Wisconsin Web Design | How to get Referrals
I went to a sales club meeting for Waukesha Chamber of Commerce Thursday morning and the speaker was Matt Anderson from the referral authority. He did a great job training us on how to get more referrals. I know this doesn’t have anything to do with website design except all my clients are business owners who could use this information. Always remember the more people you know the more money you will make. So today’s post will be about getting more referrals.
To get referrals you must understand the psychology of why we get them from our clients. There are two universal principles behind why we get referrals. The first is the rule of reciprocation and the second principle is the rule of likability. I would like to explain these a little further.
Reciprocation is defined as “to make a return, as for something given.” The concept is rather simple when used for getting referrals. Give something of value to someone and they will feel they should give something back to you. Matt brought up a great example of going to the coffee shop with a friend. They say “i’ll get this one” and buy your coffee. What’s the first thing you think? I better get next time! So what do you do? You give something to your clients they will find valuable and they will give back to you. If you ask them for referrals they will WANT to give you people they think you can help because you always give them something important.
The second rule is just being likable. I am not going to define it as most of us know people we like and dislike. Needless to say we want to help clients we like versus someone we don’t. You must be likable to those that you want to get referrals from. The key though is it must be genuine, you can’t fake that you are a nice person.
That’s it the two universal principles of getting referrals. Matt has a lot of ways to increase your referral business and I would highly recommend visiting his website. I could go into further details but I will leave that to the expert
