know that generating more referrals has historically been a top marketing initiative for many businesses. So most professional services firms know how important referrals are. In fact, many have been able to exist and grow solely through referrals, at least until now.Download the Rethinking Referral Marketing GuideSo why aren't your existing customers making more referrals? In most cases (72%), the answer is simply that no one asked them. In other words, they are happy to make a recommendation
if asked by a friend or colleague. This is important because it is the source of many of the best referral marketing ideas.At the Hinge Research Institute (our specialist research unit), we conducted a research study of 523 of referrals. We employee email list know that when most companies think of referrals, they focus on getting referrals from customers .But what we learned is that 81.5% of service providers were referred by a non-client
, people with whom they had no direct experience. Thus, customers are not the only source of referrals.Two types of referencesTo understand referral marketing, it helps to realize that there are two distinct types of t strategy.References based on experience. These are references that come from direct experience working with your company. Think of clients or other professionals you may be working with on a project as a source of this type of referral. The strategy here is to get as many people as possible to ask them questions about your business.Reputation based referrals. These referrals come from people who have not worked
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