This will start a series of what I call “First Team Moves.” The starters on a football team are often called “the first team.” They are the best players on the team, and often they got there by exemplifying leadership, grit, determination, etc. to make the team better. So I’m going to call moves/strategies that exemplify those same things in a small business “First Team Moves.” To start things off we’re going to talk about the First Team Move of thanking any and all of those who refer you business.
We all know that the best way to get referrals is to give them. Nothing says “I’d like a referral” better than to give one to the person you’d like a referral from. The best way to thank someone for a referral is to provide one back. Quid pro quo in the referral game is where it is at.
Now that we have established that, let’s go to the second best way to get a second referral from a source.
You thank them.
Seems easy but how do you do that?
Creatively and sincerely. There are no limits to the number of ways we can thank a referral source.
- A call
- A note
These work well but they are not that difficult to forget.
Try out a few of these ideas to thank your referral source:
- Have the person who became your customer as a result of the referral thank them. Imagine how it would feel to hear not just from the person you gave a referral to, but also that referral? You’d sure be looking to do it again because they clearly made you look good.
- Give them something inexpensive but meaningful. If you know anything about them, use that information to give them a token of appreciation. They love golf? Get them a sleeve of good golf balls. If your gift is unique but usable, you won’t be forgotten.
- Ask them to contribute to your newsletter, blog, speak at an event you sponsor, that type of thing. Even if they don’t want to do any of those things, they’ll certainly appreciate the offer.
- Another thing would be to ask them. “Hey Bob, I know the best way to thank you for referring Shannon to my business is to get you a referral. Believe me I am looking, but in the meantime, is there anyone you’d like to meet? Maybe I can help you with a business challenge? I’m trying to be specific Bob because I want to show you that I don’t take your referrals lightly.”
You can’t truly succeed in small business without mastering the referral game. Do that and you’ll stay on The First Team!
Larry