Seventeen Tools to Grow Your Business with Referral

Steve Mills - The Prudent MarketerTool 1 Make sure you have a script

Tool 2 Test different scripts in order to find out which one works the best for you

Tool 3 Measure the success of your scripts in order to get peak performance from them

Tool 4 Practice, practice, practice your script.  An amateur practices until they have got it right.  A professional practices until they can’t get it wrong!

Tool 5 Make sure you are fully prepared before asking for a referral

Tool 6 Make sure you know what the buying signals are.  In other words, ask for a referral when the clients says how wonderful you are

Tool 7 Stimulate the above by asking clients if they are happy with the service you provide on an on going basis

Tool 8 Ensure you attend enough networking events and you build relationships at all these events

Tool 9 Build at least 25 business friends (people who are in business and who you consider to be good friends)

Tool 10 Ensure you are using the right body language as well as words when asking for a referral

Tool 11 Ask for more than one referral.  In other words rather than saying “I wonder if you know anyone…..”  Say “I hoped you could write the names of the best four people for me to contact so that we can help them in the same way as we have helped you.  Would that be possible?”

Tool 12 Ask more often!  In other words if you normally ask clients for referrals once per year by increasing this amount to two you should be able to double your business from referral

Tool 13 Have a specific target for the number of referrals you are going to get each month

Tool 14 Give lots of referrals.  As the old saying goes, ‘givers get’!

Tool 15 Measure the effectiveness of your referral scheme and work out how to make it better, through training and systematising the whole process

Tool 16 Ensure everyone in your team buys into the fact that they can win referrals and provide them with the training to ensure success

Tool 17 Incentivise your team to win you referrals by offering them some form of bonus.  This could be a financial bonus, or other form of incentive.

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