Do you want to know the single biggest thing you can do to increase the conversion rate of your website or any marketing collateral?
It’s simply adding more testimonials to your business. Having testimonials is very important because it’s what gives people confidence in your product. The true measure of a product or service is what other people say about it. Testimonials will also get you more referrals.
In my latest video, I will share with you 3 easy steps that will get you more referrals. This is a video that you do not want to miss.
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If there’s one thing every business owner wants more of, it’s referrals!
Having customers come to you because you have been recommended by someone they know can make a major difference to your business growth.
By the time these customers get in touch with you, they already know something about who you are and what you do. They are much further along the ‘sales funnel’ than a brand new customer or lead who has never heard of you or your business.
When someone comes to your business after being referred by a friend, they are much easier to convert into a customer than if they come to you in other ways.
But what’s the best way to gather referrals? Well — why not ask for them?
How to get more referrals in 3 easy steps
When you’re asking for referrals, we believe it is best done face to face or on the phone, rather than via email. Getting in touch in person strengthens the connection you have with your existing customer in a way electronic communication simply can’t pull off effectively.
If you’re serious about building your business this way, put aside some time in your diary at least once a month to pick up the phone and ring some of your existing clients.
Here’s a basic scenario to run through when you are looking to gather more referrals from your existing customers. It involves three simple questions.
Firstly, it is important not to ring a customer and straight away say, “Can I have some referrals please?” This does nothing to show them you are genuinely interested in helping them.
Instead, get started by having a general chat, thanking your customer for working with you and asking if there is anything you can help with.
From there, the question you need to ask is, “Would you be able to share some feedback with me about my business?”
Find out from your customer what they think of your product and service. This can help you flush out problems or issues and also let them raise any concerns they may have. If you detect an angry or very unsatisfied customer, don’t continue the conversation by asking for your referrals. Your best bet is to let them know you will look into their issue straight away and set a time to call them back once you have done so.
Provided your customer’s feedback is generally positive, your next question is, “How would you feel about recommending us/me to other people you know?”
Again, this gives you an opportunity to gather feedback. If your customer is not comfortable with the idea of referring their friends or peers to you, ask them why. However, if the response is positive, it is time for your third and final question, which is:
“Can you recommend three people you know who I may be able to help?”
By asking for three names, you will get your customer thinking. With a little luck, they will get into a flow and you may end up with five or six, or even ten new names. Once you have the names, check with your customer how they would suggest you contact these people. They may be happy to offer an email introduction or to share their friend’s details with you.
From there, you can pick up the phone or send an email and schedule a time to chat with your potential new leads.
There you have it – three simple questions to potentially expand your customer base. All it will cost you is about an hour once a month! The added benefit is your customers will know you are excited to help other people. Even if they can’t think of someone off the top of their head, they may find a reason to recommend you over the next few weeks.
Give it a try – and good luck!
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