Customer Referrals Can Be Automated

Every good sales person or business person knows the value of asking for a referral from your existing clients. But why not ask for a referral from your prospects. If you have read my previous posts you know that 'any prospect worth calling on once is worth calling on again'. In other words you build a relationship with a prospect until you are in the right place at the right time for business to be conducted. During this phase of building a relationship, why not ask your prospect, "Can you see how my services may help any of your business contacts?" What have you got to lose. Referrals are great, because this prospect is listening more to you than normal because of the referral who has called them on your behalf if you got the best kind of referral. Now imagine this referral process being automated...

The internet brings to a business much more than an online presence or e-commerce. The internet can automate many business processes and this includes sales techniques. When someone visits your site today they are generally researching for a buy. If your site fails to convert them to a customer, which if this happens frequently you may need to look at a new site, then why not have a pop up window that occurs when they click to leave your site that asks them questions. One question could be; 'Would you recommend our site or product or service to someone else? If so, please enter their contact information for the site link to be emailed to them with an introduction letter from the visitor to your site'. Why not entice the visitor with some credits to future business if the referral actually takes the call to action.

This automated approach to referrals when compared to traditional methods of lead generation is very inexpensive and will provide you further business marketing intelligence depending on the tool you use and the questions you ask.

What are you doing in your business today to automate your business processes?