The number of referrals a business receives within a year's
time often determines its success. Some experts believe
referrals are the key to closing sales; and that your
company would soon be swirling down a black hole of disaster
without them. With a little guidance, a new business owner
can learn how to generate 'solid' leads.
Network with Others
Referrals can come from a number of sources with some
costing some serious money and others being essentially
free. There are networking groups such as eNetwork Business
Partners or the Chamber of Commerce that are great places to
meet other business owners who are happy to help you market
your goods or services so long as you are willing to do the
same for them. A business conversation can easily morph
into a marketing opportunity. Some of these networking
groups can be quite expensive but they require little of
your time and a large potential for referrals.
Attend Trade Shows
Trade shows can be a great source for referrals if you use
the opportunity effectively. Invest in a nice banner that
displays your company logo, website, and phone number. Try
to lease a booth that is near a main entrance or walkway.
High traffic areas carry the most potential prospects. Be
creative and raffle off a product or service. One FREE
giveaway can generate a list of 100 or more leads. The
money you spend in material and freebies will be well worth
it in the long run.
Share Your Business
If you have lousy people skills, then you probably won't get many referrals.
But, if you are knowledgeable about your products and services and have been
blessed with the gift of gab, then you can turn any conversation into a
potential referral. People in your family and circle of friends can help you
land more referrals than you could dream of. By simply telling the right person
about your company and handing out some business cards may help you cultivate a
lot of referrals to, and the best part is, they are doing your work for you!
Write Interesting Material
There are inexpensive methods to get referrals all over. The Internet has
publications, ezines, and newsletters in your field that you could write
articles for and submit for publication. The people reading these online
resources are already in your target market so it is a great place to fish for
referrals. Make sure to embed a hidden link to your website within the article
and you will be rewarded with a lot of visitors coming to your site after
reading your article.
Join Affiliate Programs
Internet gurus stress the importance of using Affiliate Programs. Some claim
that a website that only specializes in affiliate programs will earn you
thousands of dollars for doing nothing. But, the real advantage of an affiliate
program is "getting the news out." Each time someone signs up for your
affiliate program, a link, or banner appears on the affiliate's site. It's an
inexpensive way to advertise your business in a more adverse market.
Employ Marketing Materials
Generating referrals takes someone who has some marketing knowledge. If you're
a "people person," you should have no problem obtaining referrals from casual
conversations. When you're fortunate enough to meet with business
professionals, don't forget to ask for their business card. Your business card
will leave a lasting impression.
In a few weeks, send a "Thank You" card reminding them how much you enjoyed
meeting them. Enclose a flyer, a brochure, a few business cards, or even a
discount card. Ask them to pass along the savings to friends, family members,
or colleagues that can best use your products or services. The process never
ends.
Referrals can take your business's success from ordinary to extraordinary. Take
advantage of any opportunity presented to you. Socializing and meeting with
other business professionals can give your business the boost it needs. Use the
tools of the referral trade and before you know it you will have more business
than you ever thought possible.
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About the author:
About the author: David Kingston writes exclusively for
FAT Marketing,
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