THE Most Important Thing You Can Do to Get New Business
Many businesses want to grow and beat out their competition. But those businesses are not making the best of their best customers. The “best customers” are those customers that love what you do or offer. They are your “raving fans” and tell everyone they know about you.
While it may be common sense to thank your best customers or ask them for referrals, most businesses don’t offer a reward for those referrals. When it comes to what to offer, keep it simple. What would you want for referring someone to a business? How would you want to get it? Get to know your customers if you don’t already know them well. Find out what they like (besides your product or offering) and what motivates them. For example, if you are a golf course, you may want to reward your golfers with a free round of golf or a gift card to the gift shop or restaurant. Whatever you decide to offer, make sure it’s something that the person who referred you the business would use. Jay Abraham’s book “93 Extraordinary Referral Systems” is a great resource.
For those businesses that are cyclical and have down months with decreased sales, you could promote a referral reward offer that’s available for a specific amount of time (during your down months). This will allow you good content to promote your business and entice those raving fans to help you in the promotion.
If your referral program is working, you should see results within a month. If you are not seeing results, either the reward offering is not acting as the incentive you thought or you are not fully promoting your program to your customers. There are many ways you can get the word out about your promotion including emails, salespeople, mailings, advertisements, and posting on social media and your website. As a business owner, you should always promote your business on multiple platforms if you want to get the best bang for your buck.
Referrals should be the number one area for any small to midsize business to increase if they don’t want to stay stagnant. Those people that refer your business already know, like, and trust you. And getting people through the process of getting to know your business, what you do, like you and trust what you do for them is a journey that takes time. This time takes money to woo them. For some businesses, it can take a year to cycle a lead through to be a customer. So, why not ask those that believe in you, to recommend another person who could use what you do? It could cut your lead to buying time dramatically. That, more than any other reason, makes referrals the key to growing your business.
For ideas on your referral program and how to promote it to your customers, contact Flutter Marketing. Request a meeting at http://www.fluttermarketing.com