Who better to recommend your product or service to potential buyers than those who know it best? Your current customers can be a huge help when it comes to getting you more business -- as long as they themselves see the value in what you do.
Eleven entrepreneurs from Young Entrepreneur Council (YEC) share their best tips for getting more referrals below.
Q. What is one way I can get my customers to make more referrals?
1. Give Instructions
While you'll get some referrals just by vaguely asking for them, you'll get more if you set up a specific process. Let your current and past customers know exactly what they should do to refer someone to you. Do it in a way that puts the onus on your team to reach out to the referred potential customer, rather than waiting on them to call you.
- John Rood, Next Step Test Preparation
2. Offer an Affiliate Program
We set up formal affiliate programs for many clients that allow their fans to promote the company and get a kickback any time one of their leads makes a purchase. It's a great way to grow sales exponentially, and reach an audience you may not be able to easily tap into without their help.
- Patrick Conley, Automation Heroes
3. Time Your Request Correctly
People are much more likely to send you referrals the moment you've created value for them and they're feeling great about you. At that moment, ask them to provide you with the name of someone else who could benefit from your service. Because they came as a referral from your customer, you promise to go out of your way to make their experience extra special. - Charles Gaudet, Predictable Profits
4. Make It Easy
If you have a great product or service, people naturally want to help you grow because it validates their decision to use your product or service. So don't put any barriers in their way. Make it so easy for them to tell the world that they can't help but tell everyone they know. This doesn't mean adding some social buttons. The right solution is different for every business.
- James Simpson, GoldFire Studios
5. Always Ask Questions
I recently got an earful from a colleague who was upset that he wasn't succeeding as much as he would like within his business. I found that he was waiting for people to knock on his door, instead of seeking out opportunities. If you don't ask, people won't know you're looking for something. Always ask -- step outside of your comfort zone.
- Rob Fulton, Matikis
6. Give Them Content to Share
One of the best ways to have customers become lead-generation engines for your business is to give them great business-related content to share with others in their organization and industry. For example, at Poshly we publish reports that include data-rich insights that are of interest to many in our industry. Whenever we send these reports to our clients, we encourage them to share them broadly.
7. Offer a Great Product or Service
Too many times businesses try to bribe their customers to refer business by offering bonuses, giveaways, or other gimmicks. The great companies save that money and instead invest it into their product or service to truly delight their customers. Customers naturally refer customers like them when their experience is wonderful. - Mark Cenicola, BannerView.com
8. Buy Them a Beer
Sitting down with customers as people rather than numbers increases personal relationships and leads to new ones. Networking requires making significant and lasting connections with everyone you come into contact with. You never know who is going to lead you to the next potential customer. When you get to know someone, you are investing in them, their history and their networks.
9. Reciprocate
Many companies will send a thank you card with a small gift or token of appreciation for a referral from a customer. Instead of waiting for the referral to do so, send a thank you card and a gift card for coffee, thanking them for their referrals in advance. The law of reciprocity will come into play and they will refer you more often. Be sincere, be real and be thankful.
10. Incentivize
Reward your loyal customers when they make referrals. We set up a program that gives our existing customers a $25 credit when they refer a friend (who in turn also get $25). It’s a great way to both show customer loyalty while growing sales.
- Oisin Hanrahan, Handybook
11. Utilize the Power of Their Social Networks
Build social sharing into the key interactions of your site experience. Better yet, empower them with a referral code that is a dollar amount you feel comfortable with them sharing socially. - Jordan Fliegel, CoachUp
