In the previous course, we said: Every well-maintained old customer can bring us ten new customers. As a micro-business, if we can gain recognition from customers and win a good reputation, then referrals are just a piece of cake for customers.

We often say that "birds of a feather flock together, and people flock together." Everyone likes to be friends with people who have the same interests and topics. We might as well think back to whether the friends in our circle have the same hobbies, the same career or the same goals as us. Therefore, our potential customers are right next to our customers, and all we have to do is ask our old customers to recommend them to us.

Conditions for customer referrals

Customer referrals need to meet two conditions:

First, the customer is satisfied with the product; second, the customer is satisfied with the service .

Only when a customer is satisfied with our products and services will he be willing to make referrals to us. This is a prerequisite for referrals to be realized. When old customers refer us to us, if the new customers they refer are dissatisfied with the products and services, it will definitely damage the credibility of the old customers and also affect our image in the minds of old customers.

Therefore, for micro-business, high-quality products and ultimate services are very important at any time and on any occasion. Only by selecting good products and providing good services can we obtain a steady flow of customers.

How to make long-lasting referrals from customers

Customers are willing to help us make referrals, often because they are satisfied with our products and services. This is an emotional stimulus. But many times, emotion is not enough to make customers recommend us for a long time, and it will fade one day. Therefore, many micro-businesses are thinking about a question, that is, how can we get customers to recommend us for a long time?

To solve this problem, we must have a mechanism to encourage customers to make referrals. This mechanism is to allow customers to become our distributors. A simple understanding is that when the person referred by the customer purchases our product, we will give the customer a corresponding rebate or commission based on the transaction amount. As for the proportion of rebate or commission, we need to decide through testing.

The combination of "emotion + benefit" not only makes customers willing to refer us, but also allows customers to refer us for a long time.

To implement distribution rebates to customers, it is best to have a "micro mall + distribution function" system. Firstly, it can reduce tedious records, and secondly, it can give customers a sense of formality. If there is no distribution system, we can use Excel tables to make relevant records. The recorded content includes but is not limited to "distributor name, distributor WeChat ID, distributed products, number of distributions, commissions obtained", etc.

Precautions for customer referral

In the process of customer referral, we need to pay attention to two things:

First, referral is actually a kind of sales, the quality of referrals depends on the customer's sales ability. Therefore, when we ask customers to help us make referrals, we should not just make verbal requests, but help customers solve problems they may encounter during the referral process.

For example, customers are willing to help us make referrals, but they don’t know how to make referrals, and they are more than willing to do so. At this time, we need to teach customers step by step how to make referrals, such as referral skills, copywriting skills, etc. We can even help customers write relevant copywriting and let customers follow the routine.

Secondly, not all of the referred customers are willing to become our distributors, because some emotional customers may think that talking about money hurts feelings. For these customers, although we can't talk about money, we can't let them refer us for free. We can give some value-for-money gifts or provide corresponding discounts during shopping.

When customers pay, they must give them something in return. Never accept other people’s contributions for granted. Whether others want to reciprocate is one thing, whether we reciprocate is another.