4 Tips to Make Referral Marketing Easier
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Home Page > Business > Networking > 4 Tips to Make Referral Marketing Easier
4 Tips to Make Referral Marketing Easier
Posted: Apr 29, 2011 |Comments: 0
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Referral marketing is one of the most cost-effective and targeted B2B marketing tactics you can implement. Most companies have seen the light when it comes to the importance of referral marketing. Many however remain unsure of how to maximise its potential. Below are our four top tips to make the referral marketing process easier for your company.
Expect Referrals
The single most important factor is that you must first expect referrals. If you are not receiving referrals from your clients then ask yourself why not? Did you expect to? If yes, were you clear about these expectations? If you do not expect referrals you will not get them. It is not your client’s responsibility to exceed your expectations and give you something you didn’t ask for. That’s your job.
Ask for the referral
You should expect to get referrals but do not assume you will – ask for them! In order to develop a strong mutually beneficial relationship with your client you should both be clear about your expectations. When you begin to do business with a client, state that if the work is done to their satisfaction and they enjoyed working with you, you would like them to provide you with x number of referrals. Guess what will happen when you do this? The client will generally agree. They now know that you expect something from them and that you will be making sure your job is done to the highest standard. The reality is, if you don’t ask, you don’t get. You should aim to give every client 3 business cards and ask them to pass it on to anyone they feel would benefit from your service. You’ll be amazed by how much new business this can generate for you.
Ensure your client fully understands your service
Most of the time, when clients don’t recommend you it’s because they do not understand the full scope of what you do. People talk most about your work when they really understand it. But the truth is that the majority of our clients have experienced the benefit of only a few of our skills. Referrals come faster when clients recognize the extent to which you can and have improved their lives. So they must be able to understand all your services. They must be able to explain to others what you do. Focus on educating them about all areas of your practice, ideally by giving them the direct experience of benefiting from all your expertise.
4. Provide an incentive
What goes around comes around. If you do something for someone else, they’re much more likely to help you in return. So here’s an idea for generating referrals. Why not offer your clients something for free when they help refer you? This can be anything linked to your product or service, which is little or no cost to you, but of value to your client.
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Article Tags:
referral marketing, b2b marketing, testimonials, referrals
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