Priceless Referrals

ASK FOR THE REFERRAL

Do you have that one client who has been “surprisingly satisfied” with your work? The client who was somewhat hesitant to get involved in a new project, but has sung your praises since completion of the project? ASK FOR A REFERRAL from this individual.

Often, as business owners, we are hesitant to ask to be referred. Very rarely will someone refuse. They may say, “gee, I’m not sure whose name to give to you”. That is the time for you to make suggestions: one of their vendors, a trusted customer who continues to return for their product or service, a service provider that your client uses, even a brother-in-law or gym club partner!

But, be certain to be the business associate who also provides referrals to your clients or friends who own their business. This is one practice that I have always made certain I continue since I entered the business arena “oh, so many years ago”. I have handed out hundreds of referrals. Not all came to fruition but that never stopped me from recommending on a regular basis.

You possess a unique network of friends, business associates and acquaintances. Don’t be stingy with that network! If you can help a fellow business owner and hesitate to do so, I can almost guarantee that you will regret it one day…the day YOU are seeking referrals!

This is the premise on which social media is based. One person tells another who tells another and it snowballs. Asking once and walking away is a defeatist attitude!

When you send off that monthly email to your client, checking on how things are going, make your last line be a request for a referral. Or, you can even add it to your signature line, such as; “best regards, have a successful week and do me a favor by passing my name along!”

BE CERTAIN to immediately call, email or text the person who does send a potential client your way. A handwritten (yes people DO still write notes) thank you note is an awesome way to send your appreciation.

If the referral that has been sent your way, via an associate or client, results in a substantial project for you, send a gift to the person who gave you the referral. This is where your files of your clients’ interests definitely comes in handy. Makes notes of their interests and send along an appropriate gift that reflects that interest!

What Are You Telling People?

When you meet people, what do you tell them about your small business?

It’s always quite simple to strike up a conversation with anyone if you are confident in what you are saying.

Who in this picture do you think is actually “introducing” the small business that they own?

When you own a small business you may be the only one who can get the word out about how great a service or product you provide.

Most likely you have heard the phrase “elevator pitch”. Personally, I’m not a fan of that term, but it means having a quick definition for your business you would give someone if you were riding an elevator with them: 6-8 seconds worth! Just try out a few until you find the one that works.

Who in the elevator is actually giving their 6-8 second pitch?

The next person you meet in the proverbial elevator or in line at the store or even the great waitress at dinner, any one of them could be your next customer. Just be ready to answer any question they may have without giving an entire marketing presentation! You don’t want to scare them off. You want to make them curious.

Only a Small Business

Have you been thinking that because you are a “small business” that you really don’t need a web site? You keep playing around with the idea and are not sure what to do.

Or perhaps you are thinking “once and done”…that you get a web site done and just leave it there.

The old saying Build it and They Will Come does NOT apply to a website. As a small business owner I am not here to compete with a Fortune 500 company. Yet, if that is your goal that’s great. Baby steps though.

I love the small business community. Having worked in corporations of various sizes for most of my professional career, I took many lessons with me and have been fortunate to apply them to my “small business”.

You may have lofty goals of nabbing that big client and dreams that you will need 50 more employees to handle such a client. But you must keep in mind that it takes time to build a client base and get your name out there.