It’s a given in business, especially the B2B world, that referrals are always going to be your best source of new prospects and leads.So, that leads to 2 questions you must ask yourself.
- Are you maximizing your current contacts for referrals?
- What are you doing on an ongoing, regular basis to drive new prospects, outside your personal referral network?
1. Are you maximizing your current contacts for referrals?
- Do you regularly contact your client list, or personal friends and ask for referrals?
- Do you have any methodology that you employ to keep this top of mind and a regular practice?
It’s my guess, that most of us don’t — and we desperately need to.
One of the easiest ways to do this is to commit to a bi-monthly newsletter – like this one. This is certainly the softest method of doing it because you are not directly asking for referrals, but doing it through simply staying in contact.
The next best method is to identify those relationships that refer leads to you on any type of regular basis. Then make sure they stay strong by having lunch, meeting for coffee, — just being a good friend. The law of reciprocity will eventually work in your favor if done with a proper attitude and spirit.
2. What are you doing on an ongoing, regular basis to drive new prospects, outside your personal referral network?
Do you attend networking meetings and events with any regularity for the opportunity of meeting new contacts and expanding your referral network?
- Networking Meetings
- Chambers of Commerce
- Social Organizations and Clubs
- Non-Profit Involvements
- Church / Religious — Warning: Do not choose a church based upon how many business contacts you can make!
Are you doing in form of advertising that exposes new prospects to your service and/or products?
Print Advertising
-
- Advertising Specialties – Tshirts, Pens, Coffee Mugs, etc.
- Organizational Ads – like school programs, etc.
- Coupon Books
- Door Hangers
- Teardrop Banner
- Direct Mail
- Magazine and Newspaper
Online Methods
- Internet Marketing
- PPC
- Social Networks
- Classified Ads
- etc.
Different methods and strategies work for different businesses and people. You have to discover the ones that work and then – work them. Also, don’t be afraid to test new ideas. The world is changing. The basics will never change, but some of the methods will continue to evolve and new ones pop up. 15 years ago, I had to convince business owners that they needed a website. Today, that’s a given.
Do you want to really turn up your online business leads and sales?