By Rosanna Tussey
You are probably familiar with saying that there is no advertisement like a satisfied customer. Isn't that the truth! How many times have you tried something that someone you trusted recommended to you? Your associate's satisfaction with a particular vendor, product, or service can motivate you to try it for yourself, often with the same positive results. The question is how can you make this principle work for your small business to obtain the benefit of receiving more referrals?
It may seem a bit obvious, but the first thing that you need is happy clients. That involves a commitment to excellence and the drive to go that "extra mile" to make sure that they are completely- not just mostly- satisfied with their experience with your company. No one is likely to recommend a company that is just marginal, but an exceptional experience with your company will make your clients much more comfortable about vouching for your business. Every customer counts, and you should do everything you reasonably can to ensure that each transaction leaves your clients feeling impressed by the service they received.
After you are sure that your clients are completely satisfied, the next most important thing you can do is ask for their referral. Tell your clients that you would appreciate their recommendations of your company to their friends and associates. While it may feel strange at first to those who do not regularly ask for such, realize that your clients, too, often depend on referrals for their businesses. They can certainly understand their value, and they will probably be happy to refer you if they are satisfied- or better yet, amazed- with the service that your company has provided them.
Be creative in encouraging your clients to recommend your business. When requesting referrals in person, perhaps you can give them a few promotional products that they can share with their associates. Also include a statement at the bottom of your invoices thanking them for their patronage and asking them to send new business your way. Send thank you cards regularly as appropriate and mention that their referrals would also be appreciated.
If you want to provide your clients with extra incentive to spread the word, create a referral reward program. For each referral that leads to a new client, reward the referrer with something of value such as a gift certificate, a small gift, or credit towards future products or services. It doesn't have to break the bank, but it should be a genuine token of your appreciation. Your program should be clearly defined so that customers will understand the terms and conditions, knowing exactly what they will be rewarded with if they take the time to help you obtain new business. After creating your referral program, be sure find a creative way to let both past and present customers know about it.
Since referrals are such an effective method of advertisement, they are well worth the effort that you will put into obtaining them. Realizing that each existing client is the key to gaining additional business will strengthen your strategy in seeking referrals. Be sure to also personally thank anyone who you learn has referred your company. As you can see, a little bit of individual attention goes a long way toward building a strong business.
About the Author
Rosanna Tussey is a Virtual Assistant (and owner of www.OfficeSupportNow.com) who helps entrepreneurs and small businesses worldwide develop and implement strategies for success. By providing customized administrative support solutions, her services allow business owners to focus on growing their companies and generating revenue. She is also a co-founder of CertifiedVP.
Email: Rosanna@officesupportnow.
|
