Q&A: Referrals!

Referrals are the most valuable form of lead generation. So what makes a good referral? A good referral is in the eye of the beholder.

Q: I run a small service based business and am always looking to generate more clients do you have any advice for me?

A: Yes I do have advice for you and in a word that advice is referral’s, referral’s referral’s

Referrals are the most valuable form of lead generation.

So what makes a good referral? A good referral is in the eye of the beholder.

People like doing business with people they know, like, and trust. Become a trusted, credible partner and company leaders will want to refer business to you.

But…how do you ASK for a referral?

1. People love giving referrals, especially if they love doing business with you. But people don’t just give. They give because you asked them to. Same goes with LinkedIn. People will rarely recommend you unless you ask for the recommendation. So, step one to getting a referral, is asking for one.

2. Identify your ideal client. Then, find a way to showcase how you helped a similar prospect. It’s easier to have someone refer business to you when you can show them exactly how you helped someone in their shoes. It helps make you more credible. So next time you’re on a call, be descriptive. Use key figures in your delivery. Try this next time you’re on the phone with a current client: “Hello, Megan. I love working with eCommerce companies. I was able to help one of our eCommerce-customers save more than 50 percent on their Google AdWords account, and double their revenue in just eight months. Do you know anyone that I can help? I would love to receive a direct introduction.”

3. Give references, too. When you give, you get. Share a reference to get one in return.

Bonus Tip: Some people need an incentive to refer business to you. So, give them a bonus for their introduction. Sometimes, offering credits with your company, or sending a giftcard can be a great way to reinforce your gratitude. But…make sure it’s legal. Some companies cannot accept any incentive offers.

This question was answered by Yossi Apfelbaum CHYE Mentor

Yossi Apfelbaum is the CEO of Ajax Union an Online Marketing Company in New York City. Ajax Union was featured in the INC 500 2012 as once of the fastest growing companies in the United States. Joe is also a Certified Google Trainer and a business mentor. Yossi is also a Business Mentor at CHYE for more information logon to CHYE.info/Mentors

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