If you want customers to introduce new customers to you, you must meet six conditions:

1. Customers recognize your service

2. Customers trust you

3. Customers can benefit from it

4. It will not be troublesome to make referrals.

5. I feel honored and accomplished by doing this.

6. Let enterprises build their own sales network.

Customer referral:

The first tip is "good service"; customers must recognize your service and be satisfied with your service.

The second trick, "constant contact", can make customers believe in your character;

The third trick, "ask for introductions," can allow customers to gain benefits.

The fourth trick is to make the customer feel "no trouble" before the customer does it.

The fifth step is that as long as the customer makes a referral, it does not matter whether it is successful or not, but it must make the other party feel "face-saving". Introduction to success and a sense of accomplishment. As long as you do these five tricks, customer referrals will come naturally. ?

The sixth trick is to quickly build the reputation of the product through referral meetings and continuously reduce the company's operating risks. No deal will be made without sharing, so that the company can really focus on product improvement itself.

1. The first tip for customer referrals: good service

“Good service” is the basis for customer referrals. Only when customers recognize and are satisfied with our services can referrals be made become possible. How can we make customers recognize and be satisfied with our services?

The three stages of good service must be consistent. Do not cheat or over-promote before providing services; the services should not only be consistent with the promotion, but also exceed the customers' expectations; there must be after-sales service so that customers do not have to worry about the consequences.

To provide good service, first of all, we must treat customers sincerely. Every time we contact and communicate with customers, let them feel your sincerity from the heart. Sincerity is the foundation of gold and stone, your sincerity will definitely win the recognition of customers; secondly, you must target different customers and provide them with the services they expect, so that every customer has a "wow" feeling.

“Good service” is the starting point for customer referrals. As the saying goes, an expert will know the service as soon as he makes a move. Therefore, a salesperson with a high customer referral rate must have provided customers with high-quality and super services. The expected service is the basis for successful referrals. ?

2. The second tip for customer referral: keep in touch

With "good service", some customers will introduce you to new customers by the way, but if you want to get more information, If you refer more customers, you must continue to use the second method of "constant contact". The purpose of keeping in touch with customers is to prevent them from forgetting you and to keep the "good service" feeling going. Customers' recognition of your services will always be the basis for their referrals.

1. Screen customers and create a list of referral customers

If we serve a lot of customers, it will be difficult to have the energy to keep in regular contact with all customers, so we need to Screen, build a list of referral clients, and then focus your efforts on them.

Who will make referrals for you and be included in your referral client list? These need to be investigated, analyzed and identified during the sales process. Generally from the following key points.

(1) I agree with the company’s products and services;

(2) Be a good person, approachable and helpful;

(3) You like Deal with them, and customers are willing to contact you;

(4) Have a certain status, are well-connected, and often deal with the outside world, that is, KOL;

(5) You have mutual understanding On the helpful side, there are follow-up contacts;

2. Keep in regular contact with the list of referred customers

How to keep in touch with customers, there are four general rules: sending greetings on a regular basis, Send blessings, timely gifts, and help customers make referrals.

We usually send greetings, whether by WeChat, phone, text message, QQ, email, etc., we must contact important customers at least once a week to express our greetings to customers;< /p>

Sending blessings during festivals, you must insist on sending short messages to key customers on important festivals, such as the Spring Festival, Lantern Festival or Mid-Autumn Festival (not necessary during Qingming Festival), and send blessing messages to all key customers one by one. ;

Send gifts at the right time. When the company has gifts to give, gifts should be given to customers in a timely manner. We can also choose the appropriate time to use our own money to give customers some gifts, such as when customers or family members have birthdays, or when there is a happy event in the customer's family. Giving the right gifts at the right time will give customers a better service experience.

Customers also need to expand their customers. If we can properly introduce customers to them and help them promote their business. If we show our concern, our customers will definitely refer us to new customers.

I would like to share a tip. When we communicate with customers, 80% of the conversation should focus on the other party's business. Don't talk too much about yourself or your work. Don't frequently ask customers to introduce customers to you. Instead, use a "seeing" method. "Seemingly unintentional but actually intentional" approach allows customers to accept you and be happy to introduce you to new customers.

Frequent contact is an offensive method for customer referrals. This method can not only make customers feel respected and valued, but also allow customers to have a better understanding of your service scope and information, and introduce new customers more accurately. , and it can make customers have a closer relationship with you and trust you more. With customers recognizing your character, why not worry about customers not introducing customers to you? ?

3. Customer referral The third trick: Ask for introduction

Ask for introduction, that is, take the initiative and ask old customers to introduce new customers. If you provide customers with satisfactory services and keep in constant contact with them, old customers may introduce new customers to you. If you can identify which old customers can provide you with customers, and then take the initiative and ask customers to make referrals to you, you will get more referral customers.

Good service is the starting move for referrals, regular contact is the offensive move for referrals, and asking for referrals is the ultimate move for referrals. This trick requires special attention to timing and heat. It is also very powerful, so do not use it lightly, otherwise it will cause customer disgust and fail.

So how can we make good use of the "asking for introduction" trick? First, based on the list of referral customers, we find customers who can take the initiative to "ask for introduction"; then we analyze their interests and needs and cater to their interests; finally, we achieve the purpose of developing new customers through the exchange of interests.

The benefits here can be intangible or tangible. The intangible generally refers to a sense of accomplishment, honor, vanity, etc. The tangible is relatively quantifiable and generally refers to materials such as gifts and money. Benefit.

Based on the interests and needs of customers, 4 types of customers are extracted:

1. Pushy type (golden customer): This type of customer likes to be in the limelight and express themselves. , attach importance to honor and have strong vanity. They feel that it is a great honor to be able to introduce business to relatives and friends and help them.

This type of customer is particularly willing to take the initiative to introduce new customers, and generally does not ask for any benefits. For such a customer, we should give him more opportunities to perform, and praise him more in front of others, praising him for his strong personal influence, wide connections, good heart, etc., so that his vanity can be greatly satisfied. Such customers can be called golden customers. If you maintain several such customers, there will be a steady stream of new customers referred to you. When I was running the 0769 community, I mostly upgraded this group of customers to members of the community group committee, so that they could be justified and easily referred.

2. Money-loving type: This type of customer is very realistic and wants money or material benefits. We should get straight to the point with him and discuss the benefits directly. As long as the conditions are satisfactory, we will work hard to introduce you to new customers. There are relatively many such customers, but it is best not to differentiate the proportion of benefits and make everyone consistent.

3. Demand exchange type: This type of customer is relatively cold and generally will not take the initiative to introduce you to new customers. But if you solve the customer's problem when they are in urgent need of help and "ask for an introduction" while the iron is hot, your success rate will be greatly improved. Therefore, when facing such customers, you should contact them more often, pay more attention, and find out in time what help the customers need. If you can solve the problem, you should do your best to help them solve the problem quickly.

4. Friend-loyalty type: This type of customer is loyal, values ??the friendship between friends, and will often introduce you to new customers out of friendship. If they recognize you, they will treat you as a good friend or brother. When you "ask for an introduction", we can help you "up mountains of swords and seas of fire, no matter what". For such customers, we should treat them as friends and not mix too many interests. This type of customer usually asks others to give him face, praise him in public, and express gratitude. ?

4. The fourth tip for customer referrals: no trouble

Many people make it very complicated when asking customers for referrals. In fact, the best way is to prepare written materials or electronic versions of materials. Customers can make referrals simply by copying and pasting. You must not make the other party feel troublesome, otherwise, many times the other party will be embarrassed. In the end, even if it is a hindrance to your feelings, the introduction will not be sincere, and the consequences can be imagined.

Especially if the referral copywriting, posters, promotional materials, and service content are novel, fun, and creative, the effect of referral will definitely be different. ?

5. The fifth tip for customer referrals: a sense of accomplishment

As long as a customer makes a referral to me, in addition to reporting the progress to the introducer in a timely manner. I often post a message in my circle of friends, thanking ** for always introducing customers to me. ** is always a noble person in my life and a very enthusiastic and helpful boss. At the same time, I would like to mention that ** always runs some kind of business, and also puts the other party’s company, business card, etc. in the pictures in the circle of friends.

As long as there is a third party, he will introduce it to others. The reason why my business is good has always been indispensable. Without his introduction, I would not have the development I have today. Not only does it give the customer face and a sense of accomplishment, but does the third party also feel a little embarrassed not to introduce you to some business?

Although the five tricks of good service, frequent contact, asking for introductions, no trouble, and a sense of accomplishment are simple, it is difficult to exert their power and requires continuous practice and exploration.

6. The sixth step of customer referrals: partners

Referrals are a fission promotion tool that enables companies to build their sales networks by opening up online and offline referral scenarios. , making the referral process standardized, process-based and data-based, using the network of contacts to create clues, continuously broadening promotion and customer acquisition channels, helping companies transform from all-employee marketing to all-people marketing, and empowering corporate sales to build a stronger sales network.

Sales can invite old customers and friends to become partners of the company in a variety of ways. Each partner will have a promotion system bound to the corresponding sales to continuously spread the company's smart materials and marketing content. Realize word-of-mouth promotion, continue to push accurate leads to sales, and help sales to better acquire customers and close deals. After the deal is completed, you can get commission rewards; after partners develop customers, customers can also become partners. Through this continuous fission method, we create National marketing to achieve sales growth.