25 ways to get referrals

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Post on 20-Jan-2015




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In this presentation, you'll learn about 25 ways to generate powerful, high-quality referrals for your business. Want to learn more? Visit us at: http://www.raintoday.com/


  • 1. 25 Ways to GetReferralsSales & Marketing ResourcesTo Help Grow Your Professional Services Business

2. Create a referral program withcomplimentary service providersto exchange referrals.Be sure you only include providers inthis network that youd becomfortable recommending to yourbest client or friend. RainToday.com 3. Recognize and thank yourreferral sources.This could be with a simple phone call, email, oreven better a handwritten note. The importantthing is to express your appreciation. Youll alsoencourage additional referrals this way. RainToday.com 4. If you have clients who dontor cant refer,Create another way for them to recommend your services (e.g., case study, testimonial). RainToday.com 5. In practice: I once worked for a large organization that prohibited written testimonials and discouraged referrals; however, I was able to provide recommendations by phone for vendors with which I worked. Two vendors I worked with took advantage of this opportunity and closed several deals by having select high-value prospects speak with me. -Mary Flaherty, RAIN GroupRainToday.com 6. Include a ReferralsAppreciated blurb in yourprint or email newsletter.Be sure to describe what anideal referral looks like for you. RainToday.com 7. Also in your email newsletter,include a request:If you got value from this article, please shareit with your network (e.g., Facebook, Twitter,LinkedIn).Add icons and links that make it easy to sharecontent. RainToday.com 8. Add to your email signature:Referrals Appreciated.Add a Referrals Appreciated orBy Referral Only tagline to yourbusiness card. RainToday.com 9. Make sure your currentclients know about theservices you offer so theycan either refer withintheir company or to othersthey know. RainToday.com 10. In practice:Too often providers assume their clientsknow more about them than they do.If youre a market research firm and a clientuses only your online survey researchservices, for example, make sure they knowabout your intercept interview service orfocus group capabilities. RainToday.com 11. Add a link to a form on yourwebsite for referral submissions.Proactively refer people to otherbusinesses that have a clientelesimilar to yours.Let those businesses know youve done soand that youd appreciate the same. RainToday.com 12. 11 Be remarkable; remind clients why your service is special. Give them something (good) to talk about. RainToday.com 13. 12 Inspire confidence. Its risky referring someone what if its not successful? You can inspire confidence in your referral sources by letting them know that 80% (or whatever) of your business comes from repeat customers.13 Offer an affiliate program. RainToday.com 14. 14 Offer a guarantee. This is another way to inspire confidence (see #12). Provide valuable content your15 referral sources can share with their network An invitation to an event on an industry topic, research briefs, an article about a regulatory change or industry trend, etc. Make it something special for them to share. RainToday.com 15. Treat the vendors and suppliers with which you do business as partners. Make sure theyre aware of who you help and the services you provide. RainToday.com 16. 17 Update your LinkedIn profile. Include the link to your profile in your email newsletter or website to make it easy for referral sources to share. Include it in your email signature with the note, Please feel free to forward my profile to others you feel would benefit from my services.18 Create a list of prospects you want to work with.Check out their LinkedIn profiles to see whetheryoure connected in any way. If so, reach out to themvia your network whether its an individual, acompany, or a group. RainToday.com 17. Create a referral program forcurrent clients where theyreceive some type of reward orrecognition for the newbusiness they refer. RainToday.com 18. In practice: John Jantsch gives an example of an accounting firm that created a 100% Refund offer where its tax preparation clients received four coded business cards. Clients who referred new clients could receive a refund of up to 100% of their tax preparing fee 25% for each card that was turned in to the firm by a new client. RainToday.com 19. If you generate traffic fromTwitter, Facebook, andother social networks,reach out to your onlinenetworks and requestreferrals.Dont forget: On Twitter, you can askyour followers to retweet to theirnetworks. RainToday.com 20. 21 Be helpful in forums. There are many stories of helpful people getting business just from the goodwill they create from helping on Twitter, LinkedIn, and provide in online communities.22 Treat your customers as partners, too.Let them know you view them as a strategicpartner, and tell them you hope theyll do thesame with you. Create formal channels to sharereferrals. RainToday.com 21. Educate referral sources so they know what an ideal referral looks like.IDEALREFERRAL: RainToday.com 22. In practice: Sarah Arrow of Same Day Courier Services lets people know their ideal referrals are blue chip companies looking to deliver airfreight and time- sensitive components. They dont deliver small packages like nuts and bolts unless they are worth more than $5,000. RainToday.com 23. Give your raving fans thetools they need to refer you. RainToday.com 24. In practice:Johan Taft had people tell him theywanted to refer him, but they didntknow how to explain what he does.So, he created a website for referralsand testimonials. He has a link to itin his email signature, and he givescopies of the PDF document postedthere to people who are interestedin referring him. RainToday.com 25. GIVE a referral. Its oneof the best ways to getone in return. RainToday.com 26. This is just a start.Let these suggestions jump-start your ownidea generation. Create a referral process thatworks for your ideal clients and your networks.Be referable. Focus on your ideal clients. Tapinto your networks in a proactive way. Byputting a referral system into place now, youare more likely to receive quality referralsthroughout the year. RainToday.com 27. Find This Info Helpful?Learn more about how to generate referrals, as well as topics likelead generation, social media marketing, and how to holdmasterful sales conversations by signing up for our free, weeklyenewsletter, the Rainmaker Report.When you do, youll join more than 110,000 professionals whoalready turn to RainToday.com for the most up-to-date sales andmarketing trends and insights. Subscribe to the Free Rainmaker Report: http://bit.ly/126kRFl RainToday.com