Why You Need Referrals More Than You Think

This is the fourth part in the series.

Who are you? Why should I buy your services? What can you do for my business? These are just some of the questions that potential clients have running through their mind when they first meet you. Every day these clients are bombarded with people who claim that they have the solutions they need  to solve their problems. The only way to differentiate yourself from the masses is to build trust; and the easiest way to do that is to earn referrals.

A common mistake entrepreneurs make when it comes to referrals is to hope and pray that past clients will refer them to other business owners. Guess what, it's probably not going to happen. Business owners are busy, and the last thing that's on their mind is you.

So how do you get more referrals? There's not a magic pill, but one thing that helps a lot is to write your own referral template and send it to a past client. For example, write out an email that outlines everything that you did for the customer, and make it so easy to to forward that the client only has to change the addresee name at the beginning of the message, and ask them to send it to 3 business owners that they know.

If you make it a no brainer, you will get the referrals that you want (and need). Don't leave it to the client to do. Do it for them!

Homework:

  • Write out a referral template.
  • Send it to a client and ask them to send it to their vast small business contacts.

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