You know when people tell you there is no easy way to make money in business?
Well, that statement is only partially right.
There is a way to make easy money in your business, but it is a long term tactic that needs dedication.
Before this marketing tactic will work, you have to put in the hard yards. You have to build your brand, have a proven record of great service and have some really happy clients.
But once you have done all of that, there is one thing you can do to encourage some easy sales.
What is that one thing?
You can start asking for, or at least encouraging those happy clients to give you referrals.
What Is A Referral?
You know when you tell someone that they should go and buy jeans from a certain brand because they are the comfiest you have ever worn? Or to go and see a certain service provider because they will help you sort your business life out?
Those are referrals.
You are recommending a product or service to someone because you know it’s good. You want your happy clients to refer people to your business.
Why Are They Valuable?
People want to do business with people that they know and trust. But if you can’t do business with someone you know personally, then the next best thing is doing business with someone that a friend or colleague already knows and trusts.
That is why referrals are so valuable. They put you about 10 steps ahead of your usual starting point.
Normally people would come to your business knowing nothing about what you do or how you can help. They have to learn about your business from the beginning. And it is going to take them a little while to trust you enough to pay for your products or services.
But, if someone is referred to your business, they already have a little bit of trust that you are good at what you do. That is because someone that trust has told them you are amazing. The major barrier to making a sale is trust. So, someone that has been referred to your business is easier to convert from a lead into a paying client. Plus, you don’t have to pay any kind of an advertising cost to obtain them.
They are free, and they come to you already knowing that they want to work with you.
Encouraging referrals is one of the most powerful marketing tactics you can implement.
How You Can Encourage Them
So how do you encourage people to rave about your services?
Firstly, you need to do a good job. You do want positive referrals after all. That means taking every opportunity to impress your clients. Be polite and friendly at all times, under promise and over deliver, communicate, try not to miss deadlines, let them know if there is a problem and resolve it swiftly.
Once you have built a good reputation for your business, you can take advantage of it.
Your business is actually an infinite web of relationships. Every contact could introduce you to multiple new clients. But it won’t always occur to people to refer your business unless you put the idea in their mind.
It is not sleazy to ask for referrals if you do it right. Make it known that you prize referrals and treat them accordingly. You could even introduce some kind of incentive or a refer a friend offer.
Another great way to encourage referrals is to participate in online networking. Engage in the group and build a reputation for yourself. Show people your expertise by answering questions and posting valuable information. Then, when someone is looking for a product or service that your business offers, the other people in the online group can refer you.
Referrals are a fantastic free form of advertising that help you to make easy sales. They are a marketing technique that you certainly want to utilise in your business!
So… on that note. If you know anyone that is looking for help with their business marketing strategy, then could you please put them in touch with me?