It is a fact that every person knows quite a few other people. On that basis we can use the connections of our clients to grow our businesses and sales opportunities.
So this is the advantage of ‘referral’ business. It’s always there for us to tap into. It’s just a matter of asking the right questions with the right people at the right time. That being said, the client must trust you and fully respect your relevance and experience.
Now it should be said that the process only works when you have served a client very well; when they are fully satisfied with the outcomes achieved. Their great satisfaction will give the momentum to the referral question and the leads to the people that they know.
Would you reward a person in some way for a converted referral? In most cases a simple gift or benefit will show the client that you are grateful for them in passing on the name of the referral. Even something as simple as ‘theatre tickets’, can be a positive way of showing the client that you really appreciate their help.
A good example of how this process works is well evidenced in the use of social media and ‘LinkedIn’. It is a social media platform that is built on the back of relationships and connections. Why not use this idea yourself and network through your good clients to others that they know and that you can serve?