15 Ways You Can Get Referrals In Sales
By Indeed Editorial Team
Published February 22, 2021
The Indeed Editorial Team comprises a diverse and talented team of writers, researchers and subject matter experts equipped with Indeed's data and insights to deliver useful tips to help guide your career journey.
Referrals can help a company grow and attract more business from new customers. If you work in sales, you might have experience with giving or receiving referrals. Employees in sales can benefit from understanding how referrals work because they can use the information to get referrals for the company they work for and increase their own productivity. In this article, we explore 15 different ways you can get referrals in sales.
Related: How To Ask for Referrals
Why are referrals important?
Referrals are important because they can help a business grow by increasing the number of people who are aware of what they offer and how they operate. A referral from an existing customer can provide potential customers with details about products that you might not learn from their description, like usability and how satisfied customers are with their purchases. This might encourage new customers to visit a company or even to make a purchase. Some businesses train sales associates to ask for referrals, but many companies rely on salespeople to get referrals and gain new customers for the business.
15 ways to get referrals in sales
Here are 15 ways you can get referrals:
Deliver exceptional service
Provide services and products that warrant referrals. By ensuring a high quality in the products and services you sell, you can earn referrals from satisfied customers who want to share their experiences with other potential customers.
Inform your customers about your products
Give customers all the details they need to completely understand the products and services you sell. By offering information about your products, you can ensure that customers have a thorough understanding of what you offer, which can lead to clear referrals that go in-depth about your products. You can do this by providing detailed product descriptions for anything your company sells and by discussing products or services with customers in detail when they make a purchase.
Provide a way for customers to send referrals
Create a form or letter that customers can send to their peers with referral information about the company you work for. You might include this as an email template or a completed form on your company's website so customers can access it at any time. Another way to distribute these forms is to send them to customers with their receipt of purchase. This might prompt customers to send referrals by introducing the idea to them and providing an easy way to do so.
Give referrals to other companies
Provide referrals for companies that your company does business with. This can build a network of customers for both businesses, as it shows both businesses in a positive light. Giving referrals to other companies might also encourage the companies that you refer to send you referrals that can earn you more business.
Ask customers for referrals
Discuss referrals with your customers after you provide them with the product or service they purchase from you. You can do this by asking customers if they know any other people who might benefit from the services they receive from you once you complete their orders. Asking for referrals is one of the simplest ways to get referrals, as you can speak directly with customers who might answer you immediately.
Build positive working relationships with your clients
Foster positive relationships with your customers by continuing communication and providing support. Customers who have a positive experience with your company might be more likely to refer their peers to use your services or purchase your products. Having an existing relationship with a customer can also make it easier to discuss referrals or even ask for them.
Implement feedback from customers
Listen to feedback from customers and apply it to your operations. For example, if a customer compliments a specific aspect of your sales process, you can tell your coworkers and encourage them to engage in the same behaviors. This can help show customers that you care about their perspectives and might encourage them to send referrals for your company.
Maintain customer engagement
Keep customers interested in your company by continuing to engage with them after they complete a purchase. You can do so by sending follow-up emails, asking customers to fill out surveys about your products and service or offering deals to returning customers. By engaging with customers frequently, you can invite them to return to your business and increase the chances that they might refer their peers to your company.
Build an online presence
Develop an online presence for your company by creating social media profiles and web pages that advertise and inform potential customers about your services. Being present online can offer customers a simple way to get in contact with you and access information about your company that they can share with their peers. You might also include a place on your company's social media profiles and websites where customers can submit referrals to encourage them to do so.
Remain polite when asking for customer referrals from customers or other clients. For example, if you ask someone to send a referral, and they decide not to, you might try to refrain from asking them again and instead try to consider why they do not want to send a referral. This way, you can learn from your customers and determine new courses of action that can earn you referrals.
Create a customer loyalty program
Implement a program that rewards customers for shopping with your company. Providing rewards to customer can help make them feel valued and encourage them to continue using your company's services. You can also offer rewards for referring other customers to your business, which can earn you customer referrals.
Offer incentives to employees who get referrals
Provide incentives for employees who earn referrals from customers or other businesses. This can help make earning referrals a team effort and might encourage employees to try to get referrals on a larger scale or at an increased frequency. Some incentives you might offer employees for getting referrals include gift cards or cash prizes based on the number of referrals they bring in.
Try different methods for earning referrals
Keep trying to earn referrals by using different methods. For example, you might ask customers to send referrals directly after they make a purchase, then send more information about how to refer their peers in a later email that includes a survey or template they can use. By combining methods for asking for referrals, you can determine which methods work best for your business and maintain your company's relevance to existing customers as well.
Research your customer base
Conduct research on what kinds of customers your company attracts and what their values are. You can do so by looking into your current customer base and keeping track of what customers from different demographics seem to purchase most often. This might help you determine which products or services to focus on marketing and earn you more referrals from satisfied customers.
Thank customers who give referrals
Send thanks to customers who send referrals about your company. By acknowledging a customer's actions and thanking them for taking the time to send a referral, you can show gratitude and contribute to a positive working relationship with your clients. This might also encourage customers who send a referral to send more referrals in the future or invite their peers to submit referrals as well.
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