By: Angie Segal

Do referrals as a marketing strategy make sense for your business?  For most businesses the answer is yes.

What are you doing to generate strong referrals for your business?

First, ask yourself who do you give referrals to?

People and businesses that have impressed you and operate with integrity, strong follow up and consistently good service.  Make sure your business lives up to that standard.

Second, why should people use your service and recommend it to others?

People need to understand what you do, and everything you do.  Have you effectively gotten that message across?

Third, who is your target market and do people understand who that is?

People need to understand who a good customer is for you before they can effectively refer business to you.  Make sure you have educated them on who they are.

Fourth, what are you offering?

Many people operate always listening to WiiFM – What’s In It For Me?  Would be nice if everyone followed the principle of serendipity, but that’s probably a future tip of the week.  What benefit is there for people to refer business to you?

Finally, do you express gratitude for those referrals?

Make sure you let people know how much you appreciate their referrals. So often, we forget to take a moment to say thanks.

Referrals are an effective, cost-efficient way to build business.  Remember to be the type of businessperson someone would be proud to refer to and ask for referrals from your fans and partners.

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