The document provides 10 tips for nurturing people who refer business, including staying in touch with friendly emails, telling success stories, thanking others who refer, bragging about achievements, sharing testimonials, and giving small gifts to show appreciation. The overall recommendations are focused on maintaining regular communication with referrers, providing them with information and anecdotes they can share with others, and reinforcing their belief in the quality of the business through shared results and accolades.

1. How to
Get More Referrals
10 Tips
for Nurturing
People Who Refer
www.proresource.com
Judy Schramm, CEO
ProResource, Inc.
Copyright 2011 ProResource, Inc.

2. How Do You Nurture
People Who Refer?
STAY IN TOUCH
WITH SIMPLE,
FRIENDLY EMAILS
Here are 10 topics you can write about…
www.proresource.com
Copyright 2011 ProResource, Inc.

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

4. 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, Inc.

5. 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 - just tell them things most people
don’t know.
www.proresource.com
Copyright 2011 ProResource, Inc.

6. 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, Inc.

7. 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
when they tell people about you.)
www.proresource.com
Copyright 2011 ProResource, Inc.

8. How to Nurture Referrers
6. Create 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, Inc.

9. 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, Inc.

10. 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, Inc.

11. 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.
www.proresource.com
Copyright 2011 ProResource, Inc.

12. How to Nurture Referrers
10. Give special treats.
You can build an entire business on
referrals. These are often the fastestclosing 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 – just send small
tokens that show you are thinking about
them and appreciate them.
www.proresource.com
Copyright 2011 ProResource, Inc.

13. Questions?
13
Judy Schramm
ProResource, Inc.
+1 703-824-8482
judy@proresource.com
Twitter: @proresource
Blog: www.MarketingIdeasYouCanCopy.com
We design LinkedIn lead generation
and lead nurturing programs
for B2B tech firms.
www.proresource.com
Copyright 2011 ProResource, Inc.