I was listening to Jay Abraham’s 93 referral systems. In the CD he has members of his audience describe their referral systems. The content was impressive so I thought I would reach out to my LinkedIn network about what they do.
While I didn’t get 93 methods – I did receive fifteen or so responses.
The clear and absolute message was
Satisfied Customers Are The Best Sources For Referrals
You Need To Create An Organized Referral Program
That being said, creating a referral program require some effort. Jay Abraham describes several in his books and lectures. and in Toronto, Michael Hepworth can help you create your own.
An innovative approach came from Vinita who looks to Maslow’s Hierarchy Of Needs for the source of hers. She provides a example of how she does it.
The full selection of LinkedIn Answers can be found here.
Below is an edited version of the best answers I received.
GERARD LA TOURNERIE
Professional colleagues, former bosses, associates, friends, family, professional organizations, alumni, religious groups associations, regional associations
[ZT - Sounds like who to invite to LinkedIn]
Rick Sanchez
If someone provides great products and/or services, they will be rewarded with great referrals. Only expect back what you put out there.
My clients have always been my best referrals, though I also rely on associates, mentors, students, friends and family.
Misty Khan
I ask my satisfied clients for referrals. One of my clients requested that we list “Request Referrals” as a standard follow up action in our software for after his sales people close deals. I also try to reciprocate and give my clients referrals whenever possible.
I am a member of a BNI (Business Networking International) chapter where we have several activities centered around passing each other quality referrals including one on one meetings to learn more about each other’s businesses and scheduled presentations given in front of our entire group and guests.
George Anderson
For the last thirty years, most of my referrals have come from satisfied clients. I have always surrounded myself with an elite professional staff capable of providing the very best services and products.
I do not spend any resources on advertising although my website receives an average of 500,000 hits per month.
Wallace Jackson
Turnover. Executives at one large company or brand go to work at another large company or brand, and bring me in to spice up their rich media impact as I did for them at their former employer.
[ZT - This most probably works because of the personal relationship that is created with the people]
Robert Star
I think contact companies for cross referrals is fairly good. My favorite is third party referrals from a company’s employee’s contacts. The individuals brought forward are of a higher standard as any other ERP, more descriptive of the referral and the employee and their contacts are motivated to a higher degree as they’ll split the fee.
Martin Brossman
If a company offers a finders fee I often have them give the equal discount to the customer since I recommended them. It builds good will and trust with both the customer and the service.
[ZT - I applaud the longer term view of each relationship.]
Rene Bernatchez
Another great way to build long term networking relationships is to visit a www.bni.com chapter or if you are from
[ZT - Please tell Rene you heard about her from Zale]
Jutta Van Der Kuijp
Most of my referrals come from satisfied customers who pass on my name to friends and colleagues. I find that posting my portfolio on my website and having the site linked to my professional association is a successful marketing tool.
I contribute regularly to the Toronto Star Condo Living Section as a guest expert in Interior Design and Condominiums. After a column runs my phone rings. All free advertising!
[ZT - The Toronto Star column - he gives freely of his skills and reaps the rewards.]
VinitA S
I feel [based on empirical data] Maslow’s Hierarchy of needs has direct co-relation with Normal Human Psychology which craves for higher block of maslows pyramid.
If any Employee does a referral for his Organization. He should be given Recognition [during Annual Company day or any company gathering] with plaque or “Certificate of Praise” with some special gift [or something like that] INSTEAD OF $ 500 credited in his bank account as a referral fee – is a far better option.
There can be many such scenarios – specially at Mary Kay where the star employee is given PINK Cadillac….as a recognition of his achievements/performance.
Saurabh Oberoi
A satisfied customer is the best advocate. Try building a story wherein you can establish how a differentiated superior customer experience was provided and how did the customer benefit from it.
Kristav (Kris) Childress
A much overlooked approach for B2B sales is to go where your current and prospective customers are selling THEIR products. Let me be specific:
1) Read the magazines where they advertise, this will give you articles, ads and other useful referrals.
2) Attend tradeshows where current and prospective customers sell their wares. Assuming you can get there, these shows are often free to attend and a great source of initial contacts and information.
3) If the company sells products in a retail outlet – go survey the shelves for companies producing products that could buy YOUR product or service . I have closed many thousands of dollars in business this way.
[ZT - This is more a marketing strategy - rather than referral technique - but its a good one anyway.]
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My best source of new clients is from people and I know and trust. I use ReferralKey.com to generate sales. The service helps me strengthen existing referral relationships, track referrals and expand my professional network. As for my customer referrals, RK has a feature that allows me to set up referral offers to reward clients who send me new referrals. It’s been very effective.