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I Hate Asking for Referrals! 6 Proven Methods for Getting a Flood of Referrals Without Asking
Copyright 2005 David Frey
Yes, I admit it - I hate asking for referrals - dont you?
Be honest. Doesnt your heart start to pump faster and
hands start to sweat even thinking about asking a customer
for a referral?
If youre like me, you hate to impose on others. Asking for
names of friends or family members almost makes you feel as
though youre selling a multi-level marketing opportunity.
Not to worry. There are many ways to get a continual stream
of qualified referrals without having to go through the
painful process of asking for referrals face-to-face.
The secret to getting referrals without asking for them is
to develop referral systems that do the asking for you.
Here are six innovative systems for getting referrals
without asking.
Referral System # 1
Make a list of people / businesses that sell complimentary
products and services to your own product or service. If
you sell athletic shoes your list might include health
clubs, running clubs, basketball teams, or podiatrists. Now
create a referral program that pays referral fees for
people that are sent to you by your referral partners.
To make this system more effective, give your referral
partners customized coupons, tickets, or cards that the
referral brings with them to your business so that you can
correctly track each referral source.
Referral System # 2
Approach charities in your local area to get a list of
donors that already give to the charity. The United Way is
a good place to start. Most United Way donors make advanced
pledges or set goals to give a specified amount to the
United Way.
Now approach the executive sponsor of the United Way
donation drive and make a proposal. Propose that for every
referral that is sent from their organization to your
business, you will take a percentage of your sale and
donate it to the United Way (or whatever charity they are
affiliated with) in their name.
Referral System # 3
Local churches are always looking for innovative ways to
raise money to sustain the programs they offer to their
members. Most churches would be enthusiastic about the
opportunity to receive a donation from you or your
business.
Simply call up the ecclesiastical leader and ask if you can
meet with him/her to talk about a potential fundraising
activity. Propose that for every referral (church member)
they send your way, you will donate a percentage of the
sales to the church. In return, the church should agree to
promote your business.
This same referral tactic can be done with the booster
clubs of local sports teams, Boy Scout troops and other
organizations looking to raise money.
Referral System # 4
The fourth referral system is very simple. Give your
products or services away (or significant discounts on your
products or services) in local raffles. In my hometown of
Friendswood, Texas the local Ford dealer gives away a brand
new truck in a 4th of July raffle through the local Chamber
of Commerce.
The tickets sold in the raffle go towards paying for the
cost of the truck and the dealership gets to display the
new truck for several months leading up to the raffle in
high-profile areas provided by businesses that are members
of the Chamber of Commerce.
In fact, we found our financial planner through a raffle
offered through the local Boy Scout troop. We "won" a full
financial analysis and eventually purchased some of his
products as a result of the raffle.
Referral System # 5
Most everyone has a barber or hairstylist they use on a
frequent basis, especially if you have children. I dont
know about you, but my barber always engages me in
conversation during my haircut. And most barbers and
hairstylists are very happy when you give them a $2 - $3
tip. Do you see where Im going with this?
Why not approach the local barbers and hairstylists and
offer them $1 for every referral card they pass out to
their customers. You might even motivate them to talk up
your business by promising them a percentage of each sale
that results from their referral.
Referral System # 6
The last referral system will not only bring you referrals,
but will also create a lot of goodwill. I learned this
tactic, strangely enough, by Princess Diana and a local
real estate agent. When Princess Diana died a close
associate of hers was interviewed and revealed that Diana
always carried a set of "royal" thank you notes.
Every time she met with someone she would remember their
names and as soon as she got in her car she would write a
short thank you note to them. The people cherished the
thank you notes they received from the Princess. After
hearing that, I started to carry around my own box of thank
you notes.
But heres what really will make this referral tactic take
off. Not long ago I received an email from a subscriber to
my Marketing Best Practices Newsletter that had this phrase
under the mans signature:
By Referral Only
By Referral Only...means: We invest 100% of our time and
energy to delivering first-class service to our clients. As
a result, our valued clients, suppliers, and friends refer
their family, friends and work associates to us for advice
on buying or selling real estate. We're interested in
building strong life long relationships one person at a
time.
You see, its not enough to send a thank you note. People
need to know that you want and appreciate their referrals.
The phrase, in essence, answers the question, "What can you
do for me in return for this nice thank you card?"
Immediately, I had this phrase printed on the bottom of my
thank you notes and my referrals took off.
Conclusion
Each of these referral tactics that I have shared with you
are s-y-s-t-e-m-s. They motivate others to generate
referrals for you without you having to play the role of
the beggar and asking for referrals face-to-face.
The best thing you can do to excite your referral partners
is to get them to experience your product or services
themselves. Then they can talk about it with first-hand
knowledge. It will not only make them more credible to
others but once they've experienced the benefits of what
you have to offer, they will be more excited to tell others
about it.
In the referral systems that require you to pay referral
fees, make sure you pay quickly, honestly, and with
gratitude. Always give your referral partner the benefit of
the doubt. If you treat them right, you will be the
benefactor.
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David Frey is the author of the best-selling manual, "The
Small Business Marketing Bible" and the Senior Editor of
the "Small Business Marketing Best Practices Newsletter."
To get your free lifetime subscription visit
http://www.MarketingBestPractices.com
More articles by David Frey - http://www.submityourarticle.com/articles/David-Frey-318/
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