Spot It.
For years, most new business came from word of mouth. Lately the referrals have slowed to a trickle. Long-time sources have retired or moved on. You are not sure how to get the flow going again without launching a full marketing program you don't have time for.
Sight It.
Referrals come from relationships, and relationships fade without attention. Many businesses never actively asked for referrals. They simply happened. Referral partners may not know what kind of customer you want. And as the market changes, old networks may no longer reach the people who are buying today.
Solve It.
Turn referrals into a routine:
- List your best referral sources from the past few years, whether they are active or not.
- Reach out to each one, catch up and tell them what kind of customer you are looking for.
- Ask happy customers for introductions at the end of each successful project.
- Build relationships with businesses that serve the same customers you do.
- Thank every referral source personally, whether or not the lead turns into work.
Referrals grow when people know you want them and know who to send.
Fixed it yourself? Great. Want help making it stick? Talk to a Troubleshooter.