Are you getting enough New Business?

If you are frustrated about generating small amounts of new business, the chances are you should devote more time to obtaining references from existing satisfied customers.

Generating referrals can start at the very first meeting with new clients. Tell them that you acquire many of your new customers through referrals and client recommendations. When you then ask, later on in the conversation or your relationship with them, they will not be surprised.

Sales people who don't ask, don't get, and are often ignored. Clients will usually not give referrals without being asked. Try to get into the habit of always asking for referrals. What harm can it do? The right time to ask for a referral is when you feel customers are completely satisfied with your services. Even if their order fell through for whatever reason, there is still a chance they will refer you. You may have helped them with advice or guidance. It's always a good idea to contact them and ask for a referral.

Try to ask for at least three contacts from your clients. This number has been proven to be a realistic but not an excessive amount of information to request. Be wary of exceeding this number, as you do not want to upset or irritate your customers.

Using a referral form, where customers can write down names, is beneficial when asking for referrals . By simply handing over this form, you're sending a non-verbal message that this is normal practice. Always get the full details you require such as a full name, contact number, and email address. Also, find out how they know them and why they chose to refer them.