How well do you know your customers? Of course you know their name, but do you know their spouse’s name? Or their daughter or son’s name? Maybe even the name of their dog, if that’s important to them. Do you know where they work, what they love to do for fun? When you know everything about your customer you build a deeper relationship and she appreciates you like a true friend. When you truly know your customer, you understand her needs. When you know her needs, you fulfill a great service and satisfy her needs when she uses your products.
One satisfied customers can build you a constant flow of business! I believe every customer knows at least ten people who will also love your product and service. Think about how many satisfied and happy customers you have in your client base? If you have 20 customers and you’re using a winning “Referral Rewards Program” , you have the potential to meet 200 new customers.
Your referral business can be really BIG Business! The best way to build a strong referral business is to educate your customers. Ask yourself these questions.
- Does every customer have your business card? Your catalogue? Your brochure?
- Is every customer connected with you on social media and receive your monthly newsletter?
- Is your party so exciting and fun, that every hostess receives her 2 booking awards?
Create a Referral Rewards postcard. Create a simple postcard that educates your customers on the benefits of referring friends to you. Make it professional and classy. Have them visible at checkout at every party, and hand one to each guest and explain the benefits of your program. Share them at networking events and use them at trade shows and expo booths. The more postcards you hand out, the more you’re educating people to refer others to you.
What about a “Customer S.I.T. System” A customer stay in touch system keeps your name in front of your customers often, without overwhelming or bugging them.
- Include them in your monthly newsletter and alert them to specials and upcoming sales.
- Once in a while send a postcard or a handwritten note and thank them for their business.
- Create a “birthday gift certificate” system. Send a card with a $10 gift certificate to be redeemed the month of their birthday.
- Create a “Catalogue Campaign.” Send customers a copy of every new season catalogue with a supporting letter of appreciation for their business.
- Create a Customer Profile Sheet so when you follow-up you have her order information in front of you.
These systems keep your name in front of customers who love your service and refer you to others.
Develop a Referral Mindset The objective is to give great value, great service and build deeper relationships with customers and hostesses. Develop this concept into your everyday business activity. Make it an ongoing component of your growth strategy. Go above and beyond and add massive value to serving your customers and hostesses. Nurture your relationships, acknowledge and appreciate people and build strong alliances working with a winning Referral Rewards Program.
Remember, Referral marketing is a two-way street. The more referrals you give, you’ll find more will come to you!
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