How Can I Increase Referral Business?
- Ask your customers for the business. Ask "How can we build on our success?" or "What can I do to earn the right to do more business with you?"
- Send a follow-up thank-you note or letter after a big sale or service agreement has been signed. Handwritten letters are perceived as more sincere than typewritten letters or e-mail notes.
- Ask your customers to write you a referral/recommendation letter. Get permission to use the letter with other customers or in advertising/promotional pieces.
- Find an influential customer to send out an endorsement letter to some of their peers who could benefit from your product or services.
- Encourage more business by building your credibility. Publish articles in strategic newspapers or city magazines if you have a regional presence. Get quoted in national journals if you are looking for national exposure. Do select radio interviews or TV spots as the "expert" in your area. NOTE: Getting media locally is far easier than national exposure unless you hire a public relations firm.
- Stand out from your competition by sending a personal note when you get the business and when you don't.
|
|
Patti Hathaway can solve your people challenges through her highly customized solutions. Do you have customer retention concerns, leadership challenges, or employee resistance to change? Patti Hathaway, The CHANGE AGENT, has built her reputation since 1987 as a business advisor and best-selling author who gets her clients' results. For a free monthly tips e-newsletter and many helpful articles, go to: www.thechangeagent.com or call 1-800-339-0973.
