How to Make the Most of Business Referrals

You can greatly increase your marketing potential by increasing your number of business contacts. Chances are someone knows someone who can use your products and services. Make the most of business referrals and take the guess work out of target marketing.

Difficulty:

Moderate

Instructions

1. Join a business referral group or your local chamber of commerce. Meet other business members at meetings and advertise together in common venues. Create a business newsletter that will reach many customers.

2. Make referrals a two-way street. When you receive referrals from other people, you need to give back in return so that the referrals keep coming.

3. Follow up on referrals right away. When people want something, they usually want it right away and if they can't get it from you, they will find someone else. Therefore it is smart to contact potential customers while your name is still fresh in their minds.

4. Pitch your sale to anyone who will listen. Tell people about your products and services in detail so people understand the nature of your business and can recognize when someone they know may need your expertise.

5. Make referrals a priority. Incorporate the referral process into your marketing plan instead of waiting until your profits are down. When you get calls from referrals, you are closer to a sale than if you call someone cold.

6. Know your purpose. You want to pass on more than just your name. Make sure your referrals know your business goal. Be clear about what you want whether it's more customers or information.

7. Be respectful of other people's time. Let your contacts know you appreciate their time by sending a thank you to anyone who helps you. Business people respect courtesy and your name will synonymous with positive business etiquette.