Referral Strategies to Give Your Sales Pipeline a Boost

Referral Strategies to Give Your Sales Pipeline a Boost

For many small businesses, referrals are their bread and butter. However, not enough business owners make getting referrals a priority.

Consider your own business. When a customer tells you they’re happy with your company, do you make it a habit to ask for a referral? Or do you normally let the moment slide?

Take advantage of referrals by defining clear referral sales strategies. Here are some effective referral strategies.

Organic In-person Referrals: The best kind of word-of-mouth, organic in-person referrals happen when your company goes above and beyond, in a way that keeps you top of mind and causes their customers to want to tell their friends.

Formal Referral Programs (Refer-a-Friend): These referrals happen when your company offers incentives — gifts, discounts or cash — in exchange for bringing in new customers. You can offer an incentive either to the referring customer or to both customers.

Social Media Referrals: When your customers tweet, share, pin and review your business to their social media networks. Social media allows customers to sing your praises in the moment, while the great experience with you is still fresh in their minds.

Referral Strategies Follow-Up

When you get referred customers, be sure to “close the loop” by capturing how they found out about your business. Consider adding a message to your voicemail system asking callers to leave the name of the person who referred them and include a “Referred By” field on your website’s lead forms.

Then, follow up with referring customers to thank them soon after the referred client contacts you. This will remind current customers that referrals are valued and keep the referral program top of mind. It also lets new customers know that a high level of service will be delivered so that they will want to refer other prospects in the future. It’s a great way to pave the way for new customers.

Referral strategies in marketing can be a powerful tool for your business. For more advice on how to implement them and to hear tips from other owners, download our free report<http://info.thealternativeboard.com/fe-referral-marketing>.

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