Cultivate a Culture For Referrals

Cultivate a Culture For Referrals

Cultivate a Culture For Referrals

By John Jantsch

Referrals don’t just happen. Well, that’s not entirely true. If you are doing a good job for your clients, the occasional accidental referral will likely come your way.

The idea should be to make referrals happen intentionally. I work with a large number of independent professionals and they seem to have this deep belief that asking for referrals is somehow a bad thing. Get over it. If you provide a service that brings some good into a person’s life, or perhaps even the world, then you owe it that client to make sure that their friends, family and associates receive that good as well.

    So, how do you create a culture of referrals.

  • Make it part of the deal – introduce the fact that you work primarily by referral at the very first contact with a prospect.
  • State it in your marketing materials – Stamp “We love referrals” on your envelopes before you mail them.
  • Make it part of your networking message – “Hey Bill, how’s it going?” “Business is great but we are always looking for more people who want financial independence.”
  • Approach it systematically – Hold referral lunches with your clients. Let them know that once a year you will meet to strategize about referrals.
  • Teach it – Teach your vendors, clients, partners how to refer you and how to get referrals themselves.
  • Give Referrals – One of the greatest ways to cultivate a referral mentality is to be on the lookout for ways to refer others.

How to Build an Effective Referral Program
You spend a lot of time and energy winning over new business, and once you’ve gotten that prospect to convert, you work hard to create a positive customer experience. Rather than going out and trying to find brand new customers all over again, it’s much more time- and cost-effective to turn to the customers you […]
Five Tips That Make Asking for Referrals Less Intimidating
Asking for referrals can be tough. It can feel like you’re being pushy or imposing on someone’s time. But in reality, the majority of happy customers are more than willing to give a referral when asked. While the first hurdle in asking for referrals is getting over your own insecurities or mental blocks associated with […]

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