Ignite a Firestorm of Referrals
You’ve invested monumental amounts of time, effort, and resources to create a legion of happy customers. You bend over backwards to please them. You help solve their problems. You provide a quality product. You deliver above-par customer service. A little reciprocation is not unreasonable to expect. In fact, most happy customers would be delighted to provide referrals if you would just show them how!
A Referred Prospect is a Superior Prospect
A referred prospect is superior to a prospect acquired in any other fashion:
They convert to sales at a higher rate
Their transaction sizes are larger
They are less price resistant
They are less likely to shop you around
They are more likely to also refer others
Much of your new business may already come from referrals and “Word-of-Mouth” advertising. Don’t let this lead you to think you don’t need to focus on this area! These naturally occurring referrals represent only a small, erratic percentage of the possible referral activity in play. Without a diligent, systematic, company-wide referral facilitation program you are missing out on a tremendous growth opportunity.