<p>Did you know that as a solopreneur referrals are one of the best ways to market your business?&nbsp; Simply put, it doesn’t cost you a penny to get a referral.&nbsp; So why is this technique oftentimes exchanged for costly advertising?&nbsp; Referrals get the back burner because of the following:<br><br><b>Problem:</b> We don’t ask current client’s for referrals because we assume that all of our client’s know that we are looking for new client’s.<br><b>Solution:</b> Assume nothing.&nbsp; Unless your client’s are telepathic then how would they know that you are looking to expand your client base?<br><br><b>Problem:</b> We’re not sure how to move in for the kill to ask for and secure a referral.<br><b>Solution:</b> The next time your client pays you a compliment about the work you have done for them, slip something like this into your conversation.&nbsp; “I’m so glad you find value in the services I provide to you.&nbsp; I’m hoping to secure another client over the next couple of months.&nbsp; Do you happen to know anyone that is looking for a graphic designer?&nbsp; More importantly, someone that specifically needs identity branding?”&nbsp; It’s important that you give specifics when asking for a referral.&nbsp; Each of your client’s probably know of roughly 100 people personally and professionally.&nbsp; You can’t expect them to keep tabs on what each one is currently in need of.&nbsp; But because your request is specific it will ring a bell with your client.&nbsp; For example at the last Chamber of Commerce meeting they attended they met someone that was looking for business branding.&nbsp; Bingo!&nbsp; The connection between you and this new person has been made.<br><br><b>Problem:</b> We are really busy right now and don’t have time to market our business.&nbsp; But as soon as we have some free time we’ll market again.<br><b>Solution:</b> This kind of marketing will get you nowhere.&nbsp; Being an entrepreneur means you are marketing your business all of the time whether you are busy or not.</p><p>*<b>Problem:</b> We fail to follow-up.<br><b>Solution:</b> When given a referral opportunity always follow up with a “thank you”.&nbsp; Even if the prospect doesn’t work out for you, you are still obligated to thank the person who gave you the referral.<br><br>Now that we’ve worked thru some of the reasons why we haven’t been successful with referrals, let’s fast forward to how we can capitalize on getting good referrals.<br><br><b>People you already know:</b> Family, friends, and colleagues that support your business&nbsp; can be a very valuable resource.&nbsp; Who better to talk up your business to their acquaintances than people that know you and your work ethic first hand?<br><b>Network:</b> Align yourself with others that are specific to your industry.&nbsp; Whether you join your local Chamber of Commerce or BNI, or online forums you have to get your name out there and let people know what it is that you do and the industry that you serve.<br><b>Capitalize on your knowledge:</b> Do you have a specialty within your business?&nbsp; If so, why not offer a free seminar so potential clients can get to know you and see that you truly are an expert.<br><b>Stay in touch:</b> The Internet is such an easy way to stay in the forefront of your potential client’s minds.&nbsp; Why not contribute blog posts where your target market is hanging out, or sending out an e-newsletter.<br><br></p> 2008-10-13T21:52:50Z -16.5915 388 1944 true 15 15377 referralsmake-them-work-for-you 2 2008-10-15T22:52:20Z 2008-10-15T22:52:20Z

Are you capitalizing on referrals to increase your business? If not you could be squandering away a valuable and free resource.

0 2009-02-24T09:46:32Z