10 Ways to Generate More Sales Referrals

Alright, let’s face it... Every good business person wants to be better at generating sales referrals, but nobody likes the process. Expanding your clientele with referrals can be a daunting and awkward task, and if you’re going to put yourself out there over and over again, you want it to pay off. Right?

Let's make it easier. Here are 10 strategies for generating more sales referrals. And while I’m at it, I’m going to help you make the process more efficient and less awkward. Read on to find out how. 

#1 Give more referrals.

You’ve probably heard the saying, “the more you give, the more you get.” Well, that’s exactly the philosophy that you should have about sales referrals. When you show some love to other businesses, they’re more likely to show some love back to you. It’s that simple.

#2 Keep talking about referrals...

Referrals are a necessary part of your day-to-day business operations. Without a constant stream, sales can plummet pretty quickly. So, to keep those referrals coming through the pipeline, make them a part of your business’s culture. 

Think about all the ways you market to current and prospective clients (phone, email, social media, conferences, meetings, etc.) and make sure that each of these methods includes an opportunity to refer. 

#3 ...But be specific.

Make sure you’re clear about the types of people you’re trying to connect with. If you’re vague when asking for referrals, you set yourself up to reach an audience that doesn’t even need your product or service. You want to get straight down to business, so be specific about who can benefit from your business and ask for those introductions from the get go.

#4 Ask for introductions, not leads or customers.

And while we’re talking about the “asking” process, it may be helpful to stop calling them “referrals” and start calling them “introductions.” When you sound too “salesy,” you could risk turning your clients off. 

When you simply ask if your client knows someone else who could benefit from what you’re offering, you’ll find that a natural conversation is more likely to ensure. Then, just ask your client to introduce you. Less awkward. More efficient.

#5 Ask at the right time.

Timing is everything. Capitalize on a positive experience by asking for a referral. Maybe a customer has just gotten a great deal on your product or service… if so, follow up with a referral request. Maybe someone has just left you a stellar review… if so, follow up with a referral request. You get the idea.

When you’ve got clients or customers who are happy doing business with you, offer them a chance to introduce you to someone else. They’re much more likely to do so when they’re impressed with you.

#6 Make it very easy. 

You’re busy, and so are your customers. And if you’ve only got your customer’s attention for a minute or two, it’s important to give them everything they need for referral. That way, all they have to do is click a quick link or share on social media. 

If there’s too much work involved, like forms to fill out or calls to make, they’ll simply go on about their day. 

#7 Hold your own networking events.

Invite your current clients (and your prospects!) to exclusive networking events, lunch & learns or masterminds. Show them you value them whether they choose to do business with you or not. Then, watch as your current clients mingle with your prospective clients and begin to do your marketing for you through simple “word-of-mouth.”

You can also use these events to do some good old-fashioned face-to-face marketing for your business. Use Tip #4 above and make sure to get as many valuable introductions as you can. You can capitalize on these intros for months to come if you play your cards right.

#8 Hold yourself accountable to “ask metrics.”

Take out the calendar, determine how many referrals you’ll seek out per day, and hold yourself accountable to the plan. You’re much more likely to see results when you stay consistent, and you’re much more likely to stay consistent when you’ve got a calendar reminding you of your goals.

#9 Cultivate a reputation of expertise.

When you’re constantly producing useful content, like articles, videos, and referrals to other quality businesses, people will begin to take note of your expertise. And when people see you as an expert in your field, they’re likely to refer their friends or colleagues to you when they’re in need of help. 

Everyone wants to consult a trusted expert. Make sure your audience knows that you’re the pro to go to!

#10 Go beyond your existing client list.

Instead of hitting up your existing clients over and over again, reach out to your whole network. Think about all of the different avenues you could travel: past customers, colleagues, connections, social media followers, family, and even old classmates. 

The more people you reach, the more leads you’ll get, resulting in (you guessed it!) more introductions!

If you’re looking for help with more strategies for generating leads and customers online, Mojo Global is here for you. Send me a message here on LinkedIn to see what possibilities are available for you.