Referral systems that works.
Do you get many referrals?
If the answer is no or not enough keep reading.
Word to mouth is a great method of getting referrals but it’s not enough unless you are a real super seller that brings in business like no one else.
One seller i encountered in my career bought a cake for every referral that he got and sold to. He also took the time to deliver the cake in person and explained why he was there and giving them the cake.
This of course was news that traveled really fast and caught on as his “gimmick” it only took a couple of weeks working this way to see that the only sales he got was referral deals. Not only that but it never ended since the new customer got a call from his friends that explained that they (the friend) was very glad that they taken the offer since now the seller had treated them to a nice cake as thanks. The new customer obviously wanted to have cake to and started looking for new customers for the seller and refered them to him so they also got a cake.
The genius salesman coming up with this idea earned the title “salesman of the year” with a wide margin to nearest competitor (or fellow salesperson) for 4 years running then decided that he didn’t want to be in the cake delivery business 🙂 anymore and quit to start on a new venture. (a very hard blow to the sales in that region and it even affected the sales figures for the entire country).
This is an excellent example on how to get referral business. Give the customer more than they expect!
Another method that works is staff referrals.
I started a program to get more dedicated salesperson to my company that went like this:
If i hire you contact i give you a months salary as thanks.
Pretty simple and i know that a lot of company’s have a similar incentive for staff in high demand positions. Considering the cost of recruiting someone it was a steal for me since i paid about 10% of the actual cost on recruiting instead of what it would have cost me otherwise.
This had more positive effects. The staff started to talk with everyone that they knew in a positive way about what they do for a living talk about good advertising for free. So free advertising, more staff for next to nothing, Better motivated staff since they didn’t want to let their contact down and a better attitude in office since most actually was more proud of the place they worked for.
It didn’t end there however. The sales staff that decided to go on in life to the next challenge usually had mostly good to say about us and their former employer and continued to send referral personal to us for free!
I’ve also tried with less succesful referral systems but they are still worth the effort.
Referral card to new customers.
Your best sales person is a satisfied new customer. period.
Calling them to get referrals is one way to go but i decided on another tactic and it worked pretty good. I sent a simple postcard with our logo and a simple text like ” welcome as a valued costumer” and on the backside 5-10 lines for the costumer to write referrals since they was happy and saw that they got something for it aswell (everything from chocolate to lottery tickets) about 2 in 10 sent more than 3 referrals that we could close on. It makes a nice addition to your hunting for new customers.
Be creative and think on how you can exceed the customers expectations and you will also get good referrals!
- Referrals – How Do You Stir Them Up? (blogs.constantcontact.com)
- The Business of Referrals (montyrainey.wordpress.com)
- So you think you are worthy of referrals? Best practices for growing referrals (agbeat.com)
- Creating a Referral Network To Get More Leads (rightmixmarketing.com)