How to Get More Referrals

How to Nurture Referrers 1. Give them stories to tell. People who are going to refer business to you need to have anecdotes they can share. Tell stories about what you do and how it helps people.www.proresource.com Copyright 2011 ProResource LLC

How to Nurture Referrers 2. Share results. The more success stories you tell them, the stronger their belief in your abilities becomes. Share lots of details (and statistics) about how well your products and services work.www.proresource.com Copyright 2011 ProResource LLC

How to Nurture Referrers 3. Explain the steps. Give them insider tips about what you do and why your products or services work so well. You don’t have to give away any secrets, but tell them things most other people don’t know.www.proresource.com Copyright 2011 ProResource LLC

How to Nurture Referrers 4. Thank others who refer. When you let people who refer know that others are also referring customers to you, it makes them feel safer about making referrals themselves. Thank early and often!www.proresource.com Copyright 2011 ProResource LLC

How to Nurture Referrers 5. Be talkable. What are you doing that’s unusual or noteworthy? Make sure the people who refer know about it. Everyone wants to be associated with people who are interesting. (It makes them look good too when they tell people about you.)www.proresource.com Copyright 2011 ProResource LLC

How to Nurture Referrers 6. Provide occasions to refer. Can you provide information or gifts they can pass along or share with others? For example, give them an ebook or podcast they can forward.www.proresource.com Copyright 2011 ProResource LLC

How to Nurture Referrers 7. Brag a little. Have you won an award, achieved a milestone, closed a big deal? Let the people who refer know about it. You are reinforcing their belief that you do good work by showing that others think so too.www.proresource.com Copyright 2011 ProResource LLC

How to Nurture Referrers 8. Why your company? People who refer are acting as your sales force. It’s good to remind them from time to time why people enjoy doing business with you. Make sure you talk about your value proposition and what separates you from competitors.www.proresource.com Copyright 2011 ProResource LLC

How to Nurture Referrers 9. Share testimonials. When you get quotes from customers or partners, make sure you share them with the people who refer too.www.proresource.com Copyright 2011 ProResource LLC

How to Nurture Referrers 10. Give special treats. You can build an entire business on referrals. These are often the fastest-closing deals and biggest sales you make. Invest a little in special thank-you gifts for people who make referrals. It’s better if you don’t spend a lot – think fan club – little tokens that show you appreciate them.www.proresource.com Copyright 2011 ProResource LLC

Questions? 12 Judy Schramm ProResource LLC +1 703-824-8482 judy@proresource.com Skype: judy.schramm Twitter: @proresource http://www.facebook.com/ProResourcewww.proresource.com Copyright 2011 ProResource LLC

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How to Get More Referrals

by Judy Schramm on Jun 14, 2011

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How to Get More Referrals — Presentation Transcript