How can you increase referrals and repeat business in your territory?

1 Know your customers

The first step to getting more referrals and repeat business is to know your customers well. You need to understand their needs, challenges, goals, and preferences. You also need to establish a rapport and a relationship with them. This will help you provide value, solve their problems, and create loyalty. You can use CRM tools, surveys, feedback, and regular communication to learn more about your customers and personalize your service.

2 Ask for referrals

The second step to getting more referrals and repeat business is to ask for them. Many customers are willing to refer you to their friends, colleagues, or networks, but they may not do it unless you ask them. You can ask for referrals in different ways, such as during a follow-up call, after a positive testimonial, or through an email campaign. You can also offer incentives, such as discounts, freebies, or rewards, to encourage referrals. Make sure you ask for referrals politely, clearly, and confidently, and explain how it will benefit both parties.

3 Nurture your referrals

The third step to getting more referrals and repeat business is to nurture your referrals. You need to treat your referrals with respect, professionalism, and gratitude. You need to follow up with them promptly, thank them for their interest, and provide them with relevant information. You also need to qualify them, understand their needs, and present your solution. You need to show them that you value their time, attention, and trust, and that you can deliver on your promises.

4 Stay in touch

The fourth step to getting more referrals and repeat business is to stay in touch with your customers and referrals. You need to maintain contact and communication with them throughout the sales cycle and beyond. You need to provide them with updates, support, and feedback. You also need to check in with them regularly, ask for their opinions, and offer additional value. You need to show them that you care about their satisfaction, success, and loyalty, and that you are always ready to help.

5 Ask for reviews

The fifth step to getting more referrals and repeat business is to ask for reviews. Reviews are powerful social proof that can boost your credibility, reputation, and visibility. They can also help you attract more referrals and repeat business from existing and potential customers. You can ask for reviews in different ways, such as through online platforms, email campaigns, or social media. You can also showcase your reviews on your website, brochures, or proposals. Make sure you ask for reviews politely, sincerely, and timely, and thank your customers for their feedback.

6 Reward your customers

The sixth step to getting more referrals and repeat business is to reward your customers. You need to show your appreciation and recognition for your customers who refer you or buy from you again. You need to reward them with incentives, such as discounts, freebies, or rewards. You can also reward them with recognition, such as shout-outs, testimonials, or referrals. You need to show them that you value their contribution, support, and loyalty, and that you want to build a long-term relationship with them.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?