| What would happen if you increased
referrals by 20%, 40% or even 100% or more?
What would your business be like?
Could you expand your company?
Could you increase your rates?
Could you retire earlier and perhaps enjoy more of the good
life?
Absolutely!
But, most businesses (both online of offline) will never
experience any of these benefits of increasing their referrals.
Why Referrals Dry Up After a Month
Most businesses are simply out of sight and out of mind.
They allow their customers to forget about them.
I know, it's so unfair, especially after doing such a great
job for them. But it's a universal truth.
Life today moves at the speed of light. If you don't
consistently work to remain in the awareness path of your clients, you can be certain they
will never remember you or your company.
The GOOD NEWS is this problem can be easily fixed by a
customer newsletter.
The REALLY GOOD NEWS is that a monthly customer newsletter
will also create massive referral action by your clients.
4 Ways to Get More Referrals with Newsletters
1. Educate clients and prospects. Most people who engage in
newsletter marketing make the mistake of trying to pitch on every page. That's fastest way
to get your newsletter in the trash can. If you want more referrals, build a trusting
relationship by offering real content with high informational value.
2. Write newsletters that get passed around. Boring content
doesn't get read, much less passed on to anyone. That means your content must be
interesting and engaging… that means it shouldn't be all about you. You may love your
business, but don't expect your customers to feel the same way. Your newsletter should
include articles that inspire, inform and are fun to read. This is the ONLY WAY your
newsletters will get passed around bringing you more referrals.
3. Get your newsletter out to as many as possible. If you
follow my newsletter marketing system, people will read your newsletters as a publication.
They will not see it as a marketing piece even though it really is. This makes a quality
newsletter a great way to tell your story in all kinds of situations. So, hand out copies
at sales calls, trade shows and seminars. Drop them off at realtors and doctors offices.
Put them in envelopes when you pay bills. And make sure people can download a copy on your
website, after they give you their contact information.
4. Thank referrers in your newsletters. A standard feature
in every newsletter should be a thank you to the clients that have referred you to others.
Realizing how important referrals are to your business will motivate other customers to
refer you too.
The Bottom Line
You will not get referrals if you do not manage your
existing customers properly.
Your existing customers are your best sales people. They
already know the quality of your products and services. They will continue to call you and
REFER you if they are reminded to do so. A monthly client newsletter provides this
friendly reminder in an interesting and non-intrusive way.
Follow this advice and you'll be light years ahead of the
competition and enjoy a constant stream of referrals. |
