A recipe for quality referrals

Who is your ideal client? What do you do? Answering those two questions could easily provide you with a recipe for referrals and an instant increase in revenue. First, when was the last time you examined your client profile? Do you know what your client profile is? For a quick start, go through your database and find all the common denominators for your clients. Find all of the common demographic and geographic details, if any. Find all the common sources of how they found out about your services. You want to know what the majority of your clients have in common. This will provide you with a basic client profile. You can refine and define the client profile more clearly from there.  Once you have established your client profile, you have a better idea of how to find your ideal and real clients. Real clients are the ones who naturally compile your database and naturally seek your services/products. They have the most common denominators. Ask yourself, are they in a specific geographic area? Are they male or female? What is the age group? What are their interests? How do they find out about your product or services? Knowing this information allows you to focus your marketing efforts with better accuracy; saving you time, energy and a lot of money.  Speaking of accuracy, you can’t be everything to everybody. Knowing exactly what you do and exactly who would benefit the most from what you do is extremely valuable. You increase your credibility, establish your expertise and formulate a natural niche.   As people come to understand what it is you do and what your expertise is, they feel more comfortable referring others to you. Once you’ve established your client profile, you can confidently share with existing clients (especially the ones that sing your praises) and others, the type of clients you are looking for. Having a client profile coupled with a clear marketing message, allows others to pre-screen potential leads for you. They clearly know who you are looking for, what you can and cannot do; and how you can and cannot help others. Which increases the chances that those they do refer to you are better suited to be your clients. The more specific your client profile, the better.  Armed with a client profile and clear marketing message you should: • Connect and add value on a regular basis. Identify your raving fans (clients who think you walk on water) and ask if they know of anyone (that fits your client profile) who could use your services.  • Mix-in a personal touch. For example, each time you meet with a new, existing and potential clients, try sending them a handwritten note. It not only adds a personal touch to your service, but it establishes the fact that you value them enough to make the effort. Your act of kindness and thoughtfulness will go a long way. In addition, clients will remember that “personal touch” when they make referrals.  • Reconnect with past leads. Refresh the connections you made with potential clients. Ask about their current business needs and concerns. Provide them with free resources and/or tips and tell them what’s new about your products and services.  • Respect the referrals you receive by providing each one with exceptional service. As your referrals increase, continue to review your database for changes in your client profile. Send a short client survey to each client after service or purchase of a product. This is also a great way to learn about new needs or outdated practices. Ask them for a testimonial and post it on your website, blog or brochure.    Understanding who your real clients are and clearly conveying what your specialty is is a recipe for quality referrals.      2009-09-28T18:45:40Z

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a-recipe-for-quality-referrals

2009-09-29T09:44:11Z

2009-09-29T16:44:24Z

Who is your ideal client? What do you do? Answering those two questions could easily provide you with a recipe for referrals and an instant increase in revenue.

A recipe for quality referrals

2009-09-29T16:44:24Z