E-store
I.W.T .Program
Starting
your own business online.
Building And Maintaining Your Referral Base
In developing your service you are going to rely heavily on obtaining clients who have been referred to you by a third party. This third party may be an existing client, friend, relative, neighbor or a business contact. The question must be asked: "How do you build and maintain your referral database?"
1. The simplest method is to provide real service to your existing clients who will then be delighted to refer you to any of their contacts who ask about your service's. 'Under promising and over delivering' is a great strategy to pursue if you can obtain and maintain business through 'under promising'.
2. Join the local civic or organization and business associations where you will have a regular contact with people who, once they get to know you, can refer business to you. When you perform the role of treasurer in any of these organizations your business expertise will become more obvious and will lead to further referrals.
3. Let members of your inner circle - i.e. family members, friends, neighbors know how important referrals are to you and how much you appreciate them.
4. Keep in regular contact with those who refer clients to you even if it's just to say "hi". If you distribute a newsletter, make sure that your referrers are included on the distribution list. Don't hesitate to send them newspaper or magazine articles they may have seen, covering issues of interest to them.
5. Ensure that you always telephone or send a card to a referrer to thank him or her for the referral and advise what action you have taken.
6. Include all referrers on the distribution list for any public relations coverage you have been able to generate.
7. The simplest method of communicating with your referrers is to include their details in your database along with those of your clients. In the database you can record information about the referrer such as their sports and hobbies and spouse's name in addition to the basic details regarding address and telephone numbers. A simple card from you to recognize special days in their lives will set you apart in their eyes.
8. Keep your focus on building and maintaining your referral base as it will continue to be the lifeblood of your business.
