Referrals… The lifeblood of any profitable business.
As sales professionals, we love them. The statistics are somewhere in the 80%+ range that a referral will close with you. If you want to have a solid baseline of income each month, learning to create a quality referral process is imperative.
I asked how many attendees liked getting referrals during a recent event with more than 150 entrepreneurs, sales professionals, and business owners. Almost every hand in the room went up; I have to assume those who did not raise their hand were either shy or crazy. I’ll hope for the former. Anyway, after I saw how many hands were raised, I posed a second question, “How many of you have a good process for acquiring referrals?” Far fewer hands went up the second time.
Everyone in business loves getting referrals.
Word of mouth marketing has been around forever and will continue to be around forever. The only things that are changing are how humans spread the word. With Google, Yelp, Social Media, and the myriad of other resources for customers to leave a review of your business, it only feels right to start by discussing your business pages.
Do you have them set up yet?
One of the easiest ways to generate additional referrals and inbound leads is by having a business page established on each of the major platforms. It would be best if you had a clear, concise breakdown of your business, any prominent logos, hours of operation, menus or services listed, and any other necessary information your prospects can use to get ahold of you. That includes phone numbers, support email addresses, and Direct Messaging capability.
Typically, the first thing a person does when trying to find information about a business or a service they need is head to Google and Facebook.
They’re going to look over your website or page, then quickly look at the reviews. This is your best place to start generating referral business.
#1 – Have clients leave you reviews on your public business pages.
One of the best ways to generate more inbound referral business is by having your clients leave reviews and testimonials on your business pages. When someone goes looking for information about a company and finds dozens of high-quality reviews expressing the value of the service and product, it creates what’s called social proof. Social proof is a psychological and social phenomenon wherein people copy others’ actions in an attempt to undertake behavior in a given situation. Seeing other positive reviews will lead them to believe they can expect the same during their transaction and leads them to contact you for more information.
#2 – Create a customer follow-up process.
How often are you following up with your current clients after the sale to check-in? If you’ve established enough rapport to close them on a sale, you have enough connection to follow up after the sale and make sure everything went as smoothly as they’d hoped. This is an excellent time to work upsells as well. Don’t make the mistake of forgetting about your customers once you’ve collected payment. You want them to understand you genuinely care about them for more than just monetary reasons. Putting them into a nurturing drip campaign in your CRM can lead to many future sales and referrals.
#3 – Make it easy for people to send you referrals!!!
One of the most significant issues with the entire referral process is that sales professionals and business owners make it FAR too tricky for people to send them referrals. Nobody wants to carry around a stack of your business cards for you. And most people feel awkward about giving out personal information to strangers, yours or theirs. So the smart thing to do is make sending you a referral as profitable and straightforward as possible. If they’re going to give you something of value, you should provide them with something in return. Many businesses have a budget set aside to offer gift cards, extra services, or even cold hard cash for sending referrals. They need a simple way to track that information. You can create simple referral portals for people or even send them a picture with a QR code on it, that when scanned, opens up a unique portal just for that referring partner. This helps you automate the process by dropping the potential client’s information into your CRM for follow-up while tracking the source so you can reward them accordingly.
There you have it! Three simple ways to generate more referral business and close more sales. I suggest you start taking action on this right away if you want to flood your pipeline with referral prospects and high converting leads. Not sure how to create a custom referral portal for your partners? Sign up for Phonesites today! You can build an unlimited number of super simple data capture pages for just one low price. And our support team will be happy to jump on a call and help you build the first one together. Sign up at www.phonesites.com/drewbie and get your 14-day FREE trial started today!