Many companies out there are always looking for ways to increase their sales. Well, referrals are actually the only way a business can grow and start making huge profits.
There are very many marketing techniques that people use to get clients but they are either ineffective or expensive.
With that said, word of mouth remains one of the inexpensive but effective ways to get new clients flocking your business.
Mostly, a client will recommend your product or services to friends or family if they are satisfied. This means that the people they recommend will be more than willing to set an appointment.
Here are five reasons client referrals should be an integral part of your marketing and sales plan.
1. Makes it Easier to Close Larger Sales
Smaller sales are usually easy to close, however, larger sales are another different story. I do know you would want your sales staff to spend minimum time and energy pursuing a prospective sale.
Keep in mind the large sales are the most difficult to close and may take longer.
On the other hand, if the person placing the order was referred by someone they trust and respect then things may be a bit easier. This is because that element of distrust is already diffused hence the client will not hesitate to make a large scale.
2. Low Cost
Unlike other sales and marketing techniques, there are no costs associated with referrals. This means that you will be able to generate more sales without actually spending a lot of money. The costs that come with referrals may probably be simple thank you gifts for your loyal clients. What more could you ask for?
Those people in business who have not yet included referrals in their marketing plan definitely don’t know what they are missing.
3. Customer Referrals will always Generate more Referrals
The thing with customer referrals is that it is more likely to get you even more clients.
If your products or services are exceptional, people will always refer many others to your business. Even those who were referred will tell other friends or family about your business in case they had a positive experience. The outcome will be rapid sales growth and your business will start booming.
In this case, people providing referrals are like unofficial salespersons for your company and this comes at no costs whatsoever.
Another thing that business owners may not know is requesting referrals from your loyal customers may appeal to their egos. Many take it as a compliment because they feel their opinion has an influence on the social and business circle.
For this reason, some clients will feel compelled to refer as many people as they possibly can to your business.
4. There is Increased Closing Rate
The sales staff of various companies will tell you it takes numerous leads and calls to eventually close a deal. If the clients don’t trust the salesperson, then they will take longer to decide on placing an order.
On the other hand, companies have a higher closing rate when the sales calls are from customer referrals. The closing rate is very important for any business owner because they know this is where their success comes from. Cold colds barely end with a sale and its rate lies at one percent.
Aside from increased closing rates, your overall sales will increase. When someone refers to a close friend or acquaintance with your business, they already know that you are the best fit for that particular person. Hence, the new client is ready to buy what you are offering and can easily find what they are looking for within your product line.
5. Referred Customers Remain Loyal
There is a higher possibility of those clients who were referred to your company remaining loyal. For one thing, referred people have trust in the company that they probably received from those who told them about the business.
Additionally, they already have some information on the business and most may have determined if the features within the business fit their needs. For this reason, a referred client knows what he or she wants and since they have decided to give you a call means they have confidence in your company.
Lastly, I would like to say that getting referrals is very important for a business to grow at a fast rate.
So, keep the above points in mind and grow your business in a short time.