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Accelerate Your Referrals: Nine Steps to Success

by Barbara Bix  |  
September 21, 2010
  |  5,468 views

If you're like many professional service providers, you get a lot of business from referrals.

You get them because you're an expert at what you do and you provide excellent service. Nevertheless, it's not as simple as that.

If you think about how you get referrals, you'll realize that several events need to happen first.

The referrer must:

 

  1. Know someone who needs a service you provide
  2. Recognize that the individual would benefit from that service
  3. Be motivated to make the referral
  4. Be aware of your existence
  5. Know that you can provide the service the prospect needs
  6. Think of you when the time comes
  7. Think highly of your services
  8. Believe you provide good value
  9. Find it easy to refer you

In fact, the referral process parallels the buying process that prospects use to make purchase decisions. And, just as you can accelerate the buying process, you can accelerate referrals by anticipating what your referrers will need at each stage and arming them in advance.

This article describes actions you can take to help referrers move through each of the following nine steps quickly—clearing the way for referrals to your business.


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Barbara Bix is managing principal of BB Marketing Plus, where she helps companies enhance their brands by capturing and enhancing the customer experience.

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Comments

  • by Barbara Bix Tue Sep 21, 2010 via web

    Thanks so much for all the retweets! I appreciate it. It would be great to hear how it goes for you..

  • by Simon Gornick Wed Sep 22, 2010 via web

    Clear thinking on an important subject. Referrals are a real world benefit rather than social media hype.

  • by Jerry Nguyen Tue Sep 28, 2010 via web

    Great article and ideas! Referrals are definitely one of the main driving forces of a successful business.

  • by Loren Weaver Mon Oct 4, 2010 via web

    We've found that formal, point-based programs can be more effective than finders fees at motivating referral behaviors. A sense of equity in the value of accumulating points, tangible rewards that boost interest, spend and results measurement and opt-in "program" communications are a few reasons. Learn more at:

    http://www.loyaltyworks.com

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