How to Multiply Referrals

By Dee Matheson

The ideal client is the “Word-of-Mouth” client. Every business owner knows that getting a client to refer someone to you that new business is in the proverbial bag. There is no better way to advertise. If you have not thought of using this form of marketing or maybe just need a refresher, here are some thoughts that might help you by using your existing client base or even people that you know.

One of the fundamental parts is nurturing the quality of your relationship with them and this will determine the long term profitability and viability of your business.  However, what are you doing to nurture the relationship you have with them? Are you in constant contact with new and relevant information that might be of interest to them? Have you sent a recent thank you note or a gift after they have purchase something from you? Do they feel appreciated?

 

Here are some useful observations about human beings that are powerful facts for any business owner to know:

 

·         All human beings love to get something for free.

·         We are all somehow connected to each other; we have friends, belong to associations and have family and business connections.

·         Everyone loves to feel important and significant.

·         Most of the human population love helping others out and contributing in some way and feeling proud that they have done so.

These four facts, exploited with integrity, are a potent mix for a massive business growth. By implementing a ‘Client Referral Programme’ you will be giving your clients the opportunity to fulfil these desires.  By writing to your client, sending them thank you notes, giving them information you know they need for free or a discount on their next invoice makes them feel important and appreciated.

How about a bottle of bubbly to say thanks? Before you through your hands up in horror and ask ‘how am I going to pay for that, I’m on a budget’, just think of the extra money you will be making from those referrals that you are getting. You will easily recoup that expense.  Whatever you do, make it exciting so that everyone talks about it and the beauty is that you now have a walking, talking advertisement for your business.

However, a couple of important issues of integrity before you leap into this:

·         The person referring the new business to you, your VIP client, must admit that they are being rewarded by you. This is absolutely necessary and it protects the consumer from being misled or manipulated. In all cases, this will be seen as a plus because the new customer will see you as a generous and innovative business. They will probably also see a way for them to experience the same ‘special recognition’ their friend is receiving.

·         You should insist that only clients that are delighted with your service refer new business. You only want people referring you who are truly passionate about what you are doing. They must really believe that their network of contacts will benefit by them recommending your services or products. You want people who would tell their friends even if you weren’t compensating them.

 

Now go out that and give it a try. You never know what’s waiting for you with the next referral.

 

If you need the services of a top notch Virtual Assistant, please contact Dee on dmatheson@worldonline.co.za or visit her website for more interesting articles on www.dfm-virtualassistant.co.za