WAYS TO INCREASE REFERRALS

Ask for what you want
And be specific, while you are at it! Be clear to tell your potential referral partner the type of business you are looking for. We can’t look for everyone, so ensure you know who your ideal client is.

Follow up on all referrals
There is nothing more embarrassing, and relationship breaking, than not following up once a referral has been given.
Keep referral sources in the loop
Always communicate. Inform those nice enough to refer you how the connection worked out.
[Did you speak with the referred party? Did it result in business? Was it a good referral – why or why not?]

Say “thank-you” and mean it!
Send flowers, bottle of wine, basket to the office, or just a handwritten card. It is the right thing to do – and not enough people bother.

Be great at what you do
Be the best! People have referred you for a reason; ensure this is always the case.

Give referrals without expecting anything in return
If you like someone else’s service ensure to pass the message on.

Stay in touch with those that have referred you
Out of sight, out of mind. These people are the best marketing you can ever have, so ensure you stay in touch. And if you have a business relationship with these people, ensure that you are continually nurturing it.

5 WORDS THAT GET EMAILS OPEN

With the escalating volume of emails being received, it now means not all emails are being opened. If this is true of your clients, imagine how it will be with prospective clients. If there is no motivation to open the email, it just will not be opened and read. A challenge facing us is how to create a sense of urgency around opening your emails.

Step One:
Be careful how many emails you are sending your clients. Ensure you are not overwhelming them.

Step Two:
Ensure that everything you are sending is a good use of the clients’ time. Given how busy everyone is, be selective about what you send people. Ensure it is truly valuable information and meets their specific needs. Send two or three irrelevant emails and you take the risk that they stop opening all your emails.

Step Three:
The subject line is the most important part of any email – it is there that people will decide whether to open that email or not. Add 5 words to the subject line and it will dramatically INCREASE the chances of the email being opened. And those 5 words?

THE INFORMATION YOU ASKED FOR

These words get past the sense that an existing or prospective client is getting broad, generic information like everyone else.
It looks like the information has been customised for them.
Give it a try – see if it works!