Every business needs new leads. It’s just a given that you need to have a constant flow in order to generate new business and be able to grow your own. But just what is the best way to go about getting new leads? The thoughts on this may vary, but one constant theme that comes up is getting them through referrals. But not just any referrals will do if you want a constant flow of leads!
Many businesses rely upon referrals in order to get new leads and generate new business. But just doing that is not exactly the best way to go about it. Nor is it the best way to get quality leads, which is what you are really after in the first place. When you rely upon your current customers to send new leads your way via referrals, you are leaving a lot of money on the table.
In reality, your current customers may not want to share you with others. And it’s not because they don’t like you; it’s because they do like you so much. If they have found that your product or service is a good thing, they may want to keep you all to themselves. Also, they feel that if you are referred to others, your own customer service may end up suffering as a result of the increase in business and responsibility.
Another problem with this is that the referrals that you will get this way, just off the cuff ones from current clients, usually come as a result of someone needing something right that moment. A lot of times they know someone who is pressed for time, their back is against the wall, and they need someone like yesterday, so you get the referral. That doesn’t exactly mean they are going to be a quality referral or a long term client.
Don’t get me wrong, you still want all the referrals you can get, regardless of how they come to you. But there is a better way to get to quality referrals that will generate a steady flow of good leads for you. This process is by asking your customer for referrals! That’s right, ask your customer if they can refer you to their top vendors so that you can work with them to provide you better service.
This may seem a little out of the ordinary at first, but chances are they will like the fact that you are trying to help service them better, and they will make the referral. Once you get the contact, set up the initial meeting, and do what you said by asking what you together can do to help service your mutual customer better. By working with this customer to provide better service to your mutual customer, you will make them look good as well. Next, repeat the process by asking them for referrals to their top vendors.
Chances are, they will provide those referrals because they have worked with you, they like that you made them look good to your mutual customer, and the relationship between all involved has been strengthened.
This is a lead generating process that works because it makes your clients feel special and helps referred top vendors to look good and strengthen relationships. So forget just sitting around and waiting for the phone to ring from one of your customers giving an off the cuff referral to someone. Instead, work with their top vendors to get your foot in the door. This will create quality leads coming to you. Likely they will become leads that will turn into long term customers. By following this method, you will create a constant flow of leads!