subject: How to Get More Referrals to Increase Your Sales, Fast [print this page] How to Get More Referrals to Increase Your Sales, Fast
There is a recession on. Do not participate
Tips to Get the Most Out Of This Article Playbook - like a coach on the sidelines has a playbook to refer to.
Print this Article Playbook so you can make notes as you read. You will remember more this way. We encourage you to use it to do an "easy train" your staff.
Give it to 2-3 of your staff to read, then get together to map out a plan of action to it happen. Make a commitment to each other to achieve some big referral goals in 30, 60, and 90 days.
Share this with your "peer-advisory group" so you can help each other. Make a commitment to each other to achieve some big referral goals in 30, 60, and 90 days.
Turn off all possible things that can distract you - your phones, e-mail, MSN, text messages, etc.
Think of and write notes in the margins about how to quickly implement the tools revealed here. This will help you move to actions.
Get more sales fast.
Set a deadline to complete at least 3 tips you'll learn in this article playbook.
This article playbook is designed to provide step-by-step instructions to help you to implement your learning's into your business for fun and profit.
It is focused on producing the biggest results with the least amount of your time, money, effort or risk.
How To Increase Your Sales, Fast
Ever been puzzled about how to find a reliable service, like a plumber or dentist?
Did you ask a neighbor or trusted friend if they knew of a good one?
And if "yes", Why?
Because relying on someone else's experience you increase your chances of having a good customer experience.
Questions to Self:
Am I, and my employees, trained and motivated to ask for referrals.
Do we understand how getting and converting referrals is key to the survival and growth of our jobs and business.
Do we have an "active" referral system?
Do I understand the importance of getting everyone involved in this incredibly powerful business building strategy.
Why Do It?
It is virtually cost free.
Done right, it pays big returns, fast.
It makes my business more financially sustainable.
The Goals of This Playbook
To learn how to develop a systematic, powerful referral program that will easily increase profits by 5%-20% or more - quickly.
Tap employees' and customers' knowledge. In tough times, we must (1) get closer to our customers and (2) focus employees attention to helping us build the business. They must "get" that their jobs are on the line.
Convey to employees how important their buy-in is.
Specific questions to ask customers are outlined to find out why they buy from us, and what else they expect of us.
Will our employees resent doing this work? No way.
Employees often say, "Why did you wait so long to ask me?"
You know the saying about the fish thing?
"Give a person a fish, and s/he'll eat for a day,
Teach a person to fish, and s/he'll eat for a lifetime!"
Here's a cool twist on that saying:
"Build a hot, active referral a list, and
s/he'll have a growing, financially sustainable business."
So let's get into it.
Learn - Practice - Do
The Top 7 Ways To Get Referrals and ... To Find New Customers For More Fun and Profit
#1 - Train employees to motivate customers to want to offer us referrals.
Three ways to increase our customers willingness to give us referrals.
First - Make sure they are 100% satisfied with our product and service.
Satisfying a dissatisified customer can open the door to a referral - the WOW! factor. "You actually care about me!"
Second: Survey them ... call them within 2 days to find out how their experience was with us.
Third: Talk with our customer-facing employees to learn what they are seeing and hearing. Once-a-week focusing session is good.
What I Commit to do to make this happen____________________________by(date)______
#2 - Build strong, trusting relationships with our customers.
Do: Teach employees how to listen carefully to what customers want.
Provide something of value to our clients out of the blue ... An email sent thanking them for their business, plus a helpful tidbit of helpful information. I Commit to __________________________________________________by (date)_______
#3 - Get them to agree to refer someone on the spot.
"I'm wondering if you might know someone who could use our service? Would you be willing to give me their number or email?"
Do: Ask the next 5 people and gauge the reaction
I Commit to __________________________________________________by (date)______
#4. - Brainstorm with employees, or at a "peer-advisory session", all the different ways to ask for referrals.
Capture these and send out to everyone.
Eliminate the "One try and I'm out."
Do: Ask some customers for referrals in different ways than we have in the past.
I Will _________________________________________ by (date) _____
#5. - Develop an ongoing, active referral system
Do: Try out new things. Test to find out what works. (cards at the cashier, email announcements, gift for a referral, etc.)
Action I Will Take_______________________________________________By (date)________
# 6. - Learn how to ask at the right time.
Here are some right times:
At point-of-purchase - when people are at their peak satisfaction state (ask for a testimonial and give a gift certificate for one of our products or services). Make it really easy. Have a card and pen handy.
After a certain number of purchases give a gift certificate.
A few days after the service is given. Phone the person. Ask how their experience was? Ask for a referral.
Wait for a compliment. Then after an appropriate pause - ask. "I'm wondering if you would be willing to ....?"
On a periodic basis. Ask more than 1X, 2X, 3X
Try this: Within the next 2 days, gather staff together. Walk them through the above. Let them know this is important for us to stay in business. Maybe have a contest for the most referrals. See what happens... who knows, might be contagious.
I Commit to __________________________________ by (date) _______
"The elevator to success is out of order. Well have to climb the stairs . . . one step at a time." - Joe Girard
The seventh way to get more referrals ...
# 7 - The Most Profitable 30 Seconds -
Learn How to Ask for Referrals.
Risk Nothing, Get Nothing:
Feel the fear and do it anyway!
Use my courageous determination to build a financially sustainable business to overwhelm my fear of looking foolish.
Forget the canned scripts. Use my own words.
Please, please remember.
We are not doing our customers a favor.
Nor are they doing us a favor.
We are engaged in a win-win exchange.
To Make This Happen I will ________________________________________By(date) ________
Ok. I just gotta let you know about one more way.
Help trigger names for clients' referrals
Some customers need me to help them think of people they know.
Some cues to use:
Ask a leading question. "How was our service?" (client answers). "Do you know anyone that might be . . . ?
Use a referral card to trigger our client's mind. Follow-up is a must here.
Leverage off who our customers/clients know. Send out a periodic (snail or email) self-mailer reminder asking for a referral.
Be sure to include a piece of fascinating info that grabs their attention
Increase business by: Selecting one of these techniques that we do not use and test itI Commit to ____________________________________________ by (date)_____SET A S.M.A.R.T.E.R. GOAL: To Get 528 "good" referrals in 12 months.An example from a law firm:S.pecific - To have every lawyer and paralegal provide "good" referrals M.easurable - Every month each lawyer and paralegal presents 2 "good" referrals (22 X 2 X 12 = 528 referrals per year. Conversion rate of about 10% = @ $10,000 in fees per = $500,000 = a 20% revenue increase = a 33% increase in profit.) A.ttainable - Yes R.elevant - Yes - will add to growth of firm - top and bottom-line. T.ime-Specific - 2 Referrals to be submitted by the 30th of each month. E.thical - Creates sustainability for the firm. R.ecorded - Each month each lawyer and paralegal puts their referral in the pool. Then one person is assigned or volunteers to follow-up on the referral. When referral becomes a client - is recorded. A referral to client ratio is tracked. Note: One person is the champion of the program. Make sure that champion solicits the help of everyoneCOMMITMENT TO SELFI commit to taking action on a consistent basis to implement what I learned while reading this article playbook.If I don't have results after applying this stuff, I understand that it's because I didn't take action.So, starting today, I take total responsibility for my future successes.Signed: ___________________ Date: _____________Next step - Converting the ReferralsDr. Jim Sellner, PhD., DipC.http://www.subject2change.caAssumption: We behave in our best interests when we:* Increase our competencies;* Get in alignment with our personal and business values; and* Choose to be engaged."I have worked with Jim for over ten years in various capacities from strategic planning to succession planning to team development to performance leadership and personal coaching. Jim is an extraordinary talent. I would recommend Jim without reserve to any executive looking to build and grow their teams and enterprise."-Trevor Spinney, Vice President, NORPAC Controls (Now Pay Close Attention --Using Video Testimonials to increase your websites sales and revenue is simpler than you've been told. Everyone with a website faces the same two problems:[Problem #1] How To Build Credibility With Potential Customers[Problem #2] How To Obtain Testimonials Which Have Been Proven To Improve SalesFast Video Testimonials has been solving these two problems for hundreds of satisfied customers. Fast Video Testimonials has been tried and tested and known to produce excellent results.First: Click Here For Fast Video TestimonialsFast Video Testimonials always supplies REAL VIDEO TESTIMONIALS created specifically for your website and business.Second: Order Your Video Testimonials Package of 1, 5 or 10 original Video Testimonials for your website.Your new Video Testimonials will arrive within 7 days and all Video Testimonials are done by REAL PEOPLE and are guaranteed to boost your sales by up to 30%. Buy Video Testimonials today and boost your businesses online presence overnight.http://www.articlesbase.com/internet-marketing-articles/how-to-get-more-referrals-to-increase-your-sales-fast-3851804.html
