Generating more referred business is on everyone's wish list. Why, then, are people haphazard about adding action steps to their business that encourages more active client referrals? And what are the best ways to create more consistent referral flow?
Based on my nearly 20 years of experience, I'd like to offer five powerful referral strategies—and precise action steps—that, when used either individually or collectively, can cause a flood of new introductions.
1. Focus on ensuring your colleagues, clients, and customers fully understand all of your products and service offerings
It amazes me how many people the average professional has in his/her active business network, yet how many of those contacts don't truly don't understand all of the professional's product or service offerings.
Don't believe me? All you need to do is show a client or colleague a new product or service offering, and watch for their typical response, "Jeez, I never knew you did that, also!"
For example, if you're a public relations expert, your client may understand that you write and distribute press releases. But they might not know the work involved in distributing that release: assembling the media list, planning the email and phone pitch protocol, sending the release, following up with each pitch, sending supporting materials to editors or producers.
And if your client had a need, for example, to hire you only to build a media list, well... this experience with all of the work you do may now open new opportunities to sell additional services!
Action step: Give colleagues, clients, and customers a glimpse into all of the work required for you to execute a certain service you are now providing to them.
Daryl T. Logullo is the founder of Strategic Impact! and Marketing-Referral-Tools.com (www.marketing-referral-tools.com). He concentrates on referral building strategies for today's professional.