Top providers of lead generation services like The Global Associates understand the value of shortening the sales cycle, and know that having an effective referral program in place helps them achieve this objective. Approaching today’s extremely busy decision makers is a hard nut to crack for lead generation services providers, but referrals have a built-in trust component and can create promising opportunities for them with the minimum of effort.
A good referral forces the decision maker to be more receptive and agree more easily to an appointment. Developing and maintaining a referral program, however, is an expensive affair, you need to invest time and effort. You still have no other choice than having a good referral program, and it of course gives back the full value of your effort.
Creating your referral program based on certain principles can help you develop an effective and inexpensive program, some of these basic principles are discussed below.
· Their needs and requirements should be your first priority
Customer is the boss, you should have their needs and requirements as your first priority. The days of hard-selling are long gone. Once your customer is happy, you will automatically get great referrals if without even asking for them. The satisfied customer will go ahead and happily refer you to their friends, industry peers and colleagues.
· Encourage them by providing incentives
Lead generation services ask for a great favor when they request for referrals, their customers take time out from their busy schedule to refer them to their colleagues. It’s apt to compensate them for their effort to forward your cause despite having limited time at their disposal. You must show your appreciation by planning incentives for them, which could be in the form of a discount or a cash reward. You could also think about offering your services or useful industry information.
· Make it convenient for them
The decision makers today are extremely busy, always respect their time. Never call at just any time of the day, make it as convenient as possible for them. It would be effective if you add a tag line in your email or add a prominent button on your website. Try requesting for a referral only while having an informal chat with them during leisure hours. Make it a practice to express your gratitude after you get a referral.
An effective referral program continues to be a very powerful tool for lead generation services agencies. Make the needs and requirements of the customer as your first priority in order to keep them happy and satisfied, offer them suitable incentives for their effort to give you referrals, and always make it convenient for them as some main features of your referral program.