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September 16, 2009
Never focus on your need for business. Focus on how you benefit others. Present yourself as successful and competent. Build mutually satisfying business relationships in which everyone wins. Never dump a lot of promotional materials on referral sources. Do not drop off a pile of your brochures, business cards or newsletters unless a person requests them. This is a waste of your money and time and is aggravating to those who must do something with the materials, which usually end up being thrown a way. Never speak poorly of a competitor or client. Whoever is listening will wonder if they […]
September 15, 2009
Want more referrals from friends, associates and clients? Here are a few things you should do! Build your own mailing list of all past and present clients and other referral sources. Be sure to include anyone who have showed interest in the past. Send a mailing to everyone on your list monthly or at least quarterly. (Some suggest 2 times a month). Include a newsletter, copies of news clippings or articles, announcements of speeches or other appearances you will be making, information on new products or services, and special offers. Keep your list up to date! Be sure to purge outdated […]
September 14, 2009
If you help others succeed, you will enjoy even greater success! Take every opportunity you can to promote and refer to those who can be of help to you. Also help people who are just starting out in fields related to yours. You might even help your competitors! It’s estimated that between 11% and 21% of new business comes from the competition. They refer business out when they are too busy, need to subcontract, or get calls for areas of business outside their own!
September 2, 2009
The more you build yourself as a leader in your field, the easier it will be for people to refer to you. To do this, you will have to do more than just read trade journals. You could conduct informal surveys or polls or write articles or books on your work. Send copies of relevant news clippings and summaries of survey results to your referral sources. With such a reputation, you will be the one people call when they need any resource in your area of expertise. Hopefully, business is just around the corner. Also, by joining network and civic […]
August 31, 2009
The more generally you describe your business, the more difficult it is for others to know how to refer people to you. Recently I attending a networking meeting and there were two dentists there. One said that she worked with anyone with teeth. The other dentist said that he specialized in seeing patients who have dental anxieties. Which dentist will you more likely refer friends to? Or suppose you meet two chiropractors. One says he is a holistic practitioner and can treat anyone from 10 months to 100 years old. The other says she specializes in treating women with PMS-related […]
August 26, 2009
If you have been seen or heard in the local media, people will have more confidence in referring you, knowing that others have recognized your talents and abilities. This kind of exposure is one of the benefits of a good public relations effort. Also any materials you send out should convey an image that builds confidence in your ability. No matter what you offer, if people don’t have confidence in your product or service, they will not recommend you. So it is your responsibility to make sure that your product or service not only accomplishes the purpose it is designed […]
August 24, 2009
Not only does this help you track the results of your marketing efforts, it also allows you to thank those who are sending you business and gives you the opportunity to meet and network with them. And not just new clients. When anyone even contacts you, ask them how they heard about you! If you are not tracking the results of your marketing efforts, how can you tell which of your efforts are working and which ones are you wasting you money on. Later will will talk about how to chart the results and decide which marketing efforts should be […]
August 20, 2009
Find out who your clients use for other services that could make a good strategic alliance with you. For example, since I do website design, I ask my clients who they use for computer repair. Computer repair people find that their clients ask who can build websites. They could refer those people to me. When I get the name of their computer repair person, I call that person. I do not ask for business. This would appear presumptuous or imply that I am desperate for business. Anyone appearing too hungry raises the question as to why they don’t have more […]
August 19, 2009
Your most reliable source of business is your existing client base. They know better than anyone what you can do. If you approach them properly, they can become a walking, talking sales force for you. Here is how you can get them to do that: Make sure that every experience customers have is positive. If you want referrals, “The customers is always right.” On the average, a satisfied customer will tell three people about his positive experience with you within a month. An unhappy customer will tell seven people of a bad experience within a week! So a positive experience with you […]
August 18, 2009
A common myth about business is that if you do a good job with your product or service, the referrals will come automatically. Usually a self-sustaining business is a result of focused effort to build referral momentum. Work at your marketing efforts long enough and hard enough, and the referral business will begin to flow. Even after producing excellent results year after year, you still may get very few referrals unless you are in a high-demand business. If you concentrate on ways to bring in referrals, you can speed up or even jump-start the referral process. Once small business owners […]