Steps to getting referrals
As a smalltime freelance consultant, referrals are a major tool in acquiring new customers.
Many of you will agree that advertising yourself (of your business) is just wasting money. You can’t compete against those huge marketingbudgets. But why should you?
So let me give you some pointers on getting customers to work for your business.
1. Examine
You have to understand, not every customer can be turned into a ‘voluntary salesforce’. You have to weed out the horde and look for people the express an interest AND have a great network.
2. Getting referrals
If you really want to get referrals, you have to ask the person involved if he’d be willing to recommend you.
This, for most freelancers, is the hardest part. How do you do something like that? Isn’t that cheap, sleazy, weird?
No, it isn’t. Really, it’s not.
3. Teach
You have to make sure that the people recommending you do it right. You have to provide them with decent information about your services and business. Keep that salesforce informed soldier!
4. Bargains
Sometimes, you just won’t get something for nothing. Meaning that the salesforce may need some ‘motivationing’ to help recommend you. Say like a free service, a discount,… You get the idea no?
5. Tracking
It’s always a good idea to keep track of your referrals. A simple question like ‘Where did you hear from me?’ will do.
Voila, that’s it.
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