Don't Leave The Best Alone!

Mistake 9

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Don’t like asking clients for referrals? Good news, you don’t have to!

So, you’ve sold a great product or service to a now deliriously happy client/customer. They even send you a little ‘Thank You’ note to show their appreciation for your service.

What do you do now? Well, some clever business folk might have a ‘scrap book’ in the office reception nicely showing off all the glowing testimonials they have received thinking it will work wonders. Some might even put them on their company website for visitors to read.

Its start but it’s not enough. We all know that you can’t get much better than a referral from a happy customer, a friend or a colleague but it is a sad fact that so many businesses simply do not ask or know how to ask, for a handful of names and contact numbers from our satisfied customers. It’s a shame really because this one mistake – of not asking – could be costing you a lot of potential business.

The good news is if you receive a little thank you note or testimonial, there are ways of getting the maximum benefit from them. How? Quite easy. When you receive such a positive response from a client or customer, simply ask if they would be kind enough to send a ‘referral letter’ or email, to a handful of their business friends/work colleagues, raving about you and your business.

How do you do this? Again, this can be quite simple. You write the referral letter – including the nice testimonial note they wrote - on their behalf and have your customer sign and send it – preferably on their headed notepaper to a handful of qualified prospects.

The results can be quite astonishing. What do I mean by qualified? Well, it’s no good if your customer were to send the letter to friends who are not in the market for your product or service.

Qualified means friends, colleagues, associates etc. who are most likely to have a need for your product or service. What this is effectively doing is approaching new possible customers but from a completely different angle and who are likely to respect the opinion of the referrer.

Of course, what you write in the letter is of utmost importance in order to attract the desired action from its recipients and far more than I can cover here, but if you would like a sample letter, drop me a line and I will be happy to send you a copy that you can work from to create your own referral system that almost runs on auto pilot!

In fact, so good is this referral method, if you do it correctly, you will have new customers bringing new business to you like a well oiled machine! Don’t feel comfortable asking for referrals and approaching new prospects? Now you don’t have to. Just have your happy customers send new customers to you!

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