Asking for business referrals are often misinterpreted as in poor-taste and therefore can often end up doing more harm than good. In fact, referrals are a great way to get more, repeat and consistent business and are a great way to build brand equity – if done right. Below I have listed three key hacks to help you gain massive referrals, without losing your credibility in the process.
1) Surprise and delight.
“Surprise and delight” is an over-used marketing phrase and technique for a reason. To impress a client / customer, it is important that you not only meet their expectations, but exceed them. Going above and beyond will leave a great lasting impression in customer’s minds, ensuring that they think of you in the future and reward you with repeat business. Little gestures such as a ‘thank you’ card after a customer has visited your shop or you have completed some work for a client, will let your customer know that you really appreciated their business and that you enjoyed working with them.
2) Become an expert.
An easy way to gain free referrals is to become an expert in your field of industry. Doing your job well and to a high industry standard will not only boost your credibility, but it will spark confidence in your customers, which in turn will lead to referrals and repeat business. One of the best ways to gain new customers is through word of mouth – as the saying goes, you’re only as good as your last job. Becoming an expert will ensure that you alwaysprovide the best service so that your last job is always your best job.
3) Realise that it’s not about you.
One of the main reasons that people offer referrals is because they are thinking about their friends and family and how they will benefit from your business. Therefore it’s important to make your customers feel as though they are taken care of and not bribed. For instance, instead of sending a thank-you gift for giving a referral, send one ‘just because’ or at a later date so that it is not associated as a bribe for having given a referral. If someone refers a client to you and you immediately thank them with a gift, it will automatically look very transactional and not personal or caring.
What tips do you use for gaining referrals?
Further Reading:
J. Ruhlin (2015). ‘6 Hacks to Drive Massive Referrals’: https://www.entrepreneur.com/article/253457
