Tips to Marketing in a Recession - Part 3

Our last tip (tip #2) discussed how important customer service and the customer experience is.  When you have happy clients/customers singing your praises, this next tip is easy to accomplish.

Tips #3Ask clients/customers for referrals and testimonials.  Make sure you have testimonials posted on your website and in appropriate marketing collaterals.

Some people are uneasy about asking for referrals and testimonials from their clients/customers.  However, if you know they are happy with your company's quality if work, results and service, this should be a piece of cake.

So, how do you ask for those referrals?  When you have your client/customer on the phone or are talking to them in person, find an opportunity to ask for referrals and testimonials.  If a customer is giving you accolades about your product or service, you could simply say something like, “Well, I’m glad you are so pleased.  If you know of anyone else who would be in need of our services and would enjoy the same satisfaction you get from doing business with us, please don’t hesitate to send them our way.  We appreciate referrals.” 

Additionally, creating a referral rewards program provides opportunities to reach out and touch past and existing customers.  Develop an appropriate referral rewards program for those referrals that turn into business.  Craft a letter announcing it.  If you do a eNewsletter, always post a reminder about the referral rewards program.  Craft a simple statement on your customer forms, invoices, etc. that says, "We appreciate your referrals".

Finally, always thank people for their referrals - whether it turns into business or not.

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