When I meet with most small business owners, I always ask them “What is your #1 lead source?”.
Guess what the #1 answer is?
Yep, you guessed it “word of mouth” or “referrals”. Then, I ask them a second question. Do you have a system in place to make it easy for your raving fans or customers to give you more referrals?
Well, that’s usually where the party stops. I know I beat this one into the ground a bit, but it comes down to having a system in place. One of the things that many networking groups (LeTip,BNI etc.) do well is they coach you on describing what a good lead is for you. Often, this is done as a mini-commercial in front of a larger group.
But, you can use this with your customers as well. Just make sure they are a raving fan.
For example, in my business I usually say, “A good lead for me is a small business owner that is interested in developing an automated lead generation marketing system”. Fairly specific, and it gets your customer thinking about how they can send you business. More importantly, who is “pre-qualified” to do business with you. Makes it a little easier doesn’t it.
So take a minute right now, and answer these three (3) questions:
1) Who is your ideal target?
2) What is an excellent referral for you?
3) What solution will your product or service provide?
Ok, now the fun part. Take these answers and create your own sound bite describing what a good lead is for you. Make sure it identifies your ideal client, and describes how you can help their friend, partner, or colleague when they refer you business.
Don’t be afraid to ask for referrals. If you are doing a great job for your customers, you should expect referrals.
Go Target, Attack, and Profit…Because I said so.
P.S. For more tips on building your referral engine check out John Jantsch’s new book coming out May 13th title “Referral Engine”. Download the free chapter here -> http://referralenginebook.com