Have you done a deep dive into who might refer business to you and the reasons they would do so lately?
I was working with a client who works in the legal profession this week and we spent a lot of time doing exactly that.
Figuring out who and why?
Her field of expertise is quite specific, which meant so were the professions that could refer clients to her.
Spending time digging into why someone would want to refer and what problem she could solve for the referrer was eye-opening for her.
It meant she felt she would have more resources when speaking to the perfect referral agent.
She could focus on building the right relationship rather than feeling salesy, because the referrer understands she is there to solve problems for them.
This is vital learning for everyone in business.
Rather than constantly chasing customers, instead, build relationships with a solid group of people who will refer business to you.
What are the reasons a business would refer you to its network?
“Let ‘the cause’ become the ‘because’ – the reason – for people to do business with and to refer business to you”
Timothy M. Houston, Leads To Referrals
Here are five reasons why people might refer your business:
- Quality of products or services: People are more likely to refer a business if they have had a positive experience with their products or services. If a business consistently provides high-quality offerings, customers are more likely to recommend it to others.
- Exceptional customer service: If a business goes above and beyond to ensure customer satisfaction, people are more likely to refer it to others. This can include providing personalised attention, quick response times, and a willingness to resolve any issues that arise.
- Trustworthiness and reliability: People are more likely to refer a business if they feel it is trustworthy and reliable. This can include factors such as timely delivery, fair pricing, and transparency in business practices. When people feel confident in a business, they are more likely to refer it to others.
- Unique or innovative offerings: People may refer a business that offers unique or innovative products or services that are not readily available elsewhere. If a business can provide a fresh perspective or a new solution to a common problem, it can create buzz and excitement among customers. Leading to more referrals.
- Personal connections: People may refer a business to their friends, family, and colleagues simply because they have a personal connection with the business owner or employees. If a business can foster strong relationships with its customers, it can create a sense of loyalty and trust that can lead to referrals. Personal connections can also help a business stand out in a crowded marketplace. Making it more memorable and easier to refer to.
To learn tips on how to make sales without selling by building a great referral base, register for this upcoming webinar on April 24.
Join us on Friday, June 2, 2023, for a full day of learning NEW selling techniques that won’t feel ‘Icky’.
Email Janeen for information about how she can assist you in establishing your Personal Brand Authority at firstname.lastname@example.org