Getting Referrals and Recommendations

May 13, 2010

You know you offer a great service, but do your customers think so? Are they spreading the word about your superb customer service or your outstanding products? People are much more likely to use a service or a buy product if it is recommended by someone they trust. Also, the internet has made research much easier for consumers, so being recommended by others is more important than ever. Here are some tips on getting business through referrals:

Your Employees
If the people who work for you feel positive about your company, they will spread the word. They likely know people that require the service or product you offer and will be quick to refer their company. They also have a stake in this company and they want it to do well. You might want to offer an internal referral reward to encourage this behavior. A possible side effect of using your employees to get customers is that it could also lead to new hires.

Buzz
When your company does a great job, tell the world about it. Reward employees that were involved and create a general positive buzz around your company. Other ways to create buzz are to be present at trade shows, giving away free t-shirts or participating in community events. Anything you do that will present your company in a positive light and get people excited is good buzz!

Reward Referrals
If a customer refers another customer to you, reward that customer! It could be as simple as sending a thank you card or as big as offering a discounted service. Also, remember the Golden Rule. If customers come to you and you find that you cannot fulfill what they need, refer them to a company that can. They will reciprocate.

I highly recommend this article by John Jantsch, author of The Referral Engine.