesses.  Referred prospects are already mostly sold on your business before you even talk with them, due to the existing referral relationship.

But how do you get those magic referrals?

• Make Referrals a Priority.  Set goals for the number, quality and type of referrals you are seeking.  When you ask for referrals, you want to be specific about what type of prospective customer you're looking for.
  
  

• Have Memorable Business Cards.  Staple a packet of aspirin or Tylenol to your card with the tagline, "Call us to get rid of your computer headaches."

---Sponsored Link---
FREE Business Cards! WOW!
------------------------

• Give Your Clients Value and Great Service.  Run an outfit where honesty and integrity are king.  Everyone in your company must exhibit competence in all of your interactions.  Be the best, and keep going that "extra mile."  
  
  
• Be the Go-To Person.  Develop a reputation as an expert in your field, and share your expertise with others.  Offer to write articles for the local newspaper and/or be a contact point when reporters need someone to interview on a technology issue.  Find charities that can use the skills of you and your staff.  Encourage your employees to work for charitable organizations by allowing them to spend half of their volunteer time "on the clock."  Word of your generosity will get around.  Without turning into a "know it all," offer your technical knowledge to others around you - relatives, fellow members of professional organizations, friends.  Become the "the computer guru" to everyone you know.
  
  
• Write Yourself a Script.  Know what you will say ahead of time.  Practice your script so that you know it by heart and it sounds completely natural.  Example:  "Referrals are extremely important to my business.  Do you know of any other business owners like yourself who could use my services?"   
  
  
• Ask Clients, Prospects and Colleagues for Referrals.  Get in the habit of asking for referrals.  Many business owners are hesitant to ask for referrals for various reasons.  Perhaps you feel like you're bothering them or imposing on them.  However, in almost every case, people are happy to give referrals.  Remember, you aren't the only business owner to whom referrals are important.  All business owners understand and appreciate their importance, and probably hope you'll return the favor and send referrals their direction, too.
  
  
• Exchange Referrals With Complementary Businesses.  Develop relationships with businesses that would have the same client base as you, and agree to share referrals.  For example, the firms that print and mail your monthly newsletters, maintain your vending machines, service your company vehicles, prepare your payroll and taxes and clean your offices all have relationships with other businesses that could be your new customers.  Also, if your business services computers and networks, but not printers, agree to exchange referrals back and forth with a printer repair technician.  Because people tend to lump all technology professionals together, they'll also ask their copier and fax technicians about where to find a computer pro, so get to know the office equipment suppliers and repair outfits, too.
  
  
• Prepare New Clients to Give You Referrals.  Say something like, "Referrals are very important to my business.  After my business provides great service to you, may I ask you for referrals?"  When they go from being new customers to satisfied customers, you can then feel comfortable in asking directly for those referrals.
  
  
• Build Relationships With People Who Influence Your Prospective Customers.  Get to know business owners with the widest possible sphere of influence.  Join your local Chamber of Commerce and at least one small business owners' alliance.  Ask people, if you need advice on where to find a product or service, whom do you ask?  Go up the ladder to that person and ask the same question, and continue asking that question.  You'll eventually get to the person everyone asks - the go-to person for advice on finding any kind of service provider.  That's one person you should know better.
  
  

  ------------Sponsored Link------------

  Click here to get a free auto, health, 
  home or life insurance quote.

  ------------------------------------------

   

• Keep a Database of Prospects, Customers, Clients and Referrals.  You may be able to get buy with a simple spreadsheet or database using MS Office or the free OpenOffice.org software.  More advanced, expensive options are out there if you get to the point where you think you need something better.  Keep track of prospects you have already contacted.  Most probably said, "No, we don't need anyone right now, but maybe later."  Always ask if you can follow up again in a few months, and see if they'll take down your contact information.  Keep following up until they either tell you there's no need to do so anymore, or they become your customers.  And once they are your customers, make sure you keep them on a mailing list of your monthly newsletter, so that they stay customers.  You want to keep your company's name on their minds.
  
  

• Offer a Bonus.  If you're teaching some sort of technology class, offer a gift to anyone who provides you with three or more referrals to their business associates who could use your services.  Make it a nice enough gift to make it worth their while.  A free, prepaid TracFone Cell Phone makes a dynamite gift; even though most business people already have traditional cell phones, folks love to give TracFone phones as gifts to their young children, grandchildren, nieces and nephews.

------Sponsored Link------
Save hundreds of dollars this year on Internet, T1, local/long distance/cell phone bills - visit http://savings.zodsquad.com.
----------------------

• Send a Thank You Gift.  Keep in mind that every referral that turns into a new customer can translate into thousands or even hundreds of thousands of dollars in revenue.  You've probably got that customer forever, unless their business goes under, your business folds, or you screw up badly without rectifying the situation.

Following are a few possible gift ideas, but by all means, use your imagination.  This is no time to be a cheapskate.  You want to make referring business to you a worthwhile endeavor.  A nice gift reinforces the idea that it's a good idea to take the time to refer their business associates to your service.

Zodsquad.com Home Page