Have you lost your referrals and don’t know where to find them?

by Sandra Hart on July 17, 2013 · 0 comments

I could never really understand the nursery rhyme… Little Bo-Peep, she just left everything to chance, hung out at home and waited for the sheep to find their way back to her! And low and behold, although sheep are not known for their ability to find their way anywhere without direction, they found their way home with no effort or pro-activity from Little Bo-Peep.

All too often this is just the way business owners are with referrals for their business. Relying on existing customers to refer more customers just like them! We think, wow if that person really liked my product or service then others will come along just like her, because I gave that person 110% service, so they will be telling all their friends about me, now I can just stay at home and watch that phone ring or that email order come in!!

Not always so! Think about the last time you got great service as a customer yourself, actually think about the last time you got exceptional service, what about the last great experience you had in a restaurant. Did you tell every person you have met since about it? Not quite everyone, why? Maybe because you didn’t think they would like that type of food, or it was far from their home, maybe it didn’t come up in conversation. Anyway bottom line you probably didn’t tell everyone and it is the same with your customers, they are a valuable source of referral however you are not sure of exactly when or how!

All is not lost however, there are other ways of finding referrals other than from people who have already bought your product or service. So, back to Little Bo-peep,  she did have something going for her…. first,  she knew who she was looking for… and second, she knew what she wanted them to do…. go home.

Knowing these two simple things can make all the difference to helping people find referrals for you

  1. Who is your target market?

Who would you like people to refer you to? Think about your target market, could you paint a picture of what your ideal client does? Knowing who your target market is, is crucial to you being able to get referrals. Why? Because if someone wants to help you they need to know who would be a good referral for you.

  1. Where do you want them to go?

Where do your target market go now, what do they do, what other products and services they are also buying when they are buying yours? Sometimes people do not buy from you because they don’t hear about you. Having referral relationships with trusted people who are also in contact with your target market is an important step towards finding those referrals you are looking for.

When you are networking, think about how you can help those around you and who to start building relationships with!

Sandra Hart
Sandra Hart runs BNI, Irelands leading business referral organisation, she trains and mentors members and leads a team who enable local business people to find new clients and generate new business. She is an expert on the topics of networking, word of mouth marketing and referrals.

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