The referral redux
If you look over your client roster, odds are most of them ... and probably the best ones ... came to you by referral. Referrals are great. They tend to come pre-sold, don’t cost you much, if anything, and the referring party sang your praises so you’re sitting in the spotlight from the get go.
But, for most service providers, referrals are a passive activity. Well, actually a non-activity. You’re just sitting there, the phone rings and bingo! A cushy project just falls into your lap. It’s nice, but you can do better by moving things from passive to active.
I’m a subscriber to Quick Tips from Marketing Mentor. If you’re not a subscriber to this e-newsletter, you should be. My friends (and clients), Ilise Benun and Peleg Top give excellent insights and advice. In their most recent edition, Peleg shared how he put his firm, Top Design, into active mode when it came to referrals.
Peleg was able to turn an investment of roughly 300 bucks, for some chocolate and well-designed packaging, into $160,000 worth of business in two months. I’d say that’s a pretty darn good return. Click here to read about how he did it. Or, click here to listen to the audio version.
But, for most service providers, referrals are a passive activity. Well, actually a non-activity. You’re just sitting there, the phone rings and bingo! A cushy project just falls into your lap. It’s nice, but you can do better by moving things from passive to active.
I’m a subscriber to Quick Tips from Marketing Mentor. If you’re not a subscriber to this e-newsletter, you should be. My friends (and clients), Ilise Benun and Peleg Top give excellent insights and advice. In their most recent edition, Peleg shared how he put his firm, Top Design, into active mode when it came to referrals.
Peleg was able to turn an investment of roughly 300 bucks, for some chocolate and well-designed packaging, into $160,000 worth of business in two months. I’d say that’s a pretty darn good return. Click here to read about how he did it. Or, click here to listen to the audio version.
Tags:
1 Comments:
Great advice, Neil - as always!
Over the past three years that I've been self-employed, 26 clients have been through direct referrals. That's 26 clients, not projects.
I spend a lot of time marketing my services, either by networking (on- and offline) or search engine marketing. By far the most effective and lucrative way of generating work has been referrals from existing clients for whom I've done work in the past.
It's also the biggest ego boost! Paying clients have appreciated the services I've provided so much that they've told others - that gives me a big kick!
Post a Comment
<< Home