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Six Steps to Creating a Referral-Based Business

By Sydni Craig-Hart

referralDoesn’t it feel great to pass along the word about your favorite restaurant or tell someone about a terrific book you can read? You can make it easy for your clients and colleagues to do the same for your services. When you do great work for your clients, they are just as excited to tell others about you.

Creating a referral based business, where you’re consistently getting leads from your current clients, has multiple benefits. It helps cut down your marketing time and costs, it gives you more opportunities to provide great service and can help you grow your network exponentially.

Here are six PROVEN steps to use to create the type of business that people love to rave about!

  1. Be worth of referring – Always do your best! This doesn’t mean that you have to be perfect. But it does mean that you need to give your very best effort and deliver on what you promise. Under promise and over deliver at every opportunity that you can.
  2. Ask for referrals – Don’t worry if you feel intimidated! Asking your existing and past clients to introduce you to those in their network is a perfectly acceptable way to grow your business. This is simple to do when a client has just commented on the excellent quality of your work.
  3. Educate your audience on how to refer you – It’s easier for your contacts to refer to you when they know exactly what you are looking for. Give specific and relatable examples. For example, “I work with small business owners who are struggling to get organized in their workspaces so they can have peace of mind.” Provide terms and problems they should be looking for so they know when to present your services.
  4. Create referral agreements with key “Power Partners” – For example, if you are a professional organizer, reach out to a real-estate agent, an interior designer and a personal chef to create a referral circle. All of you are committed to making sure your clients have a comfortable, functional home space and lifestyle. And likely your clients will at one point or another need the services of these professionals and vice versa. Your Power Partners will introduce your services to their clients when they need it – and you’ll do exactly the same for them.
  5. Systemize your efforts – Send out a monthly letter to your referral partners to let them know what’s new in your business. Be sure to promptly follow up on any leads you receive (within 48 hours). Keep track of your leads and check-in regularly with prospects.
  6. Offer a gracious and generous thank you to anyone who refers business to you. Show your appreciation by promptly sending a thank you card and a gift. Whether it’s a gift card, a delivery of flowers or another gift of your choice, make the time and extend the effort to let that person know how much you appreciate their confidence in your services.

By implementing these six steps, you’ll be able to create a solid stream of referrals and create more profits and more freedom in your business!

What was the best referral you ever received and what did you to to secure it? Share your story in the comments below!

Your Take Action Plan for the Week:

  1. Ask your current clients who else they know who would be a good match for the solutions you offer.
  2. Create a list of qualities, problems and terms that your ideal clients would use so that your referral partners know what to look for.
  3. Make a list of people that you know (or want to be introduced to) who can become your Power Partners. Reach out to them and set up a referral arrangement. Give them your list of things to look for and ask the same of them.
  4. Create a system for connecting with referral partners, following up on leads and referring business to other people.
  5. Send a surprise gift to clients and partners who refer work your way.

Filed Under: Marketing Techniques, Networking Tagged With: Connect with Ideal Clients, Networking, Smart Simple Marketing, Specific Marketing Strategies, Strategic Marketing, Sydni Craig-Hart



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Sydni Craig-Hart

Is your organization looking to gain market share and deepen loyalty with small businesses, women or minorities? Sydni Craig-Hart is CEO of Smart Simple Marketing and a 4th generation entrepreneur. Since 2006, her team, having worked with over 8,000 small business in 79 different industries, has been helping companies to drive engagement with sought-after, growing market segments. If you want to increase the value of existing-customer spend, recapture marketing investments, grow customer lifetime value or decrease attrition, contact Sydni to discover how her team is doing this for companies like Facebook, Google, LinkedIn and more.

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Comments

  1. Amos Johnson says

    October 8, 2011 at 5:49 AM

    thanks for that information for 15 yrs i was a mortgage broker and some of my cliant i contact them abouth my product and they reach out back to ke and said they will support me a will like toget to a broader net work of people but thanks for the info it was a good plan and used wat little you have to get where you like to go
    Thanks Amos

    • Sydni Craig-Hart says

      October 10, 2011 at 11:42 AM

      Your welcome Amos! Thanks for taking the time to stop by and share your thoughts.

  2. John says

    October 10, 2011 at 8:34 AM

    Thank you for your valuable networking counsel you’ve shared The specific, clear tactics for networking that you describe comprise a very sustainable strategy for focused growth.

    You were generous in taking the time to share you experience and wisdom. I for one will be putting your counsel into disciplined practice.

    Many Thanks! (This in lieu of flowers :))

  3. Camille Scielzi says

    October 10, 2011 at 4:07 PM

    Thanks Sydni for the easy, clear to follow steps. My favorite referral story was a woman who came to me saying “My friend told me to come see you. I couldn’t understand from her what you do exactly, but she was insistenent you could help me, so I came.”

    • Sydni Craig-Hart says

      October 16, 2011 at 10:18 AM

      You’re welcome Camille! Thanks for stopping by and for sharing your story! I hope implementing the steps shared will help you attract more referral stories just like that! 🙂

  4. Trishia says

    October 11, 2011 at 4:25 AM

    It is good to plan your business first.. Thanks for this great tips! I will surely be back here for more!

    • Sydni Craig-Hart says

      October 16, 2011 at 10:17 AM

      You’re most welcome Trishia! I’m glad you’ll be back and look forward to getting to know you. 🙂

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