Wednesday, March 25, 2009

How to Create a Referral Network

We all know it’s easier to get sales from a satisfied customer than bagging a new one.

It used to take 12 contacts—calls or meetings—to turn a cold call into a sale. It’s probably more in today’s economy.

There are easier ways to raise the bottom line...without raising prices.

Ask for referrals. Ask clients directly. Don’t expect them to bring them to you by asking in writing.

Ask at the time of service or as part of a two-second "customer survey".

Capture names, emails and phone numbers. Put former and current customers as well as potential ones in a database. Create a group in Outlook if you have to. It's easy.

Once you have a contact schedule, stick to it.

Send out advice, coupons, whatever. Send something of value that answers the question “What’s in it for them?”

Always have a call to action, a phone number, email or website address.

For more information, contact Dell Richards Publicity at 916. 455.4790 or go to our website .