Can you continue to do business without ever hunting for a new client ever again? Could you at the press of a button get all the work you want and then some? That has been the Holy Grail of small business owners since I've been working in the small business support field.
Sure it happens to some people; they have been doing business for 25 years and know everyone in town.
The problem is that most cities and towns have rapid turnovers in population in these times.
Our social structure is now more like a river than a pool.
If you aren't constantly updating your client list you will be out of business in a couple of years.
First figure out what an average client is worth to you over the life of your relationship.
If you are in a position to help your client over a long span of time, you will find it to your advantage to develop a referral system.
Here are three tactics for building a solid referral program from the ground up: Endorsement letters You can actually send your favorite clients an endorsement letter to help introduce you and your services to their friends.
This works well if you have something free to give to their contacts.
Create an endorsement letter and have them read it.
Suggest that they make changes to it so that the letter has their "voice".
Referral Generating Social Events If you are a member of your local chamber of commerce, you can sponsor an event in your local area.
You can also sponsor online events now as well.
The goal is to have your network of contacts invite their network of contacts.
If you get a few sponsors together, you could make the event more lavish and more successful.
Strategic Referrals If you have a specific niche market that allows you to identify a small but exclusive prospect list, you can literally develop a support network of contacts that can steer you to your intended target market.
For instance if you paint and refinish the interiors of large wooden homes, you might want to get in touch with all the local carpenters and home builders who specialize in wooden houses.
You might contact a list of realtors to find out who has plans to upgrade their homes for sale or just purchased and want to re-do the interiors.
Developing strong stage two networks is a great way to build business "word of mouth".
Don't forget to refer your friends to those that have helped you.
You might not live exclusively off your referrals but you will get more of them if you practice these three little used referral generators.
Sure it happens to some people; they have been doing business for 25 years and know everyone in town.
The problem is that most cities and towns have rapid turnovers in population in these times.
Our social structure is now more like a river than a pool.
If you aren't constantly updating your client list you will be out of business in a couple of years.
First figure out what an average client is worth to you over the life of your relationship.
If you are in a position to help your client over a long span of time, you will find it to your advantage to develop a referral system.
Here are three tactics for building a solid referral program from the ground up: Endorsement letters You can actually send your favorite clients an endorsement letter to help introduce you and your services to their friends.
This works well if you have something free to give to their contacts.
Create an endorsement letter and have them read it.
Suggest that they make changes to it so that the letter has their "voice".
Referral Generating Social Events If you are a member of your local chamber of commerce, you can sponsor an event in your local area.
You can also sponsor online events now as well.
The goal is to have your network of contacts invite their network of contacts.
If you get a few sponsors together, you could make the event more lavish and more successful.
Strategic Referrals If you have a specific niche market that allows you to identify a small but exclusive prospect list, you can literally develop a support network of contacts that can steer you to your intended target market.
For instance if you paint and refinish the interiors of large wooden homes, you might want to get in touch with all the local carpenters and home builders who specialize in wooden houses.
You might contact a list of realtors to find out who has plans to upgrade their homes for sale or just purchased and want to re-do the interiors.
Developing strong stage two networks is a great way to build business "word of mouth".
Don't forget to refer your friends to those that have helped you.
You might not live exclusively off your referrals but you will get more of them if you practice these three little used referral generators.
SHARE
