Generate Referrals 24-7 By Choosing The Right Programs

If you are a business consultant or corporate trainer you no doubt understand the importance of developing referrals relationships. In fact just about every service professional out there has one thing in common - a need for steady referrals and leads. That is why I am so mystified that so few experienced professionals choose to utilize the power of their website to capture and engage potential clients and referrals sources. Did you know your website could create perfect referrals and attract new clients with people you haven't even met yet - automatically 24/7? 

Is your website sitting out there like a dumb blonde - pretty but useless? Many professionals view their websites like an expensive brochure, which by the way when was the last time a brochure got you a juicy consulting gig? Yes it is necessary to have a brochure style branding page but there are other ways to use the web to get clients - even if you are not technically savvy. First you must start to see the internet for what it is - a medium for sharing information, just like books, radio, TV and Films. 

The problem for many business people is that the medium is SO huge and the tools that are available spring up and change rapidly. Businesses get lost in the sheer number of options available. Too many new technologies coupled with information overload stops many businesses from using internet tools at all. Don't let the vast array of technologies keep you from using the internet to get new clients. There are tool available to you right now that only 5 years ago would have cost hundreds of thousands of dollars to create. You can use the same technologies to compete with any size competitor and win. 

But which technologies? ...Should you focus on articles, SEO, email, websites, newsletters, banners, ezines, audio, RSS, video, blogs, vlogs, myspace, utube, adwords, social networking or podcasting? How do you know which tools will really help your business capture qualified leads that turn into face to face meetings or jobs? You could literally spend all your time just researching the different options before you even begin to master just one of them. After all, you have a business to run as well, so it's important to choose a solution that fits into your business and lifestyle or no matter how good it is - it just won't work for you. 

One reason consultants and trainers aren't utilizing internet technology to get leads is because it is simply too overwhelming. Yes, you know you should have a newsletter or free report and you've heard that a blog would be a good idea too. You might have even considered creating an ebook, audio series or video for sale but the problem is finding the time and motivation to learn the technology or you may consider it too expensive to implement. 

If your website is still a very pretty paperweight let me suggest three things that will help you turn a static site into a magnet for new business. The first is to create an irresistible giveaway product. No, it doesn't have to be an all expense paid vacation to Tahiti because most likely what your target group really wants is great information - so give it to them. Write an ebook, special report or educational series. 

Next, create a capture page that is designed to do only ONE thing - trade your irresistible giveaway for their name and email address. Ok, it's irritating, but if your info is juicy enough (include a teaser or table of contents) then your prospects will gladly participate and add a link to this page all over you site. 

Third use an automated digital delivery system so the whole thing runs on autopilot. The most common for this purpose is an autoresponder service. This will allow you to set up the sign up box and automatically deliver your product. Best of all you can set up another sequence that will drip market your prospects. Once the system is set up - it literally runs by itself. All you do is direct people to your irresistible giveaway. 

Don't let the vast array of technology stop you from jumping into the web to catch a few new clients. Start with something simple and build from there. Remember your most valuable giveaway is your expertise and experience when you let people get a taste of just how much you have to offer don't be surprised if the damn just breaks open. 

Janice Riley

Keep the Referrals Coming

A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction.

When we receive a referral from someone, it seems like an easy way to get a sale, but keep in mind, referrals don't come without first building relationships with your current customers, and within your business community.

There are several ways to get referrals, but perhaps the easiest way to get them is from the people closest to you, the people right in front of you. Your current customers.

Your current customers will refer you business solely on your past treatment of them. If you treat your customers with kindness and sincerity, give them good products, and treat them as a person and not as a statistic, why on earth would they not refer their friends and family to you.

The extra couple of minutes you spend with your customer to make sure that they are happy and satisfied when they leave the table should result in a few referrals coming your way.

Think about it. Referrals just for being nice.

Another thing to keep in mind when it comes to getting referrals from your customers, is to just flat out ask them to refer you someone.

There are two ways you can go about doing this;

If you have a new customer and you have just wrapped up a sales session with them, thank them for their business and hand them two business cards. One is for them, for obvious reasons. And the other is to give to a friend or family member that may be in need of your services.

Trust me, you won't run into any objections, and this is a great way to keep your business card in circulation.

Another thing you can do with your current customers is call them from time to time. Say quarterly or every six months. Tell them that you are calling them to follow up, or to make sure that they are satisfied with your services. Then go on to explain to them that you are also calling to see if they have anyone in mind that may be in need of your services that they can refer. If they say no, than leave it at that, kindly thank them for their time, and hang up the phone.

A great way to obtain referrals is to join community-based organizations.

Here are few for you to consider:

Lions club, rotary club, coaching little league sports, Chambers of commerce, and church involvement.

The above-mentioned organizations are a great resource for obtaining referrals once you have established yourself within the group. They also give you the opportunity to build relationships and make a few friends with some of the business leaders within your community.

I always saw them as a great way to break up the monotony of your work week. The majority of these groups often meet once a week for lunch at local restaurants for an hour or so.

Keep in mind these luncheons are not free, so make sure they fit into your budget.

Once you receive a referral, make the most of it. Don't take it for granted. Call the person immediately, or make time to sit down with them at a time convenient for them

Remember, once a person refers someone to, you are automatically representing not only your company, but you are representing the person that referred you, and you want to make a good impression.

Imagine if someone was referred to you by one of your business associates, and you never followed up with them, or just let the information sit around for a few days, or your service was less than satisfactory. Do you think that person would ever refer someone to you again? Doubtful.

So when you get a referral, make the most of it, make sure the person doing the referring knows that you are taking the referral seriously and that you are doing everything you can in your power to satisfy that potential customer. It will keep the referrals coming.

There are people in business and in sales who have built such good reputations for themselves, that all of their business comes from referrals. They got to this point through years of hard work, networking, and providing excellent customer service. Make it your goal to get to this point. Hopefully, some of the above-mentioned ideas will help. Good luck!

Jay Conners 

Double Referrals for Consistent Profits and Build a Perpetual Profits Machine

One of the fastest ways to double your revenues is to tap into your existing network of clients. Your clients can be your best source of new business if you know how to approach the strategy of referral marketing.

First you've got be sure that your current policies work to build good relationships with your existing clients. Here are some key questions to ask yourself about your current clients:

What's the Lifetime Value of a client for your business?

What's your initial income from an average client?

What's the client repurchase rate?

What's your average repurchase income?

How long is your average client's lifespan?

Let's calculate an average Lifetime Value Example.

This is from our chiropractor's worksheet Example:

Initial fee = $75.00 + ($33.5 revisit fees 8 times a year x 4 years (lifespan) =$1072.00 (Lifetime Value)

Our chiropractor has been in business for 10 years.

Average patient valued at $269.00 a year.

Patient LTV at $1072.00 each.

(Average patient = 4 years.)

Now that we know the average value of a client, we need to take a look at a system to cultivate more of them.

That means developing a referral system

1. Develop a policy - How will you handle referrals?

2. Create a letter or postcard and email template that will go to your associates, family and friends.

3. Incorporate your V.I.P. List and begin to organize a referral network. These people on your list should be the ones that give you butterflies in your stomach when you think of asking them for favors. They are the people you know who are at the top of the food chain. They are above you in the social pecking order.

4. Build a Referral Partnership Network. These folks are the ones you hang out with at the local Chamber of Commerce events. They are your peers.

5. Your current client list - implement your referral program within your follow up. Go back as far as you can and even contact the ones you think can't stand you. They might have short memories. Give them a chance to say no.

6. Employee Referral Program. Your employees have a circle of influence that can if properly tended to , bring in a large amount of business. This of course depends on how many employees you have and what kind of incentive you arrange for their benefit.

When you develop your policy, be sure to maintain consistency in practice. If you decide to send out a "thank you" card to any client who successfully refers a new one, do it EVERY TIME. If you generate referrals by inviting clients and their guests to an event, thank them when they bring a guest.

Take ONE idea and implement it. Test it and be consistent for at least 3 months. Tweak it if there is even a minimal positive result. Success comes from consistent positive action on your ideas.

How can you develop a perpetual referral machine?

I've spoken with many small business owners over the years and they all want the same thing. They want unlimited referral business without taking the enormous amount of time needed for developing the referral base.

There is not one small business owner who would not love to get 100% of the referrals their clients hand out. The problem is very few businesses actually know how many times their clients have referred a friend or family to their company.

The referral strategies used by small business are inconsistent and usually impossible to track properly.

I'm going to give you three strategies to consider for your business marketing. These will allow you to develop a record of your efforts and allow you to adjust to your unique circumstances.

1. It all starts with consistent customer service. There should be a massive effort to develop a step-by-step program of above average service. Once you've created that program, offer it to every client, big or small. Use customer service surveys to uncover the needs of your market.

Before you contact past clients for the purpose of getting referrals, establish a warm up period. If you've been in touch with them regularly, there should be no problem making the pitch. Create a series of offers in the form of letters or emails. Create several letters. You'll want to create an awareness in your clients that you do most of your business by referrals. Take them through your process and give them the tools to offer referrals to their friends and family.

A series of articles that point out the problems potential clients might have and how your type of service solves them can be mailed out or emailed to your existing clients as a way to spread the word. You can instruct your clients on the proper time and ways to distribute your information.

Your articles can be timely such as "10 ways to overcome .... or "How to recognize the symptoms of...". These types of articles allow your clients to pass them on to their friends and family without pressure.

A series of these helpful articles will also work well in the local papers and on the Internet. You can include an offer or point the reader to more information on your website.

You can generate referral business by offering a free seminar or tutorial along with an incentive for guests of your existing clients. The offer can be time sensitive in order to generate greater interest. (See our tools section for sample referral letters.)

2. Create a network of partners who share referrals. Several business owners can work together to create a referral network of noncompeting partners. The group can share referrals on a regular basis.

Another networking concept along the same lines is to prepare a professional referral form for your clients to fill out that lists the names of services they currently refer to others. Call their list of services and find out more about them. Let them know that you routinely refer your clients to trusted service providers and you want to know if they do the same. Depending on your client list, you can quickly develop a network of several hundred people.

3. Remember, your testimonial collection is a goldmine. Build a testimonial letter collection. Better yet, get your best clients on audio and video. This is a powerful endorsement to new clients and works well in connection with the above concepts.

You can build your business to the point where the majority of your business is powered by consistent, reliable referral marketing; it takes time, practical systems, constant care and attention.