Ask For a Referral
How to Ask for a Referral
28/11/07 11:24 Filed in: Generate
Leads |
Real
Estate
The referral is an important part of growing your
business. Referrals generate hot leads, a vital part
of any business. When thinking in terms of referrals,
we should ask ourselves not just how, but who, what,
when and why.
Who - refers to the person we ask for the referral. He or she will likely be a customer who is so happy with his purchase that he will be delighted to help in any way he can. He will think of all his friends and acquaintances that might require similar services. And hopefully he will give us their names and phone numbers. So the who is really more than one person. It is your satisfied customer, and your prospective customers who we hope will be equally satisfied and give referrals in their turn.
What - is the referral itself. Is it to be a name and phone number given you on a scrap of paper, or a glowing testimonial about you to their friends? Why not make it work both ways? Both are worth gold. In fact your satisfied customer will be sure to pass on the news of his delight with you and your service. A little hint from you can make this happen more quickly. You could even have a quick questionnaire ready for him to fill out and sign. Then you could include it when sending a brochure to his friend.
When - is an important part of the equation. Some experts feel that straight after the deal is closed is the best time to ask for a referral. Others declare it should be a few weeks later, after your customer has had time to enjoy his new purchase. Still others would like it to be in the middle of all the excitement of buying or when you are getting positive feedback. One thing is for sure; never ask for a referral when the customer is obviously unhappy about something. Fix that problem first.
Why - are referrals so important? It’s because they generate trust. You would be more likely to go to a doctor recommended by a friend, than one whose name you picked out of the yellow pages. When you need a specialist, your doctor will give you a referral to one. That’s because he knows who is right for your problem. Similarly, a person giving a referral does so because he is convinced you are right for the job or service that his friend requires.
That brings us back to how. Always be courteous, pick the right time and place. And don’t forget that asking for a referral is all part of the business. You needn’t grovel. You are offering your expertise to your customer’s friends. This will help them to get what they want and become happy customers in their turn.
Who - refers to the person we ask for the referral. He or she will likely be a customer who is so happy with his purchase that he will be delighted to help in any way he can. He will think of all his friends and acquaintances that might require similar services. And hopefully he will give us their names and phone numbers. So the who is really more than one person. It is your satisfied customer, and your prospective customers who we hope will be equally satisfied and give referrals in their turn.
What - is the referral itself. Is it to be a name and phone number given you on a scrap of paper, or a glowing testimonial about you to their friends? Why not make it work both ways? Both are worth gold. In fact your satisfied customer will be sure to pass on the news of his delight with you and your service. A little hint from you can make this happen more quickly. You could even have a quick questionnaire ready for him to fill out and sign. Then you could include it when sending a brochure to his friend.
When - is an important part of the equation. Some experts feel that straight after the deal is closed is the best time to ask for a referral. Others declare it should be a few weeks later, after your customer has had time to enjoy his new purchase. Still others would like it to be in the middle of all the excitement of buying or when you are getting positive feedback. One thing is for sure; never ask for a referral when the customer is obviously unhappy about something. Fix that problem first.
Why - are referrals so important? It’s because they generate trust. You would be more likely to go to a doctor recommended by a friend, than one whose name you picked out of the yellow pages. When you need a specialist, your doctor will give you a referral to one. That’s because he knows who is right for your problem. Similarly, a person giving a referral does so because he is convinced you are right for the job or service that his friend requires.
That brings us back to how. Always be courteous, pick the right time and place. And don’t forget that asking for a referral is all part of the business. You needn’t grovel. You are offering your expertise to your customer’s friends. This will help them to get what they want and become happy customers in their turn.