Sunday, January 20, 2008

Getting More Referrals in 2008

Did you know that approximately 90% of people are willing to give referrals, but 80% are never asked?

How many referrals are you potentially missing by not asking your current clients, business associates, and networking resources for referrals?

Setting Goals
What are your marketing goals for 2008? Think of just one and write it down right now.

What type of referral is good for you?
Make a list of the types of referrals or sources of referrals that you are looking for in your business. Sometimes going through the process of making this list helps you think of other referral sources you may not have considered before.

Make a Contact List
Now, make a list of 10 people who would give you a referral for your business. If you know more than 10 people who would give you a referral, keep adding to it! Use this list to get you started in asking for more referrals in 2008.

Your Introduction
When you prepare your 30-60 second intro (aka elevator speech), think about including the phrase "a good referral for me is..." and fill in the blank with the type(s) of referrals that you are looking for.

Networking With Others
Networking events are great opportunities to educate people about what types of referrals you're looking for to grow your business. When you meet other people, find out what types of referrals are good for them, too. Ask them, "How would I know if someone I'm talking to would be a good referral or prospect for you?"

Asking for Referrals
Here are some ways to start conversations when you are asking for referrals:
  • Who do you know that...[fill in the blank with the type of referral source you're looking for]
  • I'm in the process of expanding my business, who do you know that...[fill in the blank with the type of referral source you're looking for]
  • I'm partnering with my current clients, who do you know that...[fill in the blank with the type of referral source you're looking for]

Make sure you include referral requests in your written communications (e-mail, written notes, cards, etc.) also. Continually remind those you meet what type of referrals are the most valuable to you.

Here are some books that I strongly recommend as resources to help you get more referrals in 2008:

May your business reach new heights in 2008 by achieving more referral business than ever before!

Rose Slaymaker
www.sendoutcards.com/24416
Nemec Marketing Group

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