A key concept for a successful Referral Strategy is the Magnitude of your Gratitude. You have lots of potential people to thank – here are six steps to making the most of your gratitude.
In this example, Bob is your current customer and you’ve just completed the transaction and delivered your service to him.
- Start by thanking Bob again for this transaction and asking for any internal or external referrals. You don’t get what you don’t ask for. An email is good, a phone call better and a hand-written note the best.
- If Bob does offer you a referral to his colleague Sarah, thank him for his help and support.
- After contacting Sarah and mentioning Bob’s referral, thank her for her time, even if nothing comes from it.
- If Sarah does buy something, thank Bob again for the referral and Sarah for the new business.
- Once you turn Sarah into a raving fan, then ask her for repeat business as well as internal or external referrals.
- And the beat goes on …
Sounds like a lot of time spent expressing gratitude, doesn’t it? Absolutely. But, since most people don’t bother to do anything, what you do will clearly and positively differentiate you from the pack of ungrateful amateurs you compete against who are too lazy or too lame to say ‘Thank You’.