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Building Your Word of Mouth Referrals

Even in a media driven world, the most effective, and cheapest, way of growing your business is word of mouth. A personal referral from someone that you trust and respect requires no marketing or advertising budget.

How to start the “BUZZ” about your business...

BE GOOD – better than good – be excellent – turn somersaults, happy customers will promote your business for you.

YOU DON’T USUALLY GIVE TO RECEIVE, BUT… in this case – why not? Reciprocal referral agreements can work – e.g. a hairdresser gives out fliers or special offers to clients for a nail technician, and the nail technician hands out promotions for the hairdresser – both parties are winners – at absolutely no cost apart from the literature!

BUILD A FAN CLUB – your family, friends, employees and colleagues – they will always be “talking up” your business to acquaintances and friends – make sure that they know all about your business, capabilities – what makes you and your business different and special – they can then present a good case to others!

THE THREE N’S OF PROMOTION – Network, Network, Network – attend all relevant business to business events – join Chambers of Commerce, Business Networks, Clubs and Associations. Go with a goal in mind – to meet a specific person – introduce yourself in a innovative and memorable way – give out 20 business cards – get 20 back (but don’t just put them in a draw – e-mail the people you met – add them to a mailing or e-newsletter list – remind them how different your business is).

BECOME THE “FONT OF ALL KNOWLEDGE” – for your area of expertise anyway! Offer to do free presentations, lecture, write articles – but, do not do this as a way of getting your business in front of people – be focused on the real needs of your audience – and the new business will come...

NEWS FLASH – CUSTOMERS DON’T READ MINDS – how can you encourage your customers to refer you? ASK THEM – at the end of a piece of work, when you meet with them – at any point where they are feeling good about your business. If realistic and ethical, offer customers a discount whenever they refer someone to you.

TOUCH YOUR CUSTOMERS – this doesn’t mean you have to give them a hug to say how much you love them! Keep in contact with them – alert them to articles, highlight useful websites, send them business tips, do a newsletter, or even better an e-mailed newsletter – don’t restrict it to your customer base – do the same with potential customers, influencers who may be able to refer your business – the list is endless...