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Casual Articles - Referral Business: 3 Steps to Generating Unlimited Referrals
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5) How would you evaluate the competitiveness of the price you received on your product?
EXCELLENT / GOOD / FAIR / POOR
6) Overall, how would you rate the service you received during this transaction?
EXCELLENT / GOOD / FAIR / POOR
7) Have you ever purchased a similar product from a company other than Your Company Name? YES / NO
8) If you answered YES to question #7, would you say we were: BETTER / SAME / WORSE
9) Would you recommend us to a friend or relative? YES / NO
These questionnaires will serve as testimonials for the next step in the creation of your referral business.
Step #3: Generate more referral business
Use your client’s testimonial to target everyone in their c
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Step#1: Wow your clients
The first step to generating referral business is to go out of your way to demonstrate a high level of service to EVERYONE who comes in contact with your business – not just clients.
Everyone who comes in contact with your business is a potential customer or referral source. As a mortgage lender, I’ve had service people come into my office, see how we do business, and ask about refinancing.
But how do you “wow” your clients and others to generate referral business?
Basically, you will need to be honest, knowledgeable, friendly, professional, and deliver on your promises.
Exceed their expectations. Set yourself up to succeed. If you think a task will be completed on Wednesday, tell your client it will completed on Friday. Then, when you call them on Wednesday to report that the task has been completed you’ll look like a superstar because you exceeded their expectation. In short, deliver ahead of schedule.
Communicate proactively. Find out why your clients call and stop them from calling by answering all questions ahead of time. In the mortgage business, I found that clients and everyone else involved in the transaction would call for status updates. So I put a system in place to communicate updates to everyone automatically. Now, my phone doesn’t ring because clients get regular scheduled updates.
Give unexpected bonuses. Give your clients some kind of surprise bonus. Give them more than what they expected. Your bonus could relate to your product or it could be in the form of a gift. Here are a few gift giving ideas to help generate referral business:
Before the sale
Try to give your clients something right up front. Try giving clients a $5 gift card before they even agree to do business with you.
During the sales process
Send cookies to both spouses’ work with a thank you note and plenty of your business cards so they can give them to co-workers. This is a excellent technique for creating referral business.
After the transaction is complete
Send flowers to your clients’ home.
Step #2: Collect testimonials
Now that you have wowed your clients, get a testimonial from them.
In fact, it would be a great idea to survey your clients at the beginning, middle and end of the sales process immediately after they have received one of your gifts.
Collect your surveys in writing by using short, quick answer questionnaires – 10 questions or less. Here are sample questions for your questionnaire:
1) Why did you choose to do business with us?
2) Was your transaction closed on time? YES / NO
3) How would you rate our courtesy? EXCELLENT / GOOD / FAIR / POOR
4) How would you rate our efficiency and speed? EXCELLENT / GOOD / FAIR / POOR
5) How would you evaluate the competitiveness of the price you received on your product?
EXCELLENT / GOOD / FAIR / POOR
6) Overall, how would you rate the service you received during this transaction?
EXCELLENT / GOOD / FAIR / POOR
7) Have you ever purchased a similar product from a company other than Your Company Name? YES / NO
8) If you answered YES to question #7, would you say we were: BETTER / SAME / WORSE
9) Would you recommend us to a friend or relative? YES / NO
These questionnaires will serve as testimonials for the next step in the creation of your referral business.
Step #3: Generate more referral business
Use your client’s testimonial to target everyone in their ce
Very few of us are born knowing what we want to be when we grow up. Often we end up in a job seemingly by chance, doing what someone else – a teacher or parent - thinks we would be good at. Or we do something because we find it easy and drift from school to college, taking our best subject and then whatever job most graduates in that discipline opt for, or the first job we are offered.Even when we make more conscious career choices, dissatisfaction can creep in after a year or two. The problem is that we are unique individuals, with a huge variety of skills, preferences and knowledge, but jobs are simply not built to fit indivi
Basically, you will need to be honest, knowledgeable, friendly, professional, and deliver on your promises.
Exceed their expectations. Set yourself up to succeed. If you think a task will be completed on Wednesday, tell your client it will completed on Friday. Then, when you call them on Wednesday to report that the task has been completed you’ll look like a superstar because you exceeded their expectation. In short, deliver ahead of schedule.
Communicate proactively. Find out why your clients call and stop them from calling by answering all questions ahead of time. In the mortgage business, I found that clients and everyone else involved in the transaction would call for status updates. So I put a system in place to communicate updates to everyone automatically. Now, my phone doesn’t ring because clients get regular scheduled updates.
Give unexpected bonuses. Give your clients some kind of surprise bonus. Give them more than what they expected. Your bonus could relate to your product or it could be in the form of a gift. Here are a few gift giving ideas to help generate referral business:
Before the sale
Try to give your clients something right up front. Try giving clients a $5 gift card before they even agree to do business with you.
During the sales process
Send cookies to both spouses’ work with a thank you note and plenty of your business cards so they can give them to co-workers. This is a excellent technique for creating referral business.
After the transaction is complete
Send flowers to your clients’ home.
Step #2: Collect testimonials
Now that you have wowed your clients, get a testimonial from them.
In fact, it would be a great idea to survey your clients at the beginning, middle and end of the sales process immediately after they have received one of your gifts.
Collect your surveys in writing by using short, quick answer questionnaires – 10 questions or less. Here are sample questions for your questionnaire:
1) Why did you choose to do business with us?
2) Was your transaction closed on time? YES / NO
3) How would you rate our courtesy? EXCELLENT / GOOD / FAIR / POOR
4) How would you rate our efficiency and speed? EXCELLENT / GOOD / FAIR / POOR
5) How would you evaluate the competitiveness of the price you received on your product?
EXCELLENT / GOOD / FAIR / POOR
6) Overall, how would you rate the service you received during this transaction?
EXCELLENT / GOOD / FAIR / POOR
7) Have you ever purchased a similar product from a company other than Your Company Name? YES / NO
8) If you answered YES to question #7, would you say we were: BETTER / SAME / WORSE
9) Would you recommend us to a friend or relative? YES / NO
These questionnaires will serve as testimonials for the next step in the creation of your referral business.
Step #3: Generate more referral business
Use your client’s testimonial to target everyone in their c
Instead of getting a second job at your local retail store or pizza place, maybe you should try using freelance work to add to your income while acquiring customers and providing services in your spare time.Twenty years ago, the only way to make a supplemental income was to go find a low-paying second job at night or on the weekends. Then you were always the person with the worst hours and the worst pay. Now there is a much nicer alternative with much better hours and pay. You can even do freelance work from your own home.Things have definitely changed. With freelance work, you are not limited by transportation or geo
Give unexpected bonuses. Give your clients some kind of surprise bonus. Give them more than what they expected. Your bonus could relate to your product or it could be in the form of a gift. Here are a few gift giving ideas to help generate referral business:
Before the sale
Try to give your clients something right up front. Try giving clients a $5 gift card before they even agree to do business with you.
During the sales process
Send cookies to both spouses’ work with a thank you note and plenty of your business cards so they can give them to co-workers. This is a excellent technique for creating referral business.
After the transaction is complete
Send flowers to your clients’ home.
Step #2: Collect testimonials
Now that you have wowed your clients, get a testimonial from them.
In fact, it would be a great idea to survey your clients at the beginning, middle and end of the sales process immediately after they have received one of your gifts.
Collect your surveys in writing by using short, quick answer questionnaires – 10 questions or less. Here are sample questions for your questionnaire:
1) Why did you choose to do business with us?
2) Was your transaction closed on time? YES / NO
3) How would you rate our courtesy? EXCELLENT / GOOD / FAIR / POOR
4) How would you rate our efficiency and speed? EXCELLENT / GOOD / FAIR / POOR
5) How would you evaluate the competitiveness of the price you received on your product?
EXCELLENT / GOOD / FAIR / POOR
6) Overall, how would you rate the service you received during this transaction?
EXCELLENT / GOOD / FAIR / POOR
7) Have you ever purchased a similar product from a company other than Your Company Name? YES / NO
8) If you answered YES to question #7, would you say we were: BETTER / SAME / WORSE
9) Would you recommend us to a friend or relative? YES / NO
These questionnaires will serve as testimonials for the next step in the creation of your referral business.
Step #3: Generate more referral business
Use your client’s testimonial to target everyone in their c
During my sophomore year of college, my roommate Ted decided to transfer mid-semester.Fortunately he was he was a total jerk and a drug addict who didn’t respect my personal space, so that worked out well.Anyway, when I returned from class one day, he was gone. His clothes, his posters, everything was gone.Even his TV.Oh no, not the TV! I thought.Initially, I was scared.No TV? How will I watch Dawson’s Creek? This is terrible! (Shut up. It was a great show.)But after a while, I stopped missing it. I found other constructive ways to spend (er, invest) my time, namely,
After the transaction is complete
Send flowers to your clients’ home.
Step #2: Collect testimonials
Now that you have wowed your clients, get a testimonial from them.
In fact, it would be a great idea to survey your clients at the beginning, middle and end of the sales process immediately after they have received one of your gifts.
Collect your surveys in writing by using short, quick answer questionnaires – 10 questions or less. Here are sample questions for your questionnaire:
1) Why did you choose to do business with us?
2) Was your transaction closed on time? YES / NO
3) How would you rate our courtesy? EXCELLENT / GOOD / FAIR / POOR
4) How would you rate our efficiency and speed? EXCELLENT / GOOD / FAIR / POOR
5) How would you evaluate the competitiveness of the price you received on your product?
EXCELLENT / GOOD / FAIR / POOR
6) Overall, how would you rate the service you received during this transaction?
EXCELLENT / GOOD / FAIR / POOR
7) Have you ever purchased a similar product from a company other than Your Company Name? YES / NO
8) If you answered YES to question #7, would you say we were: BETTER / SAME / WORSE
9) Would you recommend us to a friend or relative? YES / NO
These questionnaires will serve as testimonials for the next step in the creation of your referral business.
Step #3: Generate more referral business
Use your client’s testimonial to target everyone in their c
Usually, we’re most interested in communicating outwardly; getting our messages out to others. But finding ways to hear what’s going on around us can be just as important.Let’s start by identifying three different types of listening we do. The first type - informal listening - comes naturally, as in listening to another person. I take in what you have to say, and how you say it.A second type, competitive intelligence, is a systematic process for monitoring sources and gathering information. That information is aggregated, processed to bring out the important points, and distributed to others who can use it to make decisi
5) How would you evaluate the competitiveness of the price you received on your product?
EXCELLENT / GOOD / FAIR / POOR
6) Overall, how would you rate the service you received during this transaction?
EXCELLENT / GOOD / FAIR / POOR
7) Have you ever purchased a similar product from a company other than Your Company Name? YES / NO
8) If you answered YES to question #7, would you say we were: BETTER / SAME / WORSE
9) Would you recommend us to a friend or relative? YES / NO
These questionnaires will serve as testimonials for the next step in the creation of your referral business.
Step #3: Generate more referral business
Use your client’s testimonial to target everyone in their center of influence. Send your testimonial to prospective clients and referral business partners along with an approach letter.
More on the approach letter in a moment; first, here is a list of potential referral business partners that can be targeted after a mortgage transaction just to give you some ideas:
* HR manager at their work
* Listing real estate agent and that agents entire office
* Selling real estate agents and that agents entire office
* CPA
* Financial planner
* Insurance agent
* The seller of the home on a purchase transaction
* Title Company
* Real estate appraiser
* Neighbors
Now, do you need some ideas for writing your cover letter? To download three approach letter samples visit: www.Mortgage-Leads-Generator.com/a/approachletter.htm
In summary, incorporate these ideas into the way you conduct business and you will automatically deliver such a high level of service that your clients will jump at the chance to tell their family, friends, and co-workers about your service.
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