Nine simple steps to build a customer base how to get customers to recommend new customers to you?

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Nine simple steps can help you build your own customer base-and be able to help your best customers.

Recommendations are always the best channel for you to get new customers. Unfortunately, many people ask for the wrong person, use the wrong way, choose the wrong time, and follow up on a very poor follow-up.

Here's how to do it right, and I've sorted it out based on an interview with Joanne Black, Joanne, author of Pick up the damn Phone, which I think is one of the best five sales books of the 2013:

1. Understand what your requirements are. When you ask for a referral, you are actually asking the other person to vouch for his or her reputation as someone who deserves attention. It's a big thing, so treat it like a big deal.

2. Win Trust first. It is a waste of your time to ask for a referral when you first contact a target customer. If a person hasn't bought anything from you and thinks you deserve attention, you won't get a valid recommendation.

3. Identify who you need. Rather than asking someone to help you find someone who needs our service, it's better to tell the referees what type of person and company are most likely to need what you're offering. A better approach is to have specific goals in mind. (Hint: use LinkedIn.) )

4. Ask the other party to take an action instead of providing a contact form. Instead of simply giving each other a name, phone and e-mail address, you should ask your referral to call or write an email to the target customer. Be clear about what you want your referral to say, and make sure that your references are willing to say it.

5. Confirmed commitments. Ask your referral to tell you what you recommend (or cc your recommended email) so you can make sure your referral has taken the action you requested ... Before you follow up.

6. Thank you at once for your referral. When your referees agree to take action to help you recommend, be sincere in thanking each other before taking action! It's not just courtesy, it's also a reminder to remember to take action.

7. Follow up the recommendation. Since your referral has already recommended you, you have an internal relationship. Make good use of it.

8. Thank you again for your references. When you follow up on a target that your partner is recommending, write an email or make a phone call to express your gratitude and simply explain the follow-up, such as "You're right, Fred is a good person." ”

9. If you have made a deal, thank your references again. If the referral has been made for your business, thank you again for your referral. This is not just about expressing gratitude, but also encouraging your referral to introduce you to other target customers!