getting referrals

What do you think regarding getting referrals? The best way to ask for them?
The best ways to incorporate seeking referrals into marketing?

Clearly, the first step to getting referrals is very happy customers.
Incentive systems are good as well -- i.e., the customer earns a credit or
commision for a successful referral. Any refinements on these or additional
ideas?

Thanks. I look foward to a good discussion on this.

I believe that getting good referrals is key to business success...

--
Robert Anderson

"Robert Anderson" <rbanderson@nospamnwlink.com> wrote in message
news:cvh13u0l3e@enews4.newsguy.com...
>
>
> What do you think regarding getting referrals? The best way to ask for
them?
> The best ways to incorporate seeking referrals into marketing?
>
> Clearly, the first step to getting referrals is very happy customers.
> Incentive systems are good as well -- i.e., the customer earns a credit or
> commision for a successful referral. Any refinements on these or
additional
> ideas?
>
> Thanks. I look foward to a good discussion on this.
>
> I believe that getting good referrals is key to business success...
>
> --
> Robert Anderson
>
The Guinness World Record for best salesman goes to Joe Girard who claims
his success is from his use of referrals. He actually gives anybody who
refers a customer to his dealership a bonus. It's written on the back of his
business cards which he distributes with great glee and abundance. (Buy his
book, it's worth the few bucks even though it's a bit old)

Back when I was top dog selling cemetery lots, I sold the lots at
promotional discounts if they would give me the names of seven people I
could call on, and if they would promise to take at least three of their
friends/relatives to see the property within six months. If no referrals and
no promise to visit, they'd have to pay full retail price. Non ever paid
full retail.

When I took on the Hurricane Steel chain link fencing distributorship I
called on hardware stores and taught them how to sell to do it yourself
customers and then got their store manager to introduce me to the nearby
chain store, and from there I was able to sell into every Boise Cascade
store in the Rocky Mountain area which put me in first place in competition
with 16 other branches.

Referrals work!!!

Wayne

Wayne Lundberg wrote:
> When I took on the Hurricane Steel chain link fencing distributorship
I
> called on hardware stores and taught them how to sell to do it
yourself
> customers and then got their store manager to introduce me to the
nearby
> chain store, and from there I was able to sell into every Boise
Cascade
> store in the Rocky Mountain area which put me in first place in
competition
> with 16 other branches.
>
> Referrals work!!!
>
> Wayne

Are there any guidelines for when referral bonuses may be perceived as
bribery? Suppose a vocal employee in a large corporation is very
pleased with your product and recommends it to other divisions. Is it
ok to offer this employee a financial incentive for helping recommend
your product? Do they expect it? What would be the correct thing to do
to show your appreciation for their efforts?

Referrals are the key to new business. Build rapport with your
customers with regular contact throughout the year and when you call on
them for a referral they are more likely to give it to you. Incentive
programs are good but not always necessary to be successful.

Keith Haig
Haig Consulting
www.haigconsulting.com

<el_roachmeister@yahoo.com> wrote in message
news:d0ba1701g7a@enews4.newsguy.com...
>
>
> Wayne Lundberg wrote:
>> When I took on the Hurricane Steel chain link fencing distributorship
> I
>> called on hardware stores and taught them how to sell to do it
> yourself
>> customers and then got their store manager to introduce me to the
> nearby
>> chain store, and from there I was able to sell into every Boise
> Cascade
>> store in the Rocky Mountain area which put me in first place in
> competition
>> with 16 other branches.
>>
>> Referrals work!!!
>>
>> Wayne
>
> Are there any guidelines for when referral bonuses may be perceived as
> bribery? Suppose a vocal employee in a large corporation is very
> pleased with your product and recommends it to other divisions. Is it
> ok to offer this employee a financial incentive for helping recommend
> your product?

that would depend on the large corporation's policies. I would generally
avoid directly giving x dollars for a referral but occasional gifts are
certainly a better idea. keep in mind that in many companies there is a
stated policy that prevent employees from receiving any gift and attempting
to circumvent the rule may get you banned by the company.