When you work relationally, your relationships are your business. One of the best ways to build trust and relationships with your clients is to offer outstanding customer service. Once your clients like and trust you, they’ll be more likely to refer you to their family and friends. The best time to ask for a referral is when you’re working with your clients on a transaction; however, the second best time is now. Since you’re likely busy closing deals and connecting with your clients more often at this time of year, you have many opportunities to ask for referrals. Every time a client refers you, be sure to show your appreciation. Here’s how:
Acknowledge the referral right away.
When you’re busy, it’s easy to let acknowledging a referral slip through the cracks. Acknowledging it right away shows your care and appreciation. Once you’ve entered the information into Referral Maker CRM, reach out to the client who referred them to thank them for the referral.
Thank them with a small gift.
Small gifts don’t have to break the bank. Something simple such as a gift card to the local coffee shop, restaurant or store will suffice. If you know the client really well, then choose something more personal, such as a gift certificate to their favorite restaurant or shop or something that pertains to their favorite hobby (e.g., if your client is a gardener, consider a gift card to a local plant nursery or perhaps a plant that would look great in their yard or on their deck). The rewards should be a sign of your appreciation for referring you, not a guarantee; a heartfelt way of saying ‘thanks’ rather than a payment for referring business.
Make it personal with a personal note.
Write a handwritten note to thank them for the referral and reassure them you’ll take care of the person they referred. The touch of the handwritten note shows you truly appreciate your client referring you.
Although it’s ideal that the referral will lead to a closed transaction, that’s not always the case. In some cases, they may not close a deal right away. What counts is the act of referring. Each time your clients refer you, you have the opportunity to build your relationship and boost your chances for future referrals. Remember to use Referral Maker CRM to help you manage your referrals and see who’s referring you the most.