Only a few refer regularly… find them!

Posted by Jul26, 2013 Comments Comments Off
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When was the last time you went through the referrals you received in the past 12 months to identify the clients or colleagues that referred you more than one prospect? Most businesses have a small group of advocates that go out of their way to promote the business because they love what they do (or make). Knowing who these “advocates” are is the first step in getting more referrals.

[Obviously, my opening paragraph implies that you track where each lead/prospect comes from. If you aren’t doing that, you must start today because you can’t manage what you don’t measure. This is the most basic of business management and if you are not prepared to do it, what’s the point of running your own business?]

Once you have identified your business’ advocates (i.e. people that have referred more than one prospect in the past 12 months), it’s time to say thank you. Most people want recognition for the work they do. They want to know that they matter and that they are making a difference. Bottles of wine and hampers are good but a simple “thank you” and “you are making a difference” is typically more effective (and meaningful) – particularly for advocates because they already love what you do.

So here’s a challenge for next week: find out who your advocates are and ring them up. Acknowledge what they have done (i.e. referred 6 people), say thank you and tell them that they are helping you grow your business. Do this every 3 to 4 months and watch your business grow.

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