The number of referrals a business receives within a year’s time often determines its success. Some experts believe referrals are the key to closing sales; and that your company would soon be swirling down a black hole of disaster without them. With a little guidance, a new business owner can learn how to generate ’solid’ leads.

Network with Others

Referrals can come from many sources: some rather costly ones, and some costing almost nothing at all. Network groups like your local Chamber of Commerce - or eNetwork Business Partners - offer business owners the opportunity to meet people from all types of businesses; and recruit the same businesses to help market their products and services.
Business conversations transform into a marketing plateau instantly. Although this can be expensive, it is a social event, and requires very little of your time.

Attend Trade Shows

If used properly, a trade show is a great place to pick up referrals. Buying a banner that prominently displays your company name, phone number, and web address is a good attention grabber. If possible, get a booth near the entrance as it is a high traffic area and more likely to lure more prospects your way. Also, budget permitting, giving away freebies can help you build a list of hundreds of potential customers. Trade shows are well worth the effort and expense.

Family and Friends

Lacking customer service skills can hurt the number of referrals you receive. If you know your product or service well, and you love to talk, you can turn any conversation into a marketing tool. Family members and friends generate more referrals than you could imagine. Educating the right person about your business, who simply discusses your venture with people and passes out your business card, can also be a great way to generate referrals.

Craft Interesting Copy

There are inexpensive methods to get referrals all over. The Internet has publications, ezines, and newsletters in your field that you could write articles for and submit for publication. The people reading these online resources are already in your target market so it is a great place to fish for referrals. Make sure to embed a hidden link to your website within the article and you will be rewarded with a lot of visitors coming to your site after reading your article.

Join Internet Programs

Affiliate programs are vital to success on the Internet. Affiliate programs help you to get the exciting news and services your business provides out there on the Internet. A banner or link will appear on an affiliate’s website when they sign up for your program. Advertising in this manner is extremely cost effective and brings your business to a larger market.

Use Marketing Material

You really need to have some knowledge of marketing in order to get referrals. A simple conversation is a
breeding ground for referrals if you are a “people person”. When talking with other business pros like yourself, always be certain to ask for a business card so you have an excuse to give them yours and make a lasting impression.

Several weeks after your meeting be sure to send a thank you card and brochure or discount card. This
will let people know you’ve enjoyed meeting them and look for to doing business with them in the future. Also let them know that family, friends, and colleagues are invited to take advantage of any savings you have
passed on to them. Done correctly you can end up with hundreds of referrals from just one conversation.

Expensive or not, referrals can be obtained by being a little creative and knowing other business professionals.
A hermit, who sits behind a computer all day and does nothing to socialize, has less of a chance to succeed at
receiving referrals; while energetic professionals can have flocks eating out of their palm. In the end, use the tools available to you and reap the benefits.

Author - David Kingston

Is the chief writer for, and editor of FAT Marketing, there’s a wealth of knowledge on the website, plus why not sign up for the free Business newsletter.
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