Get More Referrals in 2020 with These Tips
The process of growing your referrals can feel a little awkward. Many business owners expect satisfied customers to want to be part of the referral process, but it's not always like that. It requires adequate planning and careful execution.
One of the most common ways in which people find out about businesses is through word-of-mouth referrals. And of course, people who have heard great things about your business and are interested in the kind of services you provide are more likely to convert —which is why referrals are so important.
So, how do you get a referral business? Here are some tips to help you boost referrals.
Overcome Your Fear of Asking for Referrals
Asking for referrals tends to generate some anxiety, but if you're going to ask for references —which you should— you need to conquer that fear first. If you're not asking, you're missing out on many business opportunities. Identify other ways to get referrals that are not necessarily as direct as asking. For example, you can encourage others to provide references by giving referrals yourself. If you know a great event planner that has helped you in the past, let others know about it. If your accountant is great, share the secret with your network. When you help others grow their business, they will feel like they can return the favor the same way.
Ask the Right Way at the Right Time
Asking a brand new client for referrals might not be the best approach. The best time to ask for references generally is when you have established a trust-based relationship with your clients. If they know your work and feel like they can trust you, they will be more likely to want to help spread the word about you to family and friends. The relationship you have with each client is different. So, take time to evaluate that before you decide to ask.
Teach Your Customers How They Can Help
Once you have established the best approach and the most appropriate time to ask for referrals, prepare yourself to teach your customers what they need to do and how they can do it. There are various ways in which your clients can give referrals:
- Regular referrals: You can thank your clients for supporting what you do and ask if they know others who might need or appreciate an independent insurance agency they can trust.
- Testimonials: Setting up space on your website for testimonials is a great idea. Those who hear about your business through word-of-mouth are still likely to want to know more about your business, and this is where those comments from other clients come in handy. You could also consider recording testimonial videos with specific key customers and sharing them on social media.
- Online Reviews: There's a lot of review sites online that people consult. For example, Google My Business might be one of the most popular ones. You could consider sending out an email campaign asking satisfied customers to leave a review on your Google My Business page, or any other review site of your choice. Be sure to provide clear instructions on how to do it.
Your independent insurance agency can benefit from the referral business. If this is an area you could improve in, make a plan for the new year, and results will follow.