How to Ask Customers for Referrals

We enjoy interacting with our customers and do an excellent job of focusing on their needs. It is also fair to leverage these conversations to help build our business. Here are typical excuses for not asking for referrals ... and ideas to help you overcome these hurdles. Because your customers already know and trust you it should be easy for them to refer you, and the odds of winning new customers is greater when this happens.

• You think referrals should happen automatically? This is wishful thinking as very few people do this and it is a learned skill. Your customer may not think of this (unless they are in business and involved in sales themselves) ... until you simply ask them.
• You are afraid to ask (but it does get easier with practice, especially when practice brings success)? Wait until your customer has experienced your products or services. Most often they will say "Of course I'd be happy to."  One way to determine if they're ready to refer you is by asking for a testimonial which I'm starting to do for My Handyman.   
• You don't know how to ask? Listen for the perfect opportunities to ask. When they tell you "We love your product" or even better, "Thanks for helping me find a solution to this problem." That's the perfect time to ask if your customers know anyone else who would love your product.
  
  • One idea I haven't tried yet ... "If you were in my business, what 3 people would you call?" Any type of question that helps you learn how your customers feel should work - go for it.
• You are uncomfortable about asking a favor? If you believe you bring value to one customer, then  asking if you can provide similar value to someone they know, should be a win-win for everyone.

The ideas shared here are not mine along, but a summary of an article written by Barry Farber who is a noted speaker and author.

 

Comments

[Charlene]

Tina,
You are correct in that you can ask for referrals and the information you share is valuable.

To add to what you have written, I highly recommend that when we receive a referral from an existing customer, friend, relative, etc. is that we thank them.

Some examples of a thank you can be a nice hand-written note or a coupon or small special gift. It should be something that shows our appreciation and reflexs the value of the referral in relation to our business's products or services.

I suggest establishing a system or process into the business. This will help make it a standard practice so in the hectic daily schedule of business ownership we don't forget those we appreciate - our customers.