QUICK TIPS
Get Those Referrals
Author: Jim Laero 10/9/12
Here is an amazing statistic from the Hinge Research Institute; when buyers were asked why they did not give a referral to a seller who they did business with; a whopping 80% replied that they simply had not been asked!
Contrast that with the reality that most professional services buyers base their selections heavily on the reputation of the seller and you can see the critical value of taking the time to collect referrals. Referrals lend that unique third-party credence to what you claim in your marketing program and your in-person presentations. Referrals are proof that you can, and have, gotten things done and done right.
Getting a referral usually requires only one polite phone call. Most clients are happy to give referrals. The only challenge you may run into is that their time is tight. Composing a referral takes time. If you find that to be an obstacle simply offer to compose a basic outline for the client to follow. Then compose the referral outline as you would like it to read and email it off with a thank you note. Most time-pressed clients appreciate the help.
Recent Blog Posts
Some say the best way to hit the mark in marketing is to use a focused approach, much like using a rifle with a single projectile rather than blasting away with a shotgun that delivers a hundred smaller projectiles. I say, "Use both!" More >>>
Every well-built structure has a strong foundation beneath. And the greater the structure above the foundation - the stronger, deeper and wider must be the foundation. Are you ready to expand? More >>>
According to the Associated Press, the average consumer attention span in 2012 was a remarkable 8 seconds, that's down from 12 seconds in the year 2000. According to the same report the average attention span of a goldfish is 9 seconds! More >>>