Every business loves to get referrals. Whether they are by word of mouth, email campaigns, an online request form or simply a call, many businesses are unable to convert those referrals to clients despite having an effective marketing plan.
One reason referrals fall through the cracks is because many advisors fail to have a referral process in place. The referral process does not need to be complex. It can be an easy process that requires very little work and effort to keep the documentation flow in check.
Keep in mind, there is a 24 hour window to initiate contact and to increase your chances to convert them into a client; here’s how to get started… Soon after a referral is received make sure it comes in with all the required contact data; such as, name, telephone number, email address, and request information. Once verified; initiate contact through a telephone call or email to set up a time for an appointment or to simply find out what the referrals needs are.
Enter the referral information into a database. This will become very useful to keep track of the referrals relationship with your organization’s business and activities.
If the referral came from a professional acquaintance, send them a thank you gift or a personal note, thanking them for the referral. It’s a good business practice to keep in touch with them and give them updates of the referrals status.
Don’t give up or disregard the referral if your call or email was unsuccessful the first time around. Make follow-up calls, at least twice a week, until contact has been made or until the referral has decided to become a client.
Just remember, the referral process does not have to be complex. It is easy to setup and implement; and has been used by many organizations with success. With a little consistency and patience, any business can benefit by it.
Please give us your feedback!
How does your business referral process fare? Are there areas that may need improvements?
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