B2B Marketing Ideas: Ask for Referrals to Grow Sales
Often, businesses fail to use the referral sales channel. Generally, this is because they assume that customers will automatically refer their company if the opportunity arises. However, customers might not know you are seeking more sales or all the services or products you offer. That’s where our tip This B2B Marketing Ideas: Ask for Referrals to Grow Sales comes in. Let happy customers know you are actively looking to grow and would welcome to any referrals. Additionally, periodically remind customers of all you offer just in case there’s a referral opportunity not directly related to what you provided them. Finally, keep in mind that it’s much easier to land a referral sale than with unreferred prospects.
It’s best to set up a referral program to ensure you don’t miss this sales channel. Whether you offer an incentive is up to you and how your business operates, but here are a few steps to begin a program:
Have the salesperson request a referral shortly after the product is delivered or the project is complete.
Contact the customer 3-6 months after the sale to check their satisfaction and request a referral.
Set up a twice a year e-mail request for referrals to current and past customers.
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