Most of us don't need convincing that a large percentage of new business comes from 'word of mouth'. But, when it comes to taking an active part in getting client referrals we freeze! Why is that I wonder? Is because you don't believe that what you offer is of value? Is it because you are fearful of rejection? Both natural human responses.
BUT, I assure you, if you are offering value to existing clients and they are coming back for more, then you are definately offering something of great value and it deserves to be shared don't you think?
Here's my top 3 tips for getting client referrals:
1. Ask for them
The simple most effective way to get referrals from existing clients is to ask for them. Don't apologise for that, there is no need to feel bad about it. Say something like:
"I don't usually advertise, but I would love to help anyone you know with the same problem. Would you mind giving my card to anyone that could benefit?"
2. Reward those who give you referrals
Offering a reward for referrals is a great way to encourage people to remind others about you. Don't feel that you are 'buying' the referral, as they won't refer if they don't value what you do. People really appreciate being thanked. Offering a $10 voucher off their next visit (to use within 30 days) is a great way to reward them as well as keep your pipeline topped up with regular repeat visits.
3. Have a simple referral system
A system is simply something that works for you that you repeat to keep getting a result. The system could be as simple as 1-2-3. 1. Ask 2. Thank 3. Remind.
By asking for referrals, always thanking them, and continually reminding them (this could be verbally, through your newsletter or using a poster in your office), you will find you continue to get referrals. By reminding your clients that "the greatest compliment they can give you is to refer their family and friends", you will find that health business will continue to grow.
I would love to hear about your favorite referral methods....so post your comments below.
Oh, and if you liked this post, don't forget to share it with your friends!!
To your health practice success...
Krishna
3 comments:
Great rererral tip from @TWOCOMMACOPY on twitter:
#MARKETING TIP: ASK for "a referral" when ur prospect is in their happy & satisfied state. ASK for someone just like them.
Thanks Krishna. I've tried a few referral systems, and the one that gets the most positive feedback, is, curiously, a handwritten thank-you card that the client can display proudly on their office desk or at home... which opens up many conversations with their visitors about why they got the card.
Yes Olwen, the personal touch has certainly made a comeback! It's still a great way to stand out from the crowd...great to hear that it is working for you.
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