Though sales referral is one of the best way to generate constant leads and new customers for the business but most of the new sales rep can't be able to leverage the potential of existing clientele base by not following simple guidelines. Here are the few tips which you can implement to build a strong referral network:
Teach existing customers about referral process: Whenever any customer is onboarded and is very much satisfied with the solutions, I usually reach them to explain our onboarding process and leave few onboarding guides and visiting cards with him. I usually let my existing customers about the other solutions and the type of clients which we are looking for. I also let my client know about the documents and initial reports we need before onboarding. I also gave my existing clients a simple document on how to present our solutions to his colleagues, friends and families. By letting my client understand the onboarding process and the ideal client bases, I am helping myself to work on the clients which are ideal for my business
Show appreciation and say thanks: Whenever any existing client refer any customer or any client walks in based on his reference, I immediately called up my existing clients to show him gratitude and let them know what services we are offering and also ask for suggestions to help the new referred prospect. Even during the conversation I asked my existing client to join the referral network process at my firm and explain how being our referral partner can help him in earning a smart passive income. I usually invite my referral network and passive referrals for free events and workshops.