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Increase Referrals. Increase Business

By Elizabeth Webster Goddard


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! The best time to ask for a referral is the first time you provide a service or product.

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 observed the needs of 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
  • They will be seen as supporting a home-based business.

    Helping People Make a Referral to You
  • your existing contacts need to know that you want referrals (this not obvious to some people). Tell them!
  • they need to know how to identify a good referral. Tell them!
  • they need to know how spot opportunities to tell someone about you. Tell them!
  • they need to know how to get in touch with you
  • they need extra business cards
  • they need permission to invite someone to your next "event"
  • they need permission and encouragement to hand out your business card

    Examples of "A Good Referral" (define your own)
    Someone who:
  • buys your product for herself or as gifts
  • already shops on-line
  • someone who attends or hosts home shows for other home-based businesses
  • has lost contact with her supplier of your product
  • has not seen your product
  • likes to decorate her surroundings
  • someone who does not have easy access to stores

    Opportunities to Refer (Cues)
  • someone compliments your product
  • someone enjoys wearing or buying something similar to your product
  • an event is coming up for which your product or service would be helpful
  • someone needs accessories for a new outfit
  • someone needs a gift and is not sure what to select (male or female)
  • 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.
  • "Sandy, when someone compliments your "product name", I would appreciate you telling them about my business. 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 "product name" between now and then. Can you help me with that?"
  • "Our new "product name" line is in this brochure. Would you mind showing this to the "product name 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
  • take the time to match customer to supplier so you don't waste anyone's time
  • 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!

    ---------------
    Elizabeth Webster Goddard
    www.fifthavenue.ca/elizabeth
    www.its-gold.com
    780-433-7827
    "Think of me when you need a gift!"
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