Referral -Simple yet powerful manner to win more business; be it online or offline

Few days back I got my vehicle’s insurance renewed at Reliance Fresh store (they have tie up with ICICI Lombard).  Agent Girish handled my transaction & collected the required documents from my home. He had a good knowledge of the product/benefits & carried a genuine smile throughout the transaction.  And finally he asked me politely “Sir, if you are happy with my services, can you please refer me to your friends”.  Outcome- I referred him to two of my friends who needed the same services & conveyed that Girish is a good professional. (In the past I had over 12 vehicle insurance transactions but this was the first time when someone had asked me for the referral).

Six years back, I got the corporate Vodafone connection. Sales person Nagarapawan guptaj offered me a good plan which saved my 300 rupees (approx.) per month over my earlier service provider plan. He also asked me, “Pawan, can you please give few references? I am sure few of your colleagues can get benefited with our services”. Over lunch I even conveyed this to few of my colleagues.  Outcome- He gave three more connections in my group.

A few months back, I was in Sri Lanka on vacation. Our hotel arranged a taxi. The taxi driver was fantastic & was an enthusiastic guide-cum-driver to us. We were very much delighted with his knowledge & services. At the end of the tour, he not only asked us to write a testimonial on his diary but also requested, “sir, please refer me to your friends, I will arrange best deals for them.” He handed over his business card and took a photo with us. Most humbly he asked for the permission if he can use this photo along with his testimonials.

Above three incidences convey the same message that Referral still remains the powerful mode to win more business irrespective of industry/domain.

The rule remains the same for the online businesses as well. There are very few online stores who ask for Referral to their happy customers. Unfortunately majority of the professionals hesitate & DO NOT ask for the referrals.

Why should you always ask for the referrals?

  • Probability of doing business with the referrals is very high as they come from trusted sources who have used your products /services & comes under happy customer bucket. Please remember people are much more likely to trust their friends than strangers.
  • It is a proven mode to get more business. Sales cycles are likely to be very short through referrals OR word of mouth.

As per the recent industry report with 1.15 billion users; Facebook is one of the leading social networking sites pulling referral marketing online.

Unfortunately, people do not ask for the referral due to lack of ignorance, trust or security.But we should go forward for it.

Action items:

  1. Make a list of your happy customers as a qualified referral sources (do the first thing if you have not done yet. You must know your happy customers).
  2. Ask them for references & do more businesses.
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2 Comments Add yours

  1. Excellent ! It is rare for people to ask for referrals in India, because the sales people have not been trained to ask and ask it in a nice manner.

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