Referrals is probably one of the most powerful ways of generating new prospects or leads. Get out your customer list and make a compilation of your 50 best customers. Give them a call and ask how they thought the last print project was and if they were satisfied with your service.
Writing the referral script:
Start with an opening question or statement and state the problem you’ve solved or the need your product/service has met.
Opening statement/question: “Can i ask you a question?” or “I was wondering....”
State the problem: “You brought us in, basically, because of your frustration with the performance of your past printer. And your instincts and data have shown that your decision to bring us in has boosted the quality and profit by 11%. Do you think you’ve seen a good return on investment?
Check for agreement and ask for a referral. If they agree with you. Then ask who they now who could use your product or service. Notice we aren’t asking them if they know someone. We are assuming they have plenty of relationships they can pull from. Eg. “I’m glad to hear we’re meeting your expectations. You may or may not know this, but our company is built upon relationships like yours...which made me wonder who you know. Other companies or other business owners, who could use our help? Would you please introduce them to me?
Before the referral call, you can also browse their Linkedin profile and look at who they have interacted with recently that you think might be a good customer for you. You can then call and say a specific name for a referral.
Thank them and then qualify or quantify the referral: Your client gives you a name. When you first get that referral, quantify or qualify it with a question: “Thank you for that name. I’m curious, why do you think of Mr. / Ms. Customer would be interested in talking to me?” You’ll hear some insights as to whether there’s a need you should be aware of or if it’s just a good connection.
Ask for an introduction: “Would you be comfortable calling him/her for me to make the introduction?” Then, after a yes, “when do you think you’d be able to make that call?”
Thank the person. When you receive referrals, thank the source. Show gratitude by giving gifts. If that is not allowed, at least send a thank-you note. This would be a real note, not an email. Then keep the person updated on the status of your new relationship.