Few people would argue that referral marketing is one of the best ways to get more business. However if you want to get more business then I think its critical you learn how to give business as well. I want you to think for a moment about the people who have given you a referral in the past; alliance or referral partners, clients both new and past or just someone you meet at a networking function. When was the last time you really thanked one of them. A few years ago Dr Ivan Misner, the founder of BNI, conducted a study and they found that there was a 30-40% gap between the amount of referrals people think they should be getting and what they actually did get. Now think for a moment, is it any wonder they stop referring you if you never thank them for it.
Next time someone gives you a referral make sure you thank them sincerely, write a testimonial for their website (a personal favourite) or better yet, find them some business. Let them know that you have followed up with the referral and give them some feedback on how it went. I have found that if you take the time to thank them they will continue to give you more.
Information alone does not change behaviour – Matt Linnert
THANK one of the above people today!!
1 comment
Glenn,
I enjoyed your article. It shares a similar sentiment with some of the articles on our site. Saying thankyou is one of the most important factors when exchanging a referral. Check out our Referral Management tool.
http://www.referralkey.com/business-networking/blog/
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