12 Ways to get Referrals and Fast - 1A

Referral business is and can be a great barometer of your company’s business health. When you get referrals, it is a clear indicator that your customers accept and believe in your offerings – to the extent of putting their reputation on the chopping block. They are driven by the need to be known among friends and colleagues, for being able to share their good experience and in turn sharing it as a good advice. In a way, they are comfortable and even willing to make your company and product a part of their inner circle. The question is – how can you tap into that existing goodwill and make it a little more stronger, a little more predictable ?

I have tried to highlight 12 ways (there are many more) :

Create and Celebrate Milestones with Customers

People do not remember what you said. They remember how you made them feel. To be remembered in a positive way, you must become a part of their moments of triumph, their moments of celebrations. With a customer (or even a qualified prospect), look for events which have triggered these moments of joy, moments of achievements. A common ground with them, to celebrate, laugh, share.

Even after the sale, there will be such moments. Keep scanning for these events, call and check in, even if it is only a call to congratulate them, on the great work. Appreciate what they have done.

Offer Recurring Incentives for Referrals

I have seen in my long experience, that the incentive almost always triggers the word monetary incentive in the minds of most people. I believe that non–monetary incentives are far more magical. A personal note, an acknowledgement on the website, a thoughtfully chosen flower or gift, works more magic than money ever can. Money touches the wallet. Praise, gift, acknowledgement touches the heart. Monetary gifts work in different ways. Non–monetary in different ways. You decide.

Follow Up After Customer Events

Nobody is perfect – none of us. Neither you, me or that most admired person. Soon after the event, you have a golden opportunity to remind and recapture the happy moments, thus strengthening the relationship.

What if there was a mistake, a blunder ? You can still use it to strengthen the relationship by admitting to the mistake / blunder, setting it right fast and telling them about the steps you have taken to prevent it in future. Remind them, after a month or so, that the mistake / blunder is now a thing of the past, as it has not happened, over the last so many occasions. Reassure them. Thank them.

If you can not solve it on your own, seek their advice on how this could be jointly achieved. Every customer loves being asked for his inputs, to make things better. If their advice helps, openly acknowledge with all the people you know.

I shall share more in the coming week. Meanwhile, your feedforward, comments and suggestions will be welcomed at drsunilpevekar@gmail.com