Referrals Are Some Of The Most Valuable B2B Leads You Can Get
Customers who come through Referrals are probably the best customers you can get. First of all, they’re absolutely FREE for you. Secondly, you will notice they tend to be your best spending customers. They spend more with you than a normal customer because they come through the door to feel good about you because someone has recommended you to them already.
One of the best ways to grow a highly successful business is through Referrals – people who come to you through word-of-mouth recommendations from existing customers.
Here’s the big secret of success with B2B Referrals
Pretty much everybody gets referrals. But almost without exception, the referrals are accidental. In other words, the business owner does nothing to get them, other than providing a good product or service to the customers they have. There is absolutely no way of being proactive in getting referrals.
You need to ask for more B2B Referrals
If you’re getting Referrals at the moment without asking for them, what would happen if you proactively asked for them.
You need to have a system in place for getting Referrals for your business
The very first thing you want to do is have a referral culture in your business. A referral culture involves your customers understanding that referrals are an integral part of how you grow.
So have a little conversation with your customers when they first become a customer of yours. You may say, “I build my business primarily via word-of-mouth recommendation with individuals like yourself. If you think I do a great job for you, would you be willing to recommend me to friends, family, and colleagues?”
Who’s going to say no to more B2B Leads?
This might seem like a small point, but here’s what I’ve seen over the years.
If a business has one in ten of its customers bringing in referrals, without even trying, when they proactively ask for them, that number can go up to three or four or even five out of ten.
That’s an increase in Referrals of 200% to 400%. Scale that out across the year and it can transform a business.
Just putting that concept of Referrals in peoples’ heads, literally implanting that idea in their mind, will increase referrals on its own. If every client that became a client of yours
next week bring one person into your business, and then that person brings one more person into your business, you’d never have to do any marketing or advertising again.
That is the sheer power of referrals.