I realize that when you are starting your business, obtaining business leads is hard. You usually don’t start off with a huge marketing and PR budget and you usually don’t have a massive email list to send special offers to. You have to focus on traction, the clients you do have, and generating referral business at this time.
If you want real leads at any stage in business, referrals are the best way to go- but not the easiest to get. So, I thought I would share 2 of my secrets for obtaining referral / word of mouth business leads that actually lead to signed contracts or purchased products.
1. Talk to your current or former clients. When you are done reading this blog, write everyone you have ever done business with or failed to obtain business from. Don’t send a mass email. Instead, send a personalized email that asks them what they liked about working with you and what they think you need to improve upon. I realize this may not be pleasant. This, however, works two-fold. First, you learn what you are doing right and wrong. People love to give their opinion and it gives you a heads up on any missteps you are committing. Second, it shows you care and people like that. They don’t feel like a number or another sale. They will always come back to this moment when you invested in their opinion and they will refer you out long-term.
2. Note in every ‘sales’ collateral effort that goes out (email blasts, social media infographics, whatever) that you love working with referral business and you offer special ‘first time referral’ rates / bonus gifts. When you do get that business, make sure to thank (via social media) the person who sent you the business. You will be surprised at how far a social media mention can go.
Until Monday,
Velma Trayham
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