In previous posts, I've talked about networking and generating leads through referrals. The warm market is easiest place to make a sale and develop your business.
No matter what type of business you're in, sales is one of the most important factors. After all, we do enjoy getting paid for work. If you've been in any type of sales business or arena, then you understand that working a cold market is a difficult prospect.
Thankfully, there are other options that you can do to expand your business through referrals. As a small business owner, I think many people forget how positive it can be to use referrals to build this business.
For those of you in sales industries like real estate, most of you already make referrals an important factor building your business. So if it works for sales businesses why wouldn't a referral system work for any other business?
Let's take a look at some referrals tips and systems that would work for your business.
– They know you and are familiar with your work. So it makes sense to encourage
recommendations, reviews, and referrals in your conversations.
– Networking does
work, if you allow the time to make it a priority. Find one that is convenient
to you, or join the Chamber of Commerce, and get to know other business owners
in the community.
– This tried and true marketing method continues to work by using direct
mail, phone calls, newsletters, etc. Statistics tells us it takes 7-12 touches
to make an impression and convert to a sale. That could be on the low end,
depending on what you are marketing. Do you have yours planned out for the year?
– Talking to
your followers and connecting with like-minded people is great when using sites
such as Facebook and LinkedIn. Remember to be consistent and visit the sites
daily to post and converse.
– Whenever you are speaking with potential customers, talk to
them about how great referrals and recommendations work in your business. Once
people know that they work for you, many will offer. Plus when you need to ask
for one, they will expect it. That leads us to…
– Many times
we are afraid to ask for a referral. Once a person realizes that your business
runs on referrals, it should be so hard to ask. Make it easy by keeping your
warm market warm with touches and conversations.
–
It doesn’t have to be much, but a hand written card goes a long way. If the referral
results in a large sale, maybe throw in a gift card or discount. Every business
is different but one thing is the same. People will appreciate and remember it!
These seven tips are classic sales-based systems that have worked for years and
will continue to work as long as you continue to work them. If you don't have a
referral system in place for your small business, now is the best time to
start.