Some small businesses generate a majority of their sales from referrals. If that’s true for your business … how many touch points are there in your interactions with customers that result in planting seeds or asking for referrals? When talking with your prospects for the first time do you mention that you get a majority of your business by referral and ask them how they learned of your story? When someone complements you on a great job do you ask them if they know anyone else who would benefit from what you do? Do you have a consistent approach to asking for referrals when a job is complete? Many businesses that live and die by referrals can increase their business by talking about it and asking for help from your customers. Many of your customers will not realize that you’re dependent on them for your success. The “word of mouth” that you receive is often more about how you approach you’re customers than random chance. Do you’re part and make your customers feel important. They’ll often open their address books and do more for you than you expect. You just have to ask.
